April 2014 Wisconsin Professional Agent

professional agent APRIL | 2014

Wh at’s Inside?

Employees With Attitude.....15 E&O Claim Involving................21 Watercraft New CICs & CISRs...................24 Direct & Captive Writers........27 Civil Litigation...........................30 Classifieds..............................32 New Members......................34

Digital Editions of PIAW Magazine Available at

www.piaw.org

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2 APRIL 14

From the

President Jeff Glass — President, PIA of Wisconsin

Time For A Committee Update One of the keys to any business or organization is a strong backbone, people behind the scenes working day to day without fanfare insuring that the business or organization stays the course moving in a forward direction. The PIAW is no different. PIAW has nine committees; those committees comprise the backbone of PIAW having countless agents and company partners giving time and brain power all with the goal of bettering the PIAW for its membership and partners.

Since half my year as President has already passed, I feel that now is a great time to report on all the committee activity over the last 7 months.

CONVENTION : The folks on the convention committee worked very hard this past fall to bring you the best, most well attended , Winter Get-A way in PIAW history. JOB WELL DONE. The committee has now changed their focus to the 65 th Annual Convention in Lake Geneva, WI August 6-8, 2014. This year’s convention has many exciting events from the Wednesday night masquerade casino night, to national speakers and C/E. Mark your calendars.

PUBLIC REL ATIONS: This committee just finished their “student flyers brochure”. These brochures outline to new industry candidates that a career in insurance has so many options and isn’t just limited to sales. Contact the PIA office or go online to get your brochures.

MEMBERSHIP: This past year 2013/14, membership was handed a goal to grow membership by “net” 10%. I am happy to report that goal was hit. A big THANK YOU goes out to all of you who worked very hard to achieve that hefty goal.

NATIONAL DIRECTOR : The executive committee and Ron just returned from Washington DC March 26 th ­–29th visiting Capitol Hill and all the Wisconsin legislators. It’s an annual pilgrimage to lobby our legislators on insurance issues affecting the PIAW membership.

LEGISL ATIVE : The folks on the legislative committee have been very active this past fall and winter with countless trips to Madison to visit law makers at the Capitol, visits to OCI, and countless emails to review pending legislation and then giving a thumbs up or down on how bills would affect our industry. Also the legislative committee has

established a PIA legislative conduit (please call Ron for conduit info) that helps the PIAW have a bigger voice at election time.

AUTOMATION : Automation has taken on a huge plate of work this past fall; PIAW will have a “new” re-engineered web site soon, simpler and more user friendly. Also, Automation just had their “Agency Management & Technology Trade Show” in the Wisconsin Dells—all I can say is WOW. This event was a homerun, second to none.

Automation also has “twitter” up and running, you can find PIAW on twitter at @PIAWofWisconsin.

YPC : This past fall, the YPC established new policies and procedures for the “scholarship winners”. There are now written criteria for all winners to follow in order to receive the funds awarded from this amazing scholarship program.

Also the YPC has booked the wildly successful “Harley Deck” at Miller Park for the April 16 th Brewers game…. always a “sellout” event. And finally, the YPC is working on the August 6 th, 2014 YPC Golf outing to happen this year at Hawksview GC in beautiful Lake Geneva just prior to the state convention.

EDUCATION : The Education Committee has added a new “on-line” C/E opportunity for agents to complete pending C/E requirements. See www.piaw.org for more information.

AGENT SERVICE : Right now Agent Service is deep into developing an “agent’s resource” library on-line that would be housed on the new PIAW website. This library will be full of all sorts of resources from A-Z to help agents with day to day issues regarding procedures, operations, laws, selling, etc.,etc.,etc.

As you can see from this brief snapshot, all the agents and partners who sit on various committees have been working very hard over the last 7 months. I want to thank all of you for your time and brain power. If not for you, none of this would be as awesome as it is………..THANK YOU! Don’t forget twitter……@PIAWofWisconsin Cheers J.J. Glass

APRIL 14 3

Memos from

Madison Ron Von Haden, CIC — Executive Vice President, PIA of Wisconsin

Snow Now Means Water Later FEMA recently issued a Press Release in Wisconsin titled “Snow Now Means Water Later: Are You Ready?” It highlights the fact that even a few inches of water can cause thousands of dollars in damages and a homeowners policy does not cover flood damage. FEMA urges consumers to buy a flood policy in anticipation of heavy spring and summer rain and mentions the 30 day waiting period for coverage to be effective.

“Historically, flooding has resulted in millions of dollars in damages throughout the state of Wisconsin. In 2010, heavy rains dumped nearly 8 inches of water in a two hour period over the city of Milwaukee, resulting in more than 23,000 reports of damage from local residents. Last June, severe thunderstorms dumped a total of 8 – 13 inches of rain over northwestern, southwestern, and south central Wisconsin causing significant damage. Some areas received 1-2 inches of rainfall per hour that resulted in flash flooding and mudslides.”

The release tells consumers to contact an insurance agent for more information. I’m sure we will also see dozens of TV ads which graphically depict the physical and mental damage caused by flooding. Be prepared for questions from your clients and be pro-active in your efforts to serve them…..or someone else will!

STATES WITH MOST EXPENSIVE average auto insurance premiums. Not only are a credit score, type of car, age of driver, driving record and claims experience factors in setting auto insurance premiums, but the state you live in is a major factor. New data, based on a 2014 study by Insure. com, ranked all 50 states and the District of Columbia. The

survey methodology included rates from six large national insurers in ten zip codes per state. More than 850 models of cars were included in the study.The rates were then averaged for all vehicles surveyed in each state to create the rankings. A single male driver 40 years old who commutes 12 miles to work each day, with policy limits of 100/300/50 and a $500 deductible on comprehensive and collision was used as the basis.

So, who was the “winner”? [#1] Michigan--$2,551; [#2] West Virginia--$2,518; [#3] Georgia--$2,201; [#4] Washington, DC-$2,127; and [#5] Rhode Island-$2,020. The lease expensive states were: [#51] Ohio--$926; [#50] Maine--$964; [#49] New Hampshire--$983; [#48] Idaho--$1,053; [#47] Iowa--$1,058.

Wisconsin came in near the bottom at #47 with a premium of $1,087. Traditional high ranking states, New Jersey and New York, came in at #9 and #42 respectively.

While I have some issues with the methodology, and therefore the results of the study, I understand why Michigan ranked so high. The Personal Injury Protection (they are a no-fault state) portion of the policy in Michigan has a guarantee of lifetime benefits if someone is seriously injured. Even New York caps that benefit at $50,000 and Florida has a $10,000 cap. Also driving up costs is the fact that 20% of Michigan drivers are uninsured and that jumps to 60% uninsured in Detroit.

The bottom line…..if you insured the same number of autos in Michigan as you do in Wisconsin, your commission income would be more than double what it is now. But all things considered, I’d rather be here.

AND REMEMBER….. You’re only young once, then you have to make up some other excuse for your actions.

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4 APRIL 14

IT’S A THIN GRAY LINE. WHERE DO YOU

STAND? NEXT IN A NEW SERIES OF C E C R E D I T C O U R S E S E X C L U S I V E LY FOR ACUITY AGENTS! For All That Matters

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APRIL 14 5

From the

Boardroom John Klinzing, CIC — Director, PIA of Wisconsin

Your Greatest Power 10. Encourage or discourage;

Looking back to the month of August 2013, I had written an article that talked about “excellence” and what it meant to each of you. I also mentioned that we all have been bestowed our “Greatest Power” from a very early age. Some of us have found it very early on in life and others find it later. But all of us do find it at some point in our lives.

11. Expect, encourage & embrace change or resist change.

While this list could go on forever, you get the idea I’m talking about. Every day in our professional, personal and family lives, we face hundreds, nay thousands, more choices than previous generations did. Nevertheless, most of the main choices – the choices that determine our success – are the same.

Yes, we are all different, have different customs, like different foods, have different mannerisms, different languages, but are not so different that we cannot get along with one another. As the old saying goes, “we can agree to disagree”.

As insurance professionals, we make these choices every day in how and what we do for our clients. We provide for and insure their auto’s, homes, lives and businesses. Our clients Back in my bookman days, working 80 hours a week and rely on our knowledge of insurance and how best we can selling door to door for summer employment, I happened upon help provide them the financial security from the uncertainty a book written by J. Martin Kohe, entitled — Your Greatest of loss. Through this, comes our “power to choose”. We Power. Mr. Kohe wrote in that book that “the greatest power a can choose to better educate ourselves and continue our person possesses is the Power to Choose”. As I read further on, ()*234!,-#%./+!0++1234!5)-0+,6!#-!;#%/=!$#%!/20+!)99+66!,#!5)3$!5#-+!5)-0+,67! education in this truly great profession we call insurance. he talked about how we possess a potent force that you either

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ROBERTSON RYAN & ASSOCIATES, INC.

nual Conventi n A h on 65t

Save the Date!

Registration materials will be available early May

August 6-8, 2014

va Resor t & S nd Gene Gra Lake Geneva, WI pa

anecdotes

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When writer, actor and political commentator Ben Stein arrived in Los Angeles as a young man to become a screenwriter, he very much wanted to buy a Mercedes 450 SLC. But even used, the Mercedes was far more than he could afford on his entry-level salary. When he explained this to the salesman at Mercedes-Benz of Beverly Hills, the salesman replied, "Don't you believe in your own future?" It was the right question. Stein bought the car.

APRIL 14 7

OCI Administrative

Actions Ted Nickel â&#x20AC;&#x201D; Commissioner of the Office of Insurance

Madison, WIâ&#x20AC;&#x201D;OCI has taken the following administrative actions. In many of these cases the respondent denied the allegations but consented to the action taken. Any forfeitures paid in these administrative actions are deposited in the Common School Fund which is administered by the Board of Commissioners of Public Lands. The earnings from this fund are distributed to all public K-12 schools in Wisconsin and are used by school libraries to purchase books. Copies of the administrative action orders may be viewed online at https://ociaccess.oci.wi.gov/OrderInfo/OrdInfo.oci.

OCI is responsible for overseeing the operations and marketing of insurance companies and agents in Wisconsin. OCI encourages anyone with a question or a complaint regarding an insurance company or agent to contact the office at this toll-free telephone number: 1-800-236-8517.

Allegations

and

Actions Against Agents

Steven Q. Adamson, 111 W. Colleen Ct., Gardner, KS 66030, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application.

William Martin Gabler, Jr., 568 Germania St., Eau Claire, WI 54703, had his application for an insurance license denied. This action was taken based on allegations of having criminal charges and convictions which may be substantially related to insurance marketing type conduct.

Kenethra L. Barkus, 8103 Mosstree Dr., Arlington, TX 76001, had her application for an insurance license denied. This action was taken based on allegations of having a criminal conviction which may be substantially related to insurance marketing type conduct.

James Anthony Gresham, One Gresham Landing, Stockbridge, GA 30281, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Georgia on a licensing application.

Tim R. Caudill, P.O. Box 212, Pell Lake, WI 53157, had his insurance license suspended. This action was taken based on allegations of owing delinquent child support.

Peter W. Herr, Jr., 300 Lakeview Rd., South Milwaukee, WI 53172, had his insurance license suspended. This action was taken based on allegations of owing delinquent child support.

Michael Joseph Cavallone, 1756 Ben Franklin Rd., Rockford, IL 61108, had his application for an insurance license denied.

This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having a criminal conviction which may be substantially related to insurance marketing type conduct.

Korey L. Crawford, W59N927 Essex Dr., Cedarburg, WI 53012, had her application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application.

Haley M. Cummings, N8296 Hilly Haven Cir., Phillips, WI 54555, had her application for an insurance license denied.

This action was taken based on allegations of having criminal convictions which may be substantially related to insurance marketing type conduct.

Wallace J. Hilliard, 9982 Thornberry Creek Dr., Oneida, WI 54155, had his application for an insurance license denied.

This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having unpaid civil money judgments.

Carrie Jackson, 1923 S. 2nd Ave., Apt. 11, Yuma, AZ 85364, had her insurance license suspended. This action was taken based on allegations of owing delinquent child support Ernest Lereese Johnson, 1146 W. 102nd St., Chicago, IL 60643, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and owing delinquent child support.

John S. Lanham, S70W18778 Gold Dr., Muskego, WI 53150, had his application for an insurance license denied. [continued on page 10]

88 AUGUST APRIL 1413

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APRIL 14 9

OCI Administrative Actions [continued from page 8]

This action was taken based on allegations of having

of failing to disclose administrative actions taken by the states.

administrative actions taken by another Wisconsin agency;

Nicholas Anthony Nascimento, 4255 NW 64th Ave., Coral Springs, FL 33067, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI, failing to provide required proof of equivalent resident state licensing, and owing delinquent child support.

having a pending lawsuit involving allegations of fraud, misappropriation or conversion of funds, misrepresentation, or breach of fiduciary duty; and exhibiting evidence of incompetence, untrustworthiness, or financial irresponsibility in the conduct of business.

John Walter Lawson, 3684 33rd St., San Diego, CA 92104, agreed to the denial of his application for an insurance license for 31 days. This action was taken based on allegations of failing to disclose all previous administrative actions on a licensing application and failing to respond promptly to inquiries from OCI. Sammy Lee Menton, Jr., 2550 W. Union Hills Dr., Ste. 200, Phoenix, AZ 85027, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose criminal convictions on initial and subsequent insurance licensing applications which may be substantially related to insurance marketing type conduct.

Shirley Ann P. Moujouros, 1381 Somerset Ln., Elk Grove Village, IL 60007, had her application for an insurance license denied for 31 days. This action was taken based on allegations

Allegations

and

Kelly Jo Potratz, 8365 Kelzer Pond Dr., Victoria, MN 55386, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and submitting an incomplete licensing application.

Laura J. Snider, W3988 County Rd. Q, Fond du Lac, WI 54937, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having unpaid civil money judgments.

Kalee Jo Zdroik, 330 Business Park Dr., Stevens Point, WI 54482, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to complete the fingerprint background check.

Actions Against Companies

Achievement Group, Inc., 4515 Fleur Dr., Ste. 200, Des Moines, IA 50321, had its application for an insurance license denied.

This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide evidence of resident Managing General Agent licensure.

action was taken based on allegations of failing to send a

AMT Warranty Corporation, 59 Maiden Ln. 6th Fl., New York, NY 10038, was ordered to pay a forfeiture of $500.00 and was ordered to cease and desist using unapproved policy forms. These actions were taken based on allegations of using unapproved policy forms.

nonrenewals that fail to state the basis for the nonrenewals

Driverz Edge Administrative Services of Nevada, LLC, 375 N. Stephanie St., Ste. 1811, Henderson, NV 89014, had its certificate of authority suspended indefinitely and was ordered to cease and desist conducting insurance business in the state of Wisconsin. This action was taken based on allegations of failing to remit policy premiums and contract refunds.

Farmers Insurance Exchange, P.O. Box 2478, Terminal Annex, Los Angeles, CA 90051, was ordered to pay a forfeiture of $500.00 and was ordered to cease and desist failing to provide notices of policy cancellations to policy lienholders. This

10 APRIL 14

cancellation notice to a lienholder.

Germantown Mutual Insurance Company, P.O. Box 1020, Germantown, WI 53022, was ordered to pay a forfeiture of $5,000.00 and was ordered to cease and desist issuing with reasonable precision. This action was taken based on allegations of issuing an improper mid-term cancellation or nonrenewal of an insurance policy.

Health Exchange Agency, One West Camino Real, Ste. 118, Boca Raton, FL 33432, had its application for an insurance license denied. This action was taken based on allegations of having a firm name too similar to the federal exchange marketplace under the Affordable Care Act. Wilson Mutual Insurance Company, P.O. Box 1340, Sheboygan, WI 53082, was ordered to cease and desist failing to provide notice of an insuredâ&#x20AC;&#x2122;s right to file a complaint with OCI. This action was taken based on allegations of failing to provide the required notice.

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Each approved for 3 WI CE Credits. Live. No Test. No proctor.

Visit w w w .pi aw .org for a W e b in a r d e m o a n d c o u r s e d e s c r ip t ion s. (a) (b) (c) (d) (e) (f) (g)

National Health Care Reform Ethics for Insurance Professionals (Ethics CE and Utica approved) BIP(idy) BOP(idy) BOO(ze): Turning Three Mundane Coverages Into Magic CHAOS: Contracts, Hold Harmless, Additional Insureds and Other Stuff Cybertech: Recognizing and Insuring Electronic Risk It’s Personal: Home and Auto Exposures Your Insured Won’t Tell You Social Networking: OMG or E&O? (Utica approved) APRIL (e) 14th (b) 15th (c) 22nd (a) 23rd (d) 28th

8 – 11 8 – 11 8 – 11 8 – 11 12 – 3

am am am am pm

may (b) 19th (a) 20th (g) 21st ( f ) 29th

12 – 3 12 – 3 12 – 3 8 – 11

pm pm pm am

Fee per Webinar: $50 PIAW Member / $60 Non Member All times CST If you need WI CE from a webinar that takes place the last week of your deadline please contact PIA. Register at www.piaw.org or call PIA at 1-800-261-7429

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14 APRIL 14

Employees with

‘Attitude’. . .

How to Reverse the Entitlement Attitude of Your Problem Staffers

by Barbara Jaurequi, MS, LMFT, MAC

Sherrie is a 25 year-old woman who works for a large mortgage banking firm. As a junior analyst, she receives a generous salary for her few years of experience along with a considerable benefits package. Soon after joining the firm, Sherrie began coming in late to the office at least a few times a week.

When her supervisor confronted her about her repeated tardiness, she became defensive, stating that since she can’t control the traffic she should not be penalized for coming in “a few minutes late.” For the rest of the day, Sherrie pouted at her desk, was generally unfriendly and behaved like a victim of unfair criticism.

O

On another occasion, she was asked to stay an hour past her normal quitting time. She refused on the grounds that she was not given enough notice and that she’d already made other plans that were “unbreakable.” When her manager commented on her unwillingness to help out, Sherrie explained that she felt she should be paid more if she was expected to do the work of other employees. In spite of her mediocre job performance, Sherrie expected to receive a large bonus at the end of the year. When her supervisor explained that her bonus was based on job performance, and that Sherrie would not be receiving one, Sherrie claimed she was being treated unfairly Regardless of how she performed her duties, she believed she was entitled to a large bonus and special consideration for things like tardiness and absenteeism. She ultimately decided to quit her job without giving notice.

Sadly, Sherrie’s attitude of entitlement is not a rarity in the workforce of today, particularly amongst employees under the age of 30. Employers often find themselves playing the part of “cheerleader” with staff members like Sherrie. They fear negative reactions to criticism and tolerate mediocre job performances to avoid dealing with their employees’ poor attitudes. Employers can feel trapped when dealing with attitudes of entitlement amongst their staff members. They endure offensive demeanors to avoid the hassles of retraining new staff, wrongful termination lawsuits and defensive hostile reactions from would-be terminated employees.

Fortunately, reversing course with problem staffers is not as difficult as some employers may think. The following are 5 easy-to-master tips that can turn around negative attitudes and allow employers to assume their proper roles in the workplace:

1. Establish the relationship with each staff member from the very beginning. Employers should not concern themselves with being friends with their employees. In fact, doing so promotes a dysfunctional workplace where roles are ill defined. This leads to power struggles, resentment, and possibly stomach ulcers! Employers need make it clear that relationships with their staff members will, in no way, resemble peer relationships. The relationship between employer and employee works best when the relationship is kind but formal as opposed to friend-like and casual.

2. Don’t over thank employees for doing the jobs they’ve been hired to do. It is fine to express words of appreciation for exceptional job performance from time to time, but it should not be routine. Compliments and words of affirmation mean much more when they are earned. There is a school of thought that for every criticism an employee receives five positive pieces of feedback should follow. Frankly, this practice is questionable at best. It’s important that employees grasp the principal message employers are trying to convey. If [continued on page 16] APRIL 14 15

Attitude . . . [continued from page 15] employers want to deliver a clear message, disguising it with fluffy compliments will have the opposite effect.

3. Minimize emotional communication. Less is more when it comes to emotional exchanges between employers and staff. Consider this example of a corrective message delivered emotionally with a pleading tone: “I really, really need you to be on time from now on. I know it’s hard with the traffic and all, but please try to be on time.”

Now read the same message but delivered unemotionally: “You have not demonstrated that being on time is your priority. I expect you to correct that immediately.” The second example is not harsh, hostile or overly critical. It is simply an honest observation with a clear directive.

The first example puts the employer in the role of a child asking for something from an adult. The second example reinforces appropriate roles.

4. Don’t be arrogant or unkind to exert your power.

Employers that behave like they are above the need to be courteous only succeed in provoking feelings of resentment and defiant behavior, and can compromise employees’ overall efforts to please the employer.

5. Don’t give universal rewards. Many employers make the mistake of giving all staff members the same reward even when individual performances vary tremendously.

For example, if an employer gives each of his sales staff a $500.00 gift card when only a few employees earned the reward, it may demoralize those who worked hard enough to earn the reward and reinforce the entitled attitude of those who did not. Individual incentives tend to encourage extra effort, while group incentives allow slackers to ride on the coattails of others. Group rewards have the potential to further reinforce attitudes of entitlement.

A rule of thumb for employers is to always make their expectations clear, not just in regards to job duties, but also concerning attitude. While changing the culture in any work environment can be difficult and uncomfortable, it is likely to be worth the effort. Remember, if nothing changes, nothing changes.

n

Barbara Jaurequi, a Licensed Marriage and Family Therapist and Nationally Certified Master Addiction Counselor, speaks on a variety of personal and professional topics and is the author of A.C.E.S. – Adult-Child Entitlement Syndrome, available on Amazon and other online booksellers. A.C.E.S. teaches parents of adult-children how to compassionately launch their adult-children into the world of personal responsibility in a straight-forward step-by-step approach. Contact Ms. Jaurequi by email at Barbara@ BarbaraJPublications.com or phone her office at 909-944-6611.

You or someone you nominate may be the next Outstanding CSR of the Year®!

Call for Nominations: Nominations are now being accepted for the 2014 Outstanding Customer Service Representative of the Year award.

The national winner will receive $2,000 cash, a gold and diamond pin, and a framed certificate of recognition. National finalists win $500 and a gold and garnet pin. And if you nominate the national winner, YOU receive a $1,000 cash award!

All it takes to enter is a nomination, a letter of recommendation, a competition entry form, and a 1,000-word essay written by the nominee on the topic, “It is generally agreed that both new and renewal business are crucial to the success of an agency.

Explain whether new business or renewal business is more important to the long-term value and profitability of an agency. Identify four ways a CSR, Account Executive, or Account Manager can have a meaningful impact on the new and/or renewal business written by their agency.” Entries are due no later than May 1, 2014.

For more information about the award, the essay topic, and to download forms, visit: www.TheNationalAlliance.com/CSR_Award

Insert Association name, logo, and contact information in this area. Inc. Professional Insurance Agents of Wisconsin, Fonts used in this ad are Futura Light, Futura Book, and Futura Heavy.

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© 2014. The National Alliance for Insurance Education & Research.

16 APRIL 14

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APRIL 14 17

AIA Tired PC BACK 11_9_11:AIA 02.10.10 PC BACK 11/16/11 1:35 PM Page 1

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1-800-261-7429 or dbrown@piaw.org • Any CIC Update • CIC Agency Management • CISR Agency Operations • Dynamics of Service • PIAW Ethics and E&O Seminars • PIAW Conducted In-House Seminars

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USING SIRCON SERVICES, YOU CAN: • APPLY FOR A LICENSE • RENEW YOUR LICENSE • LOOK UP AVAILABLE COURSES • CHECK LICENSE RENEWAL STATUS • CHECK LICENSE APPLICATION STATUS • REQUEST A LETTER OF CERTIFICATION CERTIFI • UPDATE YOUR NAME OR ADDRESS • FIND YOUR LICENSE NUMBER/NPN • CHECK YOUR STATUS WITH A STATE • MAINTAIN YOUR FIRM ASSOCIATION • UPDATE YOUR ADDRESS • UPDATE YOUR EMAIL ADDRESS • PRINT YOUR LICENSE © 2011 Vertafore, Inc. Vertafore, the Vertafore logo and design, Unleash your potential, and the Vertafore trademarks listed are owned by Vertafore, Inc.

APRIL 14 19

20 APRIL 14

Don't let your get Sunk by an E&O Claim

Agency

Involving Watercraft

By Curtis Pearsall

The calendar says spring is here, so there is a strong likelihood that many customers will be looking to get out on the water at the earliest possible opportunity. As a result, these customers will be contacting your agency to make sure their watercraft coverage is in order.

I

Important questions to consider include: • Will the watercraft be insured on the Homeowners policy or via a standalone policy?

• Do your customers know the differences? How about the agency staff?

• How knowledgeable are you on what those differences are?

Now is a great time to brush up on those differences so your customer can make an educated decision.

Know the differences While there is a good chance the premium for this exposure under a HO policy will be less, there is also a good chance the coverage will be less. As the saying goes, “you get what you pay for.”

Agents must be aware of any limitations or exclusions in the homeowners policy regarding issues such as the engine size and length of the watercraft. If the watercraft is eligible for coverage under the homeowners policy, liability protection may be provided, yet typically physical damage coverage is not. This is potentially an important issue based on the watercraft’s price. Statistics indicate that in 2012 there were 5,870 thefts of various types of watercraft in the United States, so this is a definite exposure. As one could imagine, jet skis were #1 (23%) on the theft list, followed by runabouts (16%), utility (fisherman/sedan types), cruisers and then sailboats.

In addition, when insured under a homeowners policy, there may not be any coverage for injury to passengers and others, or any coverage for the trailer and accessories. Once again, this could be a potentially significant exposure.

Yet these two exposures are just a few of the differences.

To ensure your customers are more adequately covered – or to at least give them the option to consider – alert them to the benefits of insuring their boat or yacht with a specialty carrier. Here are some additional coverages and exposures that are often automatically included or included for a fee with the specialty carriers: • Roadside assistance if the insured’s vehicle becomes disabled while towing his or her boat.

• Coverage for fishing equipment and other personal effects such as water skis.

• Fuel spill coverage. (Your clients may be legally liable.

Do they have the necessary coverage?)

• Wreckage removal.

• Medical payments (even for water skiers).

E&O claims involving watercraft have involved a variety of issues including: • Territorial restrictions – This can involve specific territories, such as Cuba. In addition, some watercraft policies have limitations that exclude coverage in certain types of water (fresh water vs. salt water) or sizes of water (rivers and lakes vs. larger bodies of water such as the ocean). [continued on page 22] APRIL 14 21

Agency . . . [continued from page 21]

• Hull coverage – Claims have arisen because the coverage wasn’t written on an agreed-value basis. Agreed value is certainly broader than actual cash value.

• Insufficient limits – Major accidents can occur. Secure high limits and schedule this policy under the umbrella.

• Not understanding the binding guidelines relating to the age of the vessel – What are the specific survey requirements?

Attention to detail is critical when insuring this type of exposure. Consider the following claim and how it could have been avoided: The agent wrote a marine policy for a longtime customer to cover the customer’s yacht. The previous policy was with “Company X.” The agent went through another broker to secure replacement coverage with “Company Y.” The insured informed the broker that the yacht was stored in the water. The broker completed the application and indicated that the yacht was on land. The policy was issued with a warranty that the vessel was dry docked. The yacht sank while at dock during a storm and the carrier denied coverage. The agent had received the policy, recognized the problem with the warranty (dry vs. wet dock) and had intended to discuss it with his client and broker. However, the policy sat on the agent’s desk for two weeks and then the loss occurred.

Thus, the client never saw the policy. The claim was for $1,300,000. While the broker certainly has some liability, the agent is also to blame for not acting on the discrepancy. The case was settled for $750,000, with the agent responsible for 50% of that amount.

Tips to consider Such E&O claims can be avoided. Consider these tips: • Completing the application – Sit down with the customer to review each question and explain the coverages in detail.

22 APRIL 14

If the customer does not choose the broadest protection, get his or her sign-off for the declined coverages. After the application is completed, require (don’t simply request) that the customer thoroughly review the application’s questions and answers and, if everything looks in order, require the customer to sign the application.

• Receipt of the policy – The agency should review the policy to ensure it matches what was requested. Whether you personally deliver the policy or mail it, include a cover letter advising the client to review it to make sure everything is in order. As evidenced by the claim example above, this should be handled promptly as time could be an issue.

• Education and training – Both your staff and your customers can benefit. The goal is to be certain the staff understands all of the coverages and how they apply. Spend a few minutes in the next week to review your agency’s approach to insuring the various types of watercraft.

Include this as a topic in your next newsletter for customers and as a topic on your website and social media blog or posting. Spell out the benefits of a specialized policy as compared to securing the coverage via the homeowners policy. It’s also a great topic to include in your personal lines reviews to ensure that customers know the differences.

Before the phone starts ringing, take the time to get up to speed and learn the finer points of insurance for watercrafts.

This could ensure that your agency doesn’t “go down with the ship” in the event of an E&O claim. n

Curtis M. Pearsall, CPCU, AIAF, CPIA President, Pearsall Associates Inc. and Special Consultant to the Utica National E&O Program

APRIL 14 23

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Amy Atkinson, CIC, CISR

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Paula Brunner, CIC, CISR, AU

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Madison, WI

Green Bay, WI

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24 APRIL 14

Kyle McDonald, CIC, CPCU, AIS Hausmann-Johnson Insurance Inc. Alliance Insurance Centers, LLC Wilson Mutual Insurance Co. Sheboygan, WI

Certified Insurance Service Representative Open to Anyone!

7 WI CE Credits Course #69340

PERSONAL LINES – MISCELLANEOUS This course addresses the exposures created by watercraft, recreational vehicles, and business activities often encountered when working with personal lines clients. Prompting your client to identify these exposures is crucial, because the ISO Homeowners and ISO Personal Auto Programs provide only very limited coverage. You will be better able to design the appropriate coverage for these exposures. The course will also provide an analysis of the important coverage offered through personal umbrella or excess liability policies.

It is recommended that students taking CISR Personal Lines Miscellaneous have already taken CISR Personal Residential or have a working knowledge of the Homeowners Policy Form.

CLASS SCHEDULE

Instruction 8:00 a.m. – 3:45 p.m.

Group Lunch 12:00 p.m. – 12:45 p.m.

Optional Exam 4:15 p.m. – 5:15 p.m.

Course Instructor

April 23 • Brookfield April 24 • Madison $155 Per Course Register at www.piaw.org

Don Solomon Martini, Miller & Schloss, Inc.

or call 800-261-7429

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INSURING PERSONAL RESIDENTIAL PROPERTY This course gives you the expertise you need to guide your customers through the often complex and confusing proces of purchasing homeowners insurance — and help them make decisions that insure their most valuable assets.

• Introduction to the Homeowners Policy • Homeowners Policy Section 1 & 2 • Tenants, Unit-Owners, Dwelling Policy

CLASS SCHEDULE

Instruction 8:00 a.m. – 3:45 p.m.

Group Lunch 12:00 p.m. – 12:45 p.m.

Optional Exam 4:15 p.m. – 5:15 p.m.

Course Instructor Don Solomon Martini, Miller & Schloss, Inc.

June 4 • Green Bay June 5 • Brookfield $155 Per Course Register at www.piaw.org or call 800-261-7429

APRIL 14 25

26 APRIL 14

Selling

Against Direct and Captive Writers

Regardless of the obstacles independent agents face, it is a great time to be selling personal lines.

While consumers continue to be bombarded by direct and captive writers who offer online quoting, and “cheap” policies to fit a customer’s budget, instead of their risks, all signs point to increased customer demand for more customized insurance products.

O

By Todd Bavery Regional Vice President The Hanover Insurance Group

Over time, however, the best agencies have risen above the hype, and are approaching the current market as an opportunity by developing plans to escape price wars and provide distinctive value to their customers. For example, they are provide sound, important advice, helping to protect their clients against future risks, instead of just providing quick quotes.

Selling vs. Quoting Having worked on the “other side of the street”—training captive writers for more than fifteen years—I am often asked to speak to independent agents and share with them my perspective on how captives are trained to sell products. By educating independent agents on what they are faced with, they often feel better prepared to win against the captive approach.

In this way, independent agents who effectively listen to their clients, identify their clients’ needs and provide a tailored solution to protect their risks are much more valuable to a client than a captive writer that can only offer one or two products.

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For example, if a customer golfs, they can schedule their $2,000 golf clubs for about $20 a year, with no deductible against physical loss. This kind of detailed knowledge of a customer’s needs can help gain credibility, loyalty and a leg-up on direct writers.

Proving Value Better utilization of the front-line sales pool to sell important value can improve revenue stream as well as customer loyalty and retention rates. While none of these skills are new, the best agencies are competing in today’s marketplace by:

Both direct and captive writers receive intense training in the “art of selling” and as a result they are very skilled at closing a sale. Since, in most cases, direct and captive writers are focused on selling one or two products, their sales forces have become very efficient at selling. But, what they can’t do is go beyond the single sale. Independent agents can really flex their muscles over captives by developing their role as a trusted advisor.

Prospecting: Improving results in consultative selling begins with thoughtful and thorough prospecting—identifying the right kind of customer for your agency. Like many, if not most businesses, the strongest prospects for future sales come from referrals and “centers of influence,” which effectively leverage current, positive relationships to create new opportunities for growth.

One of the greatest tools that independent agents have to help add value to every sale and compete against direct and captive writers is the breadth of products they can offer. The key is having the ability to establish the needs of the prospect and then present custom solutions to solve for the needs. When independent agents equate value to the products, they sell; they will easily win customers over captive writers.

Qualifying: Next is “qualifying,” where the independent agent assesses, not only if it is the right customer for the agency, but whether it is the agency has the right markets to solve the prospective client’s unique needs.

In true consultative sales, one is prepared to walk away from business where there is not a true and honest match.

Fortunately, for the independent agent, who represents a number of quality carriers with a broad range of products [continued on page 28] APRIL 14 27

Selling . . . [continued from page 27] and services, this is rarely necessary.

• Do they have a need for $10,000 Jewelry blanket coverage?

Introducing: This is the carefully developed method to introduce your agency and the distinctive value that you offer as an independent; value that is based on problem solving and building a mutually beneficial partnership over the long term—not just on price.

• Would they like a single deductible?

Understanding: Finally, I like to emphasize the important “discovery” step, when the independent agent, in their role as consultant, will conduct a thorough needs analysis. And not just of their prospect’s business, but their personal priorities and aspirations, too. The all-important discovery step is when the independent agent and prospect will exchange and analyze information, and really get to know each other.

The discovery phase is the independent agent’s key opportunity to probe for opportunities—not simply to make a sale, but rather to solve a problem and lay the groundwork for building a partnership. Demonstrate a way to solve real problems, to reduce risks and exposures—especially ones the customer was not even aware of—and the sale will take care of itself. That is the essence of consultative selling. Some important questions to ask include: • Do they like the fact that Guaranteed Replacement Coverage on Coverage A is important?

• Do they like the fact that a H0-5 or HO-15 endorsement is important?

• Do they understand the need for Identity Theft?

• Do they have items that aren’t scheduled?

• What is most important to them that they get out of there insurance policy.

• Do they understand the need for an Umbrella?

And I guarantee you—the captive writer doesn’t think or behave this way. Where the captive agent may provide a price quote and gain a sale, the independent agent practicing consultative selling techniques gains trust, loyalty and credibility—the key ingredients to a deep, strong partnership—which, in turn, leads to more quality referrals from clients who value your judgment and expertise and would recommend you to their friends and associates.

Conclusion I would never say that price is not important, but I can say with complete confidence, based on my experience, that price is not even close to being the most important factor for the long term success of the independent agent. My advice is to leave price selling to the captives, since price is, more or less, all they have to offer.

Selling your agency’s value can improve your agency’s competitive position by boosting service levels and encouraging a discussion about every client’s needs before a quote is provided. This way the customer will understand how buying cheaper insurance can be a costly mistake. n

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APRIL 14 29

What Every Business Person needs to know about

Civil Litigation

by Donald J. Murn

I

I am a lawyer who has litigated in the fields in which I practice (corporate, real estate and estate planning). In fact, quite a few Axley lawyers can say the same thing. Before I joined Axley, I managed the litigation of a number of my corporate clients. Some had large litigation cases that required a lot of manpower and needed larger law firms to handle the cases that I could not. I was in a smaller firm at the time, but I knew what effective and ineffective litigation strategies were. I actually told the lawyers from the bigger firms what they could and could not do. Why? Because the lawyers trying the cases were not business people.

They made decisions not in the best and most cost-effective way to bring the litigation to conclusion, but strictly by what they thought was the litigation book. This is dangerous and not a good use of time and money.

Litigation is a process of problem resolution.

As such, it is not justice. It is as close to what we as civilized people can come to as far as justice goes, but it is not justice in the true sense as lay people perceive it. Our system of justice is the best in the world, but it is not perfect.

30 APRIL 14

The first question your lawyer should ask you when you come in and tell him or her you have been wronged and want to sue is: "What are you trying to accomplish?" It is critical for you to know this up front. You need to know what the system can do for you before you start. Too many people go into litigation with expectations for what the system can do that are not realistic. If someone breaches a contract with you, you may have the best case in the world, but if the defendant has no money, it is a waste of time to sue them. Also, remember it is a justice system, not justice. The civil system awards a piece of paper called a judgment. That judgment is only worth something if the defendant has assets and a means to pay.

Collecting on a judgment is the next step when litigation

is completed. But the system is really all about money. The court can, in rare circumstances, order a party to do or not do something. This is called injunctive relief. But that is only when money does not make the plaintiff whole. In other words, if the defendant's action costs you money, then that does not entitle you to stop the defendant from doing or not doing something.

A good litigator should be able to give you a budget of the approximate dollar amounts to do certain tasks. A good trial lawyer will never be able to know exactly how much it is going to cost but will be able to give ranges. If they cannot, beware. Litigation is not an exact science, so any lawyer that gives absolutes does not have enough experience in litigation to be hired. On the other hand, good litigation counsel will know what the ranges are for each proposed course of action.

Litigation is begun with a summons and complaint. The summons is filed bythe plaintiff and tells the defendant what they must do and how. It tells them when to file their answer, to which court, and what happens if they do not. The complaint tells the defendant what the plaintiff wants out of him or her. The defendant must answer within a certain period of time, or judgment is taken against the defendant for what the plaintiff wants. The defendant can just answer or answer and counter claim against the defendant. This is called "joining issue." Once issue is joined, the court sets up a scheduling conference which sets up the rules and deadlines, within the scope of the court's authority, for the litigation to proceed.

Once the lawsuit is filed, the parties will engage in discovery.

Inquiry is made by way of questions (interrogatories), request for proof in documentary form (request for production of documents), or by deposition (questioning of a witness under oath and with a court reporter). If you are involved with litigation, it is important to ask the lawyer what they are going to do as far as discovery and what they are trying to discover. Discovery should not be a fishing expedition with your money. It needs to be controlled and precise to bring the key issues you are facing out in the open.

Courts routinely order mediation in almost all cases.

Mediation is where the parties sit down and try to settle the matter on their own with a third party. The third party is usually a retired judge or a seasoned litigator. This is your best chance to settle your case without the cost of trial. Most cases settle at mediation.

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If the case is not settled, it goes to trial. You need to know that trial is not like a conversation with a friend. The rules of trial are stylized and meant to ensure the evidence presented to the court or jury has a solid basis. There are rules of evidence and rules of law that govern how the case is tried.

You must talk to your lawyer throughout your case about what is and is not admissible so you know how your case can be presented. The choice about a trial to the court (to a judge) or to a jury is made by both parties. If either party wants a jury, then it is a jury trial. If both sides agree, then it is a trial to the court.

The court will set aside the number of days the parties believe the trial will take. Once a jury is impaneled, the case will be tried to conclusion. Upon conclusion of the trial, the parties may bring motions after verdict and argue about things that went on in the case.

This primer is hardly an exhaustive treatise on litigation.

But every business person should know at least the basics of litigation before they jump in and begin the process.

Litigation is costly and time consuming. There is a psychological cost to rehashing an argument over and over.

And there is never a guarantee, no matter how good your case is, that you will accomplish what you set out to accomplish.

So, before you make a decision to sue over a matter, get good, competent advice from a lawyer or law firm that knows what they are doing. Good counsel in litigation may mean a case is never filed or is settled before being filed. n For more information about What Every Businessperson Needs to Know About Civil Litigation, contact Attorney Donald J. Mum at dmurn@axley.com or 262.409.2277.

Axley Brynelson is pleased to provide articles, legal alerts, and videos for informational purposes, but we are not giving legal advice or creating an attorney/client relationship by providing this information. The law constantly changes, and our publications may not be currently updated. Before relying on any legal information of a general nature, please consult legal counsel as to your particular situation. While our attorneys welcome your comments and questions, keep in mind that any information you provide us, unless you are now a client, will not be confidential.

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APRIL 14 31

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PIA of Wisconsin Classified ad #597 6401 Odana Rd. Madison, WI 53719

cup instead of a full one, for example, and introduce decaffeinate substitutes over time to take the place of coffee, tea, or caffeinated soft drinks.

Attention CICs! Exciting update options.

CIC Graduate Ruble Seminar May 13 & 14, 2014 | Marriott Madison West – Middleton, WI October 14 & 15, 2014 | Radisson Oneida Casino – Green Bay, WI 16 WI CE (4 are optional Ethics)

visit www.piaw.org or call PIA at 1-800-261-7429

Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits

commercial PROPERTY

agency management

June 17-19, 2014 Crowne Plaza Miwaukee Airport 414-764-5300 $92 room rate through 5/18/14

August 19-21, 2014 Radisson Paper Valley Hotel–Appleton, WI 920-733-8000 $99 room rate through 7/21/14 includes hot breakfast

• commercial PROPERTY COVERAGES & ENDORSEMENTS • COMMERCIAL PROPERTY CAUSES OF LOSS FORMS & ENDORSEMENTS

Kevin Amrhein, CIC • COMMERCIAL INLAND MARINE COVERAGES John Dismukes Jr., CIC, CPCU, AAI, AIS • TIME ELEMENT • BUSINESSOWNERS POLICIES • commercial PROPERTY CASE STUDY Catherine Trischan, CIC, CRM, ARM, AAI, AU CRIS, MLIS

NEW WI CE Course # 69300

Day One: 8:00 – 5:15

Day Two: 8:00 – 5:00

Approved for Utica E&O Premium Discount!

• the agency as an organization John Dismukes Jr., CIC, CPCU, AAI, AIS • managing and sustaining financial strength • HUMAN RESOURCES Mary LaPorte, CIC, CPCU, CPIA, LIC, CPIW • agency productivity and effectiveness • legal & ethical responsibilities Lisa Burnside, CIC, CPCU

WI CE Course # 69165 Includes 4 WI Ethics Credits!

Day Three: 8:00 – noon, Optional Exam 2:00 – 4:00

$405.00 per institute. Register at www.piaw.org or call 800-261-7429.

32 APRIL 14

Get Online With PIA Eservices

Choose 5 of 9 to improve your 9 to 5.

CISR EDUCATION FOR INSURANCE & RISK MANAGEMENT PROFESSIONALS

Websites | Social Media | Blogs | and More!

www.pia-eservices.com

It still takes 5 courses to earn a CISR designation but now you have the flexibility of 9 course options. This allows you to focus on what’s important to you. We understand not everyone learns the same way or even at the same pace, so we offer courses in the classroom, online and in-house.

Find out how CISR can improve your 9 to 5. Call or visit us on the web today.

• • • • • • • • •

Commercial Casualty I Commercial Casualty II Insuring Commercial Property Insuring Personal Auto Exposures Insuring Personal Residential Property Personal Lines Miscellaneous Agency Operations Elements of Risk Management Life & Health Essentials

www.piaw.org 1-800-261-7429 APRIL 14 33

new MEMBERS

PIA of Wisconsin

AGENCY Associated Insurance Services Plover, WI Bains Insurance Agency Inc. Mt. Pleasant, WI Financial Security Ins. & Retirement Services LLC West Allis, WI First Team Financial Group LLC Green Bay, WI Hausmann-Johnson Insurance Inc. Madison, WI Krell Insurance Services, Inc. Verona, WI Lundell Insurance Dodgeville, WI

34 APRIL 14

McDonald Insurance Agency LLC Hudson, WI Mosca Family Insurance Agency LLC Grafton, WI N.E.W. Insurance & Financial Services, LLC Brillion, WI

Spiegelhoff & Associates Insurance Agency Lake Geneva, WI The Guardian Insurance Group, LLC Lake Mills, WI Thomas J Ward Agency LLC Cedarburg, WI

Pine Hill Insurance Services LLC Beaver Dam, WI

Tri County Insurance Agency Inc. Loyal, WI

Preferred Insurance Services, LLC Delafield, WI

COMPANY

Republic Assoc. of Wisconsin, Inc. Wauwatosa, WI Seitz Insurance Beloit, WI Spectrum Insurance Group, LLC Eau Claire, WI

Auto-Owners Insurance Appleton, WI

ASSOCIATE Emergency Fire & Water Restoration Saint Francis, WI

WISCONSIN PIA IS A PROUD SPONSOR OF THE CPIA DESIGNATION PROGRAM The PIA of Wisconsin is a proud sponsor of the Certified Professional Insurance Agent (CPIA) professional designation program. The CPIA designation is comprised of a series of Insurance Success Seminars. These three, one-day workshops teach practical "before", "during", and "after" the sale techniques for insurance producers, sales managers, account managers and company marketing representatives.

Participants leave with ideas that will produce increased sales results immediately. In fact, The Insurance Success Seminars are guaranteed: Implement the principles covered in these sessions and experience a 20% increase in personal production within six months, or your registration fee will be refunded!

To maintain the CPIA designation: fulfill a bi-annual update by attending one of the core Insurance Success Seminars, an Advanced Insurance Success Seminar, a Pro-to-Pro Retreat, or maintain an active Level 2 or Level 3 membership in the AIMS Society. The CPIA designation is approved by Utica Mutual as part of the premium discount program. 

3/12/14 Advanced Commercial Lines Risk Analysis for E&O Loss Prevention - Wauwatosa (7 WI CE) This seminar is open to anyone, approved for the Utica Discount, and a CPIA update option.

The AIMS Society is a national organization dedicated to providing interactive marketing and sales training, ongoing resources and networking opportunities to insurance professionals. www .aimssociety.org You can attend the CPIA courses in any order. No Test. Approved for 7 Wisconsin CE credits.

CPIA 1 - Position for Success

CPIA 2 - Implement for Success

CPIA 3 - Sustain Success

During this program, participants are encouraged to focus on internal and external factors affecting the development of effective business development plans.

Factors discussed include a review of the state of the insurance marketplace; analysis of competitive pressures; necessary insurance carrier underwriting criteria; and consumer expectations and understanding.

During this session participants will be provided with specific tools for analyzing consumer needs; will learn to utilize risk identification techniques to gather pertinent prospect information; will develop skills necessary to assimilate information gathered into a customized protection program; and will participate in exercises designed to promote effective delivery of proven solutions.

This program focuses on fulfilling the implied promises contained in the insuring agreement. Students will review methods of providing evidence of insurance coverage; will discuss policies and procedures for controlling errors and omissions including policy review and delivery, endorsements, claims-processing, and handling of client complaints. This course includes a review of the Professional Expectations; the Law of Agency; and Legal and Ethical Standards.

2015 Dates CPIA 1 – March 13, 2014 Coming Wisconsin Mutual Insurance Madison, WI Soon!

CPIA 2 – August 21, 2014 Radisson Paper Valley Appleton, WI

CPIA 3 – October 9, 2014 Kelmann Restoration Wauwatosa, WI

Course Schedule 8:30 – 4:00 Lunch On Your Own 12:00 – 12:45 Registration Fee per Seminar: Includes Materials, Coffee in the a.m. & Soda in the p.m.  PIAW Member $155.00  Non Member $190.00

Register at www.piaw.org or call PIA at 1-800-261-7429 APRIL 14 35

CIC GRADUATE RUBLE SEMINAR / FEBRUARY 2014 The PIA of Wisconsin thanks West Bend Mutual Insurance Company for the use of their outstanding training facilities and their gracious hospitality.

128 CICs fulfilled their annual CIC update requirement.

John Dismukes, CIC, CPCU, AAI, AIS, Tulsa, OK

Jerry Milton, CIC, Orange Beach, AL

Jonathan Persky, CPA, CIC, PHR, Tampa, FL

l to r: Jon Persky; Brenda Steinbach - PIA Education & Convention Director; Linda Luka – West Bend Mutual Insurance Company Agent Education Coordinator; PIA Board Members – LouAnn Herriges, Trey Neher, Tracy Oestreich, John Klinzing; Bernie Neff – Ruble Consultant and Faculty

Help Build Your Family’s Financial Future With

PIA Trust Insurance Plans INSURANCE PLANS DESIGNED WITH LOCAL AGENTS IN MIND As a PIA Member* serving Main Street America, you and your employees have access to a variety of highquality, competitively priced insurance plans.

Plans available include: > Basic Term Life** > Voluntary Term Life > Dependent Term Life > Hospital Indemnity > Long Term Disability > Short Term Disability > Business Overhead Expense > Accidental Death & Dismemberment

PIA SERVICES GROUP INSURANCE FUND

*PIA National membership, when required, must be current at all times. **Only available if 100% employer paid and if the employer and 100% of the employees enroll.

No medical underwriting necessary up to guaranteed issue limits.

For additional information about PIA Trust Insurance Plans, please contact your local PIA Affiliate or call the Plan Administrator at 1-800-336-4759. Additional information is also available on-line at www.piatrust.com.

Policies or provisions may vary or be unavailable in some states. Policies have exclusions or limitations which may affect any benefits payable.

Underwritten by Unimerica Insurance Company, Portland, ME. Administered by Lockton Risk Services.

36 APRIL 14

2014 Ethics & Hot Topics Seminars Anyone Can Attend!

All Approved for the Utica Premium Discount!

4 Credit CE Day: $65 PIA Member / $90 Non Member 7 Credit CE Day: $155 (includes lunch) The full days, also known as William T. Hold Seminars, are an approved CISR update option. No dues required.

John Dismukes CIC, CPCU, AAI, AIS

Patti Gardner CIC, CRM, CPCU

Todd Davis CIC

May 15 Cranberry Country Lodge – Tomah Certificates of Insurance & Additional Insureds, Workers Compensation, Ethics (John Dismukes) 7 WI CE, 3 of 7 Ethics – new course #s

8:00 – 4:00 p.m.

June 26

Holiday Inn – Rothschild Certificates of Insurance & Additional Insureds, Workers Compensation, Ethics (Patti Gardner) 7 WI CE, 3 of 7 Ethics – new course #s

8:00 – 4:00 p.m.

September 9

1:00 – 4:45 p.m.

Holiday Inn – Fond du Lac

Ethical Standards (Todd Davis) 4 WI Ethics CE, course # 65902

Brookfield Suites – Brookfield Certificates of Insurance & Additional Insureds, Workers Compensation, Ethics (John Dismukes) 7 WI CE, 3 of 7 Ethics – new course #s

November 11

8:00 – 4:00 p.m.

$155 per course. Register at www.piaw.org or call 1-800-261-7429

www.sheboyganfallsinsurance.com

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Talk about byting your nails . . .

Science

Is this the first step toward assimilation by the Borg? A Finnish man who lost the tip of his finger in a motorcycle accident has replaced it with a USB drive. A doctor suggested mounting it in the man's prosthetic finger. "Now he carries a Billix Linux distribution and the Freddy Got Fingered movie as a part of his hand," notes a blogging friend at bergie.iki.fi/blog/when_ reality_meets_product_concepts/ APRIL 14 37

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. OFFICERS

DIRECTORS

Mr. Jeff J. Glass, President A.F. Glass Insurance Agency PO Box 1149 Lake Geneva, WI 53147 Phone 262-248-5555 Fax 262-248-5544 jglass@glassinsurancecenter.com

Mr. Thomas Budzisz BWO Insurance Group, LLC 2111 E. Rawson Ave. Oak Creek, WI 53154 Phone 414-768-8100 Fax 414-768-8110 tom@bwoinsurance.com

Ms. LouAnn Herriges, CIC, CISR Vice President Anderson's Insurance Associates 17500 W. Liberty Lane New Berlin, WI 53151 Phone 262-789-8500 Fax 262-754-6038 louannh@iaanetwork.com

Ms. Jodi Cordes, CIC, CRM A.F. Glass Insurance Center P.O. Box 1149 Lake Geneva, WI 53147 Phone 262-248-5555 Fax 262-248-5544 cordesjodi@gmail.com

Mr. Rick Clements, LUTCF, MDRT Treasurer Clements Ins. Agency, Inc. 317 N. 6th St. Wausau, WI 54402 Phone 715-842-1664 Fax 715-848-3337 rick@clementsagency.com

Mr. Matt Cranney, CIC M3 Insurance Solutions, Inc. 3133 W Beltline Hwy Madison, WI 53713 Phone 608-273-0655 Fax 608-273-7783 matt.cranney@m3ins.com Mr. John W. Klinzing, CIC Affiliated Ins. Agencies of WI, LLC 3830 Atwood Ave. Madison, WI 53714 Phone 608-310-3924 Fax 608-441-8787 johnk@affiliatedllc.com

May 2014 September 2014

38 APRIL 14

June 2014

July 2014

October 2014

Coming Events

August 2014

April 2014

Mr. Brian MacGillis, CPIA Secretary MacGillis Agency, Inc. W3934 County Highway H PO Box 100 Fredonia, WI 53021-0100 Phone 262-790-0000 Fax 262-790-0004 brian@macgillisinsurance.com

Mr. Dennis Kuhnke, CIC, CPIA PIAW National Director Jack C. Loyda & Associates, Ltd. 4414 N. Oakland Ave. Shorewood, WI 53211 Phone 414-332-5150 Fax 414-332-7267 dkuhnke@loyda.com Ms. Kathy M. Mulder Nolan Insurance Agency LLC PO Box 238 Brandon, WI 53919 Phone 920-346-2241 Fax 920-346-5600 kmulder@nolanins.com Mr. Trey Neher, CIC, CISR THZ Insurance Group 420 E. Northland Ave. Appleton, WI 54911 Phone 920-730-0123 Fax 920-833-6870 tneher@thzins.com Ms. Tracy A. Oestreich CIC, AU, CPIA Anderson Ins. Associates, Inc. W177N9856 Rivercrest Dr., Ste. 215 Germantown, WI 53022 Phone 262-789-8500 Fax 262-754-6038 tracyo@iaanetwork.com

STAFF PIA of Wisconsin, Inc. 6401 Odana Road Madison WI 53719 Phone: 608-274-8188 Toll Free: 800-261-7429 Fax: 608-274-8195 Toll Free Fax: 866-203-7461 www.piaw.org Ronald Von Haden, CIC Executive Vice President rvonhaden@piaw.org Darcy Brown Member Benefits Coordinator dbrown@piaw.org Heather Falk, CISR Bookkeeping hfalk@piaw.org Mandy Penn Administrative Assistant mpenn@piaw.org Becca Prestbroten Special Project Coordinator bprestbroten@piaw.org Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

16

YPC BREWERS GAME Milwaukee

23, 24

CISR PERSONAL LINES MISCELLANEOUS Brookfield, Madison (7 WI CE)

13-14

CIC RUBLE GRADUATE SEMINAR Middleton (16 WI CE, 4 of 16 are optional Ethics)

15

Hot Topic/William T. Hold Tomah (7 WI CE, 3 of 7 are Ethics)

4-5

CISR PERSONAL RESIDENTIAL Green Bay, Brookfield (7 WI CE)

17-19

CIC COMMERCIAL PROPERTY Milwaukee (20 WI CE)

26

HOT TOPIC/WILLIAM T. HOLD Rothschild (7 WI CE, 3 of the 7 are Ethics)

16

DYNAMICS OF SERVICE Fond du Lac (7 WI CE)

6-8 65 TH ANNUAL CONVENTION Lake Geneva (2 WI CE) 6

YPC GOLF OUTING Lake Geneva

19-21

CIC AGENCY MANAGEMENT Appleton (20 WI CE, 4 of the 20 are Ethics)

21

CPIA 2â&#x20AC;&#x201D; IMPLEMENT FOR SUCCESS Appleton (7 WI CE)

9

ETHICAL STANDARDS Fond du Lac (4 WI CE)

11

CISR COMMERCIAL CASUALTY 1 Brookfield (7 WI CE)

15

CISR COMMERCIAL CASUALTY 1 Eau Claire (7 WI CE)

16-18

CIC PERSONAL LINES INSTITUTE Eau Claire (20 WI CE)

9

CPIA 3 SUSTAIN SUCCESS Wauwatosa (7 WI CE)

14-15 RUBLE Green Bay (16 WI CE, 3 of 16 are optional Ethics) 16

CISR AGENCY OPERATIONS Green Bay (7 WI CE, 1 of 7 is Ethics)

22-23

CISR COMMERCIAL PROPERTY Rothschild, Madison (7 WI CE)

MARCH 14 39

6401 Odana Road Madison, WI 53719 Change Service Requested

Professional Insurance Agents of Wisconsin, Inc. 6401 Odana Road • Madison, WI 53719 (608) 274-8188 • (800) 261-PIAW • FAX (608) 274-8195 • TOLL FREE FAX: (866) 203-7461 www.piaw.org

MEMBERSHIP APPLICATION Agency Name_______________________________________________________________________________________________________________ Street Address_______________________________________________ PO Box_______________________________________________________ City, State, Zip_______________________________________________ County_______________________________________________________ Phone_______________________________________________________ FAX_________________________________________________________ E-mail Address_______________________________________________ Website Address______________________________________________

Primary Contact Information:

The Primary Contact will receive a copy of the Wisconsin Professional Agent magazine and all mailings from PIA State and National.

The Primary Contact will have voting privileges at both PIA State and National.

Name & Designation

DOB

Gender

Employment Status

Part-time

Magazine

Nat’l Voting

Privilege

o o

Male Female

o o

o

Corporation

Licensed Owner Licensed Producer

INCL INCL

o

Agency Information: Agency Type:o Sole Owner

o

Top 3 P&C Companies (list in order)

Partnership

Other Association affiliated with_____________________________

1)__________________________ 2)__________________________ 3)____________________________

Which Agency Management System are you using____________________ E&O Carrier_______________________________________Exp. Date______________ Annual P&C Prem. Vol._____________________________

Calculate Membership Amount Due:

Part-time employees count as one-half. If count ends in half, drop half. # Owners_________+ # Producers_________+ # Licensed staff_________+ # Unlicensed staff_________= Total Agency Size_______________ DUES SCHEDULE

Total Agency Size $Amount Total Agency Size $ Amount 1 385 16 1025 2 430 17 1070 3 475 18 1110 4 520 19 1155 5 565 20 1185 6 605 21 1230 7 655 22 1270 8 695 23 1320 9 735 24 1360 10 775 25 1405 11 820 26 1445 12 865 27 1490 13 900 28 1530 14 940 29 1575

15 985 30 & Over 1610 I certify that the information on this application is true and correct.

Signed_______________________________ Dated_______________________

Total Amount from Dues Schedule $_______________ Send:

o

Check

o

MC

o

VISA

o

DIS

o

AMEX

Card No._________________________________________________________ Exp. Date_________________________________________________________ Name as it appears on card:__________________________________________________ Billing address if different from above: __________________________________________________________________ __________________________________________________________________ Payments to PIA are not deductible as charitable contributions for federal income tax purposes. However, they may be deductible under the provisions of the Internal Revenue Code as a business expense.