July 2016 Wisconsin Professional Agent

professional agent

HiGHLiGHTS! Awards Dinner Entertainment

JULY | 2016

What’s Inside?

CSR of the Year.................. 12 Increase Sales................... 16 Board of Directors............. 18 Nominees Build Customer Trust......... 20 Education............................ 22 New CIC's/CISR's.............. 25 What is the Right............... 32 Property Limit Workers Comp Law .......... 34 Changes

Party at Lambeau Field featuring Packers Greats

AHMAN GREEN

JERRY KRAMER

More Details and Registration at piaw.org

Digital Editions of PIAW Magazine Available at www.piaw.org

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From the

President Rick Clements, LUTCF, MDRT — President, PIA of Wisconsin

Get Involved Here it is, the last month as President of the PIAW. Although it is the end of this term, I feel like it is just a beginning.

Your Board of Directors have continued the direction given to us by previous boards and our members.

Our board of directors, committee members and PIAW staff all continue striving to add value to the members of the association. That includes answering questions, reviewing current products and services, researching new concepts, asking questions, conducting surveys, visiting legislators, providing press releases, and reviewing budgets. Also included is the time developing and promoting our numerous seminars, webinars, CE courses, and professional designations.

Through PIAW, you can step up your professional stature by getting designations for CIC, CISR, and CPIA. I am confident the future generation of officers will continue to take the PIA to another level, making it better and stronger.

I highly encourage you to invest some of your valuable time in becoming active in the Professional Insurance Agents of Wisconsin.

Membership in a professional organization exposes you to new opportunities and people that could help you now and in the future. You develop a network in which you are meeting like-minded people from other organizations that face similar challenges and who may be able to provide insights into solutions that have worked for them.

In the process, you are reaping the benefits of increased credibility, broadened knowledge, potential career opportunities, and last but certainly not least, making lifelong friendships. If you are newer to the industry or your job this is an excellent way to jump-start your career.

Getting involved can be as simple as attending the PIAW Annual Convention in August, the February Winter Geta-Way or attend live classes sponsored by PIAW. There is considerable value in the networking opportunities at these events. Step up your involvement by joining a committee.

Find the one you are most interested and get involved. You might also go on from there to volunteering your time on the board of directors. Some of you have received or will receive calls from existing board members personally inviting you to

consider to helping the association and members while benefitting your own career.

I cannot end without thanking all the committee members, chairpersons, board members and PIAW staff that have made my tenure go smoothly and productive the last year. Ron Von Haden is the most respected Executive Director of all PIA Affiliates in all the states and it has been a pleasure to work with and learn from him. Brenda, Mandy, Darcy, and Becca at the PIAW office are awesome to work with and are the most dedicated staff anyone could ask for.

Brian MacGillis, Jodi Cordes, and Matt Cranney have been invaluable partners on the Executive Committee. Dennis Kuhnke has given invaluable time keeping in tune with National PIA as our National Director. The rest of the PIAW Board, LouAnn Herriges, John Klinzing, Sandra Hardrath, Michael Keener, Sean Paterson, and Jeremy Cordova have given their best efforts in our continued success as an association. Our membership has continued to grow and has become one of the most respected in our industry.

I also thank our many companies who support our members through our association. Without them PIAW would not be what it is today. Please give special consideration to these companies and thank them for their support.

In addition, thank you to our associate members. Mike Peterson from Insurance Marketing Partners and Keith Olson from Emergency Fire and Water Restoration have gone above and beyond in their support of PIAW. If you have not signed up for our 2016 Annual Summer Convention in the legendary Green Bay/Titletown there is still time. In addition, we have a committee kick-off meeting on September 8, 2016.

Find where to go and what you need at www.piaw.org.

Thank you all for the opportunity of a lifetime!

As quoted by T.S. Elliot... “And to make an end is to make a beginning—the end is where we start from.”

I wish all of you all the success you desire in your lives.

God Bless.

JULY 16 3

Memos from

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

New Overtime Rules OVERTIME RULES have been released by the U.S. Department of Labor and are effective December 1, 2016. Currently all salaried employees who are paid more than $23,600 annually and conduct specific job duties (professional, management, etc) do not have to be paid overtime pay for working more than 40 hours per week. The salary figure will jump 113% to a new amount of $47,476 on December 1.

and Public Information Officer. He also has over 20 years of experience working in the insurance industry, including serving as the Executive Director of the Council of Affordable Health Insurance. In that position, he co-authored numerous publications related to timely health insurance issues and testified on insurance issues in state legislatures across the country.

So, if you have salaried employees who are paid more than $47,476 annually and perform professional, management, sales or various other functions as prescribed by the DOL, they do not have to be given overtime pay for working more than 40 hours per week. All other employees must receive overtime pay if they work more than 40 hours.

J.P. replaces Dan Schwartzer who left OCI to take over the rehabilitation of Ambac, which is the largest rehabilitation effort in the history of Wisconsin.

PIA National and a variety of other business organizations were involved in an attempt to lessen the impact of the new rule on employers but the DOL decided to make the increase despite the attempts to reach a reasonable agreement.

You can visit the PIA National web site to read and download the Frequently Asked Questions about the new rule at www. pianet.org. You can also visit the DOL site at www.dol.gov and type “overtime rule” in the search box to read the entire rule in its entirety.

It is expected that many small businesses, including insurance agencies, will have to reduce the hours per week of some employees, pay overtime wages to non-exempt employees or increase salaries of exempt workers to the new minimum.

COMMISSIONER NICKEL has appointed J.P. Wieske to the position of Deputy Insurance Commissioner in Wisconsin.

J.P. has served more than 4 years as OCI’s Legislative Liaison

GERMANTOWN MUTUAL INSURANCE COMPANY W209 N11845 Insurance Place PO Box 1020 Germantown, WI 53022-8220 Phone (262) 251-6680 Fax (262) 623-3130 www.gmic.com

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We have known and worked with J.P. since he began working at OCI and welcome him to his new position. His experience and knowledge will be an asset to the department.

Congratulations J.P.

HAVE YOU SIGNED UP to serve on a PIA committee for the upcoming committee year? If so, thank you for getting off the couch and giving back to your industry. If not, get moving.

It’s easy to let others do all the heavy lifting but it’s more rewarding to dig in and help direct the activities and projects of your association. The time commitment is certainly not great, just a 2 or 3 meetings a year, some may be via teleconference or webcast. The rewards are exceptional as you will rub shoulders with some of the most energetic and talented agents and company people in our industry. Go to www. piaw.org and click on Committees on the top bar, then see the Committee Sign-up page for details on all the committee opportunities.

AND REMEMBER …..Live every day as if it’s your last because someday you are going to be right—Muhammad Ali.

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JULY 16 5

From the

Boardroom Dennis Kuhnke, CIC, CPIA – National Director, PIA of Wisconsin

Political Advocacy Awareness You have been reading and hearing a lot about our PIA of Wisconsin Legislative Conduit. It has been in place now for several years and has been slowly growing. This is the time of year however (election season) that it will be put to good use. PIAW legislative attorney Ron Kuehn will be looking to support candidates from either political party that are supportive of insurance industry issues as well as our expanded goal of supporting candidates who champion small business issues.

As mentioned previously, any contributions made to the conduit can be used only for candidates for state office (state senators or state representatives). When a contribution to a candidate is requested, those who have made a contribution are asked by email or mail if they give their approval to use their money for a specific candidate. The contributor has veto power to whom their money is donated. Any contributions or pledges to the conduit would be appreciated and wisely used.

In addition to our state Conduit, PIA National has a political action committee or PAC called PIAPAC. The PAC pools contributions from its members and donates those funds to campaigns for or against candidates, ballot initiatives or legislation. The PAC is for national candidates and/ or issues. When you make a contribution to PIAPAC, the decision as to who receives the money is made by the PIAPAC governmental affairs committee. I can tell you that legislators from Wisconsin have been recipients of PIAPAC

contributions recently. PIAPAC can accept both personal and corporate contributions. A contribution that comes from your agency (corporate contribution) is used to support PIAPAC’s advocacy, fundraising and awareness initiatives.

Corporate donations cannot be used to support congressional candidates.

A personal contribution goes into a single segregated fund that is used to work towards electing members of Congress that stand up for independent insurance agent’s interests on Capitol Hill and only go to pro-insurance and pro-business candidates.

So, who can contribute to the PIAPAC? PIA members who are in good standing can donate both corporately and personally.

How do you contribute? Go to the National Association of Professional Insurance Agents website (can be reached from PIAW website) and download the contribution form.

For further information, you can contact Jennifer White, Legislative Associate at jenniferwh@pianet.org or (703) 518-1364.

How can you contribute to the PIA Legislative Conduit? Please use the form provided in the Wisconsin Professional Agent magazine or contact the PIAW office at 1-800-261-7429.

As you can see, both are key pieces of PIA’s advocacy campaign.

This election cycle it’s very important to vote of course, but please don’t forget that your contributions are needed as well..

Thank you.

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OCI Administrative

Actions Ted Nickel — Commissioner of the Office of Insurance

Madison, WI—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 tollfree telephone number: 1-800-236-8517.

Allegations

and

Actions Against Agents

Matthew C. Bowar, 6258 14th St., Fargo, ND 58104, 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 North Dakota on a licensing application.

Ilya Brown, 2308 Minnesota Ave., Stevens Point, WI 54481, 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.

Lucinda N. Ceranski, 4803 W. Brownview Dr., Janesville, WI 53545, agreed to pay a forfeiture of $250.00 and agreed to cease and desist violating Wisconsin insurance laws. These actions were taken based on allegations of failing to timely submit insurance applications to an insurer after receiving premium payments and misstating the existence of insurance coverage.

Oliver M. Clement, 3054 Hamlin Ave., Mount Pleasant, WI 53403, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jeffrey R. Dobrunz, 229 E. Roeland Ave., Appleton, WI 54915, had his application for an insurance license denied.

This action was taken based on allegations of failing to disclose administrative actions taken by the state of Wisconsin on a licensing application, providing materially untrue information on a licensing application, having unpaid civil money judgments and a history of tax and unemployment compensation warrants, and failing to respond promptly and completely to inquiries from OCI. Danielle R. Fischer, 627 1/2 S. 5th Ave., Wausau, WI 54401, agreed to the 9-month suspension of her insurance license followed by 12 months of supervision, and agreed to a 5-year

license revocation upon any future violations of Wisconsin insurance laws. These actions were taken based on allegations of failing to disclose replacement transactions and failing to properly consider suitability in selling life insurance.

Dante Garth, 541 Monroe St., Oshkosh, WI 54901, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support, having criminal convictions that may be substantially related to insurance marketing type conduct, having unpaid civil money judgments, and failing to respond promptly to inquiries from OCI. Rebecca Godbolt, 241 16th Ave., South Milwaukee, WI 53172, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Benjamin M. Hahn, 209 4th St. West, Menomonie, WI 54751, had his application for an insurance license denied. This action was taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct and failing to disclose a military offense on a licensing application.

Clifford C. Hansen, P.O. Box 3541, Telluride, CO 81435, was ordered to pay a forfeiture of $1,000.00, was ordered to disclose true and accurate information on future licensing applications, and was ordered to timely disclose administrative actions. These actions were taken based on allegations of failing to disclose a criminal conviction on a licensing application and failing to timely report an administrative action taken by the state of California.

David J. Hartwig, 3024 N. 7th St., Wausau, WI 54403, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose (continued on page 10)

8 JULY 16

I realize the importance of political contributions to the future of the Professional Insurance Agents of Wisconsin and our customers. I want to be part of the process leading to success in achieving PIA’s goals in the Wisconsin Legislative arena. Please hold my contribution as a deposit in the PIA Legislative Conduit account to be used at my direction. I understand that I will be contacted in the future, by telephone, email or direct mail, to authorize the use of these contributions. I will be asked to respond with my signature on appropriate authorization forms.

Name:___________________________________________________________________________________ (Please Print)

Primary Employer:________________________________________________________________________ (required to disburse any contributions greater than $100, by Wisconsin Law)

Business Address:_____________________________ City:_____________ State:_______ Zip:__________ Home address:________________________________ City:____________ State:_______ Zip:___________ Business phone:______________________________ Home phone:_________________________________ Email address:_____________________________________ Contribution amount:____________________ Credit Card Payment Name on card:_________________________________ Signature:__________________________________ Amount:______________ Card Number:_________________________________ Exp. Date:____________ Billing address on card:_____________________________________________________________________ City

State

Zip

Contributions are NOT tax deductible for income tax purposes. Donations must be made from Personal accounts only.

NO Corporate or Business Checks or Credit Cards accepted Return to: PIAW Legislative Conduit Account PIA of Wisconsin, Inc. ● 6401 Odana Rd. ● Madison, WI 53719 Fax: 608-274-8195 ● www.piaw.org ● Email: rvonhaden@piaw.org

JULY 16 9

OCI Administrative Actions (continued from page 8) an administrative action taken by the state of Wisconsin on a licensing application.

the states of Virginia and Wisconsin, and engaging in fraudulent activity in the insurance business.

Jerry S. Krause, W146N6202 Wigwam Dr., Menomonee Falls, WI 53051, was ordered not to reapply for an insurance license for a period of five years, was ordered to pay consumer restitution, and was ordered to cease and desist violation of Wisconsin insurance laws. These actions were taken based on allegations of engaging in personal financial transactions with insurance clients.

Geoffrey C. Steger, 36 Hibbard Rd., Northfield, IL 60093, had his application for an insurance license denied. This action was taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct.

Lori S. Lupton, 4704 Speros Ln., Apt. 4, Eau Claire, WI 54701, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Russell K. Menendez, Jr., 741 Athletic Way, Sun Prairie, WI 53590, had his application for an insurance license denied.

This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jeremy S. Mileski, 1894 Quarry Park Dr., Apt. 1, De Pere, WI 54115, had his application for an insurance license denied. This action was taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct, having unpaid civil money judgments, and failing to respond completely to inquiries from OCI. Alex J. Pingel, 2021 Deckner Ave., Apt. 509, Green Bay, WI 54302, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Duane B. Robertson, 8140 N. 107th St., Milwaukee, WI 53224, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Steven P. Silverstein, 10001 W. Oakland Park Blvd., Ste. 302, Sunrise, FL 33351, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose an insurance employment termination for cause on licensing applications, providing untrue information on licensing applications, having administrative actions taken by

Allegations

and

Maxwell J. Verkuilen, 39 Shamrock Ct., Appleton, WI 54914, was ordered to pay a forfeiture of $500.00 and was ordered to reply promptly in writing and to provide all information requested in response to all inquiries from OCI. These actions were taken based on allegations of failing to timely report criminal charges to OCI. Daphne L. Williams, 505 Northport Dr., Apt. 1, Madison, WI 53704, had her application for a Federal s.1033 waiver denied.

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

Daphne L. Williams, 505 Northport Dr., Apt. 1, Madison, WI 53704, had her insurance license revoked. This action was taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct and having unpaid civil money judgments.

Greg H. Zastrow, W5190 Sumac Rd., Plymouth, WI 53073, agreed to a 9-month license suspension followed by a year of supervision, agreed to pay a forfeiture of $10,000.00, agreed to pay consumer restitution of $10,000.00, and agreed to a 5-year license revocation upon any future violations of Wisconsin insurance laws. These actions were taken based on allegations of failing to disclose replacement transactions and failing to properly consider suitability in selling life insurance and annuities.

Actions Against Companies

Independent Car Rental Systems, Inc., 8453 Newman St., Douglasville, GA 30134, had its application for an insurance license denied. This action was taken based on allegations of owing delinquent Wisconsin taxes and providing false information on a licensing application.

Molina Healthcare of Wisconsin, Inc., 11200 W. Parkland Ave., Milwaukee, WI 53224, agreed to pay a forfeiture of $11,000.00 and agreed to develop and submit a compliance plan that addresses all required components of handling communications with OCI. These actions were taken based on allegations of repeatedly failing to respond promptly to inquiries from OCI. 10 JULY 16

Chang S. Vang, 402 19th Ave. W., Apt. 2, Menomonie, WI 54751, had his application for an insurance license denied.

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

QBE Insurance Corporation, One General Dr., Sun Prairie, WI 53596, was ordered to cease and desist improperly renewing policies with altered terms. This action was taken based on allegations of renewing insurance policies with premium increases before providing adequate notice.

Zenith Insurance Company, 21255 Califa St., Woodland Hills, CA 91367, was ordered to pay a forfeiture of $500.00 and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to timely pay agent appointment fees.

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Wisconsin's Outstanding CSR of the Year Robyn Henslin, CIC, CISR – Cobb Strecker Dunphy & Zimmerman

Congratulations Robyn!

The Outstanding CSR of the Year Award is one of the greatest professional honors a customer service representative can receive. It confers recognition of the highest order – an acknowledgment of the recipient’s dedication and ability, commitment and outstanding achievement. Wisconsin’s recipient Robyn Henslin will go on to compete for the National Outstanding CSR of the Year.

Robyn's Winning Essay CHANCE TURNS TO CHOICE: ROBYN’S SONG…

The topic for this essay: “Many in our industry came into insurance by chance, but have built a career by choice. How did you come into the industry, and what are four reasons you stayed and built a career?”

I am fairly certain that most of my peers, with many years (even decades) of experience in the insurance industry, did not start out with the aspiration to build a career in it! I’m one of the many who “chanced” upon insurance and couldn’t be happier that I “chose” it as a career.

I continued working for the Savings & Loan, learning more about insurance and honing my customer service skills, until after my first son was born. From there, I switched to part-time and transitioned from banking into a position working parttime at the agency that had been the partner of the Savings & Loan. Once there, I accepted a full-time role as commercial lines support for clients with operations including longhaul trucking all the way to environmental engineering and everything in between. I enjoyed the unique challenges and continuing learning opportunism that these different clients presented.

Many moons ago, (don’t like to think of how many) I started my journey into adulthood and employment in retail and then ventured into banking. I advanced rather quickly from a clerical, loan processing position to a branch manager of a Savings & Loan. Banking is where I “chanced” upon insurance.

My work with this agency continued for several years through the birth of son number two, in both a part & full time capacity. Eventually, I took a full-time position with the same agency, that had grown through mergers and acquisitions, as a commercial lines Customer Service Representative.

As the Branch Manager, I had the chance to round out my client relationships by offering annuities and renters insurance.

I needed to get licensed as an insurance agent with the State to do so. In those days, there was no pre-licensing course, which left me the challenge of learning the material on my own. My boss at the time simply handed me a book on life & health insurance, a second book on property & casualty insurance and a third on insurance law. I was instructed to “read them, memorize them and pass the test”. Fortunately for me, I passed each of the four sections and obtained my insurance licenses. Step one completed towards my eventual career!

After 15 total years with my first agency, expanding my insurance knowledge, improving my skills and becoming a CISR, I made the “choice” to have a career in insurance.

I took on a new challenge, at a new agency, and accepted a position as a Commercial Account Manager. As such, I became the primary, day-to-day contact for clients ranging from a $5M revenue roofing company to a $200M revenue ice cream manufacturer (that facility tour was awesome!). To ensure I could meet the ever-changing and complex needs of my clients, I continued seeking more knowledge and expertise by obtaining my CIC Designation. A very proud moment!

12 JULY 16

Ten years later, on to the next (and best by far) chapter in my personal and professional life. I accepted a position with my current agency, Cobb Strecker Dunphy & Zimmermann. They supported my decision to relocate to Silt, CO, on the beautiful Western Slope of Colorado! I now get to enjoy the geography I love, while working remotely for and with the most complex clients and knowledgeable staff of my career.

I may have fallen into insurance by “chance” all those years ago, but made it my career “choice” and have successfully been doing so for 25+ years, for the following reasons:

1.

2.

3.

Challenges & Opportunities. I am continually challenged to learn more and refine and expand my skill set. I am able to utilize what I have learned to make insurance and the operations thereof, “user friendly” inside and outside the agency. During my tenure, I have had many opportunities at various agencies, to go beyond my “business card title” and be part of training/transition teams for both internal changes (computer management, systems, front-end scanning, etc) and external client presentations (new access tools, prospecting meetings, etc.). The chance to utilize my strengths is rewarding.

Relationships. The relationships I have formed and the support that I have received, from my co-workers, agency owners and clients, over the years is a key reason that insurance became and continues to be, my career choice.

Being a part of those trusted relationships makes me a better person and makes me strive to do better. There is give and take, ups and downs and good and bad with all of these interactions. However, with a positive attitude and a sense of humor (on both sides) they are mutually beneficial. Without the relationships and support, what I do would just be a job.

Education & Learning. The ever-present availability of education and betterment opportunities. Taking

im

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advantage of continuing education, working for and obtaining designations, working with agents to design insurance programs for clients, assisting my agency and co-workers to improve procedures, etc., are all examples of the opportunities I have been able utilize to expand my knowledge and deepen my connections. Every interaction within the scope of my day is a learning opportunity, if I am open to it! And I am!

4.

Personal Benefits. My insurance career has provided me with the means to support myself and family! Security and benefits, which are not afforded to everyone and for which I am grateful, have allowed me to plan for and save for the future. At this point in my career, which is now less time ahead than behind, the opportunities that have been afforded to me, have allowed me to position myself to be able to work from the place in which I plan to retire and continue to be a vital, valued and respected member of my team.

Without the “chance” meeting all those years ago or any one of these 4 reasons above, I would not have “chosen” insurance as my ever-changing, challenging and very satisfying career.

2016 Wisconsin Outstanding CSR of the Year Candidates Ryan Jones, CIC – The Starr Group Amy Spielmann – HNI Risk Services, LLC Trisha Stark, CIC – M3 Insurance, Inc. Vicky Verhasselt – Van Dyn Hoven Insurance Agency, Inc. Julie Zeller CIC, CISR – M3 Insurance Inc.

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7:47 AM

JULY 16 15

Increase Sales with

Clear Intent

by Mark A. Vickers Sales success relies on your ability to communicate effectively with your prospects. The problem is we often get in our own way by not being intentional about the intent of a meeting.

Once you have a relationship with the prospect, your intent will be more “Do” or action-oriented shifting to:

Kelly knew that the sales reps on her team were dedicated to their customers but they seemed to be running in circles.

• Get an introduction to a decision maker

There was a tremendous amount of “Sales Person Activity” but not enough “Sales Activity.”

Kelly knew that based on the activity, her team should be closing more business. When she sat in on a week’s worth of calls and meetings she determined that her team was lacking a clear focus on the intent of their meetings.

Know Your Intent Taking the time to properly prepare is the key to successful sales communications. As you begin intentionally preparing for a client interaction, ask a simple question: What is the intent or outcome I want from this meeting?

As you consider the objective of the next interaction with your prospect, be very tactical. Your initial thought may be that you want them to: • Buy if they are a prospect or • Buy more or upgrade if they are already a customer However, your intent must be a next step not the final step or goal.

Your intent falls into one of two categories: “Believe” or “Do”.

Depending on the situation and where you are in the client relationship, you may need them to: • Believe and trust you and your value • Believe they have a problem you can help with • Believe they can achieve something • Believe their life will be better if something changes As you are building rapport early in the relationship with your prospect, your intent is likely to be focused on “Believe”. Your ability to move from “Believe” intents to action-oriented “Do” intents will depend on creating strong connections with your prospects.

16 JULY 16

• Get a next meeting to gather more information • Gain agreement on details to be used in a proposal • Gain commitment on a decision date • Close the sale Keep in mind, this doesn’t mean you don’t ask for the sale in a meeting if the opportunity presents itself (just don’t rush it). In the majority of cases your sales process requires multiple steps. At each step along the way, the more intentional you are the faster you will move through the process.

Primary and Secondary Intents In some situations, you may achieve two intents in one successful interaction.

For example, one of Kelly’s reps had been working for weeks to get a meeting with the CEO of his prospect company. The rep had multiple meetings with a key advisor to the CEO, and in each meeting would try to “sell” their service. His call to action was to ask for a meeting with the CEO. In each meeting, the advisor found ways to delay and avoid taking any action.

When Kelly asked what the Primary Intent of the meeting was, the rep, surprised by her question, told her “To get to the CEO so we can close the deal.”

Kelly worked with her rep to prepare for the next meeting with a new intent: To help the advisor believe that they could help them and their company to achieve more success.

The rep met again with the advisor, and this time was not concerned with the Secondary Intent of meeting with the CEO. By concentrating on the belief of the advisor, the focus of the conversation shifted. To the rep’s surprise, the moment the advisor believed in his ability to understand their needs and deliver a viable solution, he scheduled a meeting with the CEO. Not only had the Primary Intent been achieved, it was a requirement in order to achieve the Secondary Intent.

Be careful not to be deceived by Secondary Intents. For Kelly’s rep, focusing on getting a meeting with the decision maker was actually preventing the achievement of their Primary Intent of getting the advisor on board.

When determining your Primary and Secondary Intent, it is important to consider who you are meeting with and their role in the decision hierarchy.

the details but also with the high level benefits. In order to achieve support, the emotional benefits to The Minor Influencer must be clear.

The Significant Influencer A Significant Influencer may be a senior manager, budget holder, or key stakeholder that you need to create a connection with.

What is the Decision Hierarchy?

Typically, The Significant Influencer is concerned with the

In many client situations you work with a number of people throughout the process. Understanding their role will make it easier for you to determine your intent and approach to each discussion or presentation.

addition, their vested interest in the success of the project and

Is the person you are meeting with an Advisor, Minor Influencer, Significant Influencer, or a Decision Maker?

Whether it is the owner of the business or a senior executive,

big picture and the overall impact of the recommendations. In the company can be used to connect the emotional benefits.

The Decision Maker they are responsible and accountable for overall success.

Depending on the size of the organization, you may only deal

The Advisor

with The Decision Maker, or you may deal with any combina-

It is common to be working with a Technical Advisor early in the sales process, but also for them to be part of the overall decision-making team.

tion of the four roles of the Decision Hierarchy.

In general terms, The Advisor is tactically-oriented, often skeptical and will have lots of questions.

When you are clear on who you are meeting with—and your

Progress with advisors will be made by learning what drives them and providing them the technical information they need to move the project along.

of each conversation or meeting, and the role of the person

Win more sales with clear intent intent is clear—you will deliver a more effective message and win more sales. Start today by identifying the Primary Intent you are speaking with.

It’s time for you to enjoy stronger sales through intentional

The Minor Influencer

presenting.

The Minor Influencer is likely to have some accountability for the success of initiatives and may be the supervisor of The Advisor.

Mark A. Vickers is a Certified Professional Coach, and Certified

The Minor Influencer may share the assessment of The Advisor with senior management, and may be looked to for recommendations on the viability of different options.

It is important that The Minor Influencer is comfortable with

Since 1878

World Class Speaking Coach. Mark helps you and your sales team improve performance through improved presentation and speaking skills. Mark’s creative and engaging programs and coaching are designed to help your team become more effective quickly. For more information about Mark and his programs, please visit: http://speakingisselling.com/.

Ellington Mutual Insurance Company

Proudly providing all of Wisconsin with prompt, personal service.

PO Box 356 • Hortonville, WI 54944 920-779-4515 • 800-953-4515

www.ellingtonmutual.com

Homeowners • Farmowners • Commercial • Rental Properties • Seasonal Properties • Umbrella JULY 16 17

ANNUAL MEETING NOTICE and

Nominations Committee Report The Annual Meeting of the Professional Insurance Agents of Wisconsin, Inc. will be held at 11:00am on Thursday, August 4, 2016 at the Radisson Hotel & Conference Center, Green Bay, Wisconsin. At that meeting, the Nominations Committee will place the following names in nomination for election to the Board of Directors. In accordance with PIA procedures, we are publishing photos and a brief biography of each nominee. Nominations will be accepted from the floor at the annual meeting and each nominee will speak on their own behalf prior to the election. Each director elected will serve a three year term beginning at the installation ceremony that evening.

MATT CRANNEY, CIC, CRM, M3 Insurance, Madison, WI. Matt has been in the insurance business for 15 years. He has a Bachelor’s degree in Political Science from Liverpool University. He is a United Way Key Club Cabinet Member and has served various roles in the Blackhawk Church. Principal companies: Travelers, EMC and West Bend. Matt has served on the PIAW Public Relations, Agents Service, YPC and Education Committees. He is currently the Secretary of PIAW.

DAN WOLFGRAM, AINS, CPIA, R&R Insurance, Waukesha, WI. Dan has been in the insurance industry for 29 years. He has a Bachelor’s degree in Business & Management from Cardinal Stritch University and an Associate Degree in Marketing from WCTC. He is President of the Waukesha County Technical College Foundation. Principal Companies: West Bend, ACUITY and SECURA. Dan has served on the Public Relations Committee of PIAW.

JODI CORDES, CIC, CRM, Glass Insurance Center, Lake Geneva, WI. Jodi has been in the insurance business for 22 years. She attended Winona State University and has completed the CIC and CRM designations. Principal companies: West Bend Mutual, ACUITY and Society. Jodi has served on the YPC, Agents Service, Education, Convention and Public Relations Committees. She is currently the Treasurer of PIAW.

THOMAS BUDZISZ, BWO Insurance Group, Oak Creek, WI. Tom has been in the insurance business for 35 years. He attended the UW-Stevens Point and has completed two parts of the CPIA designation. He is a former Church Council member, Lions League baseball coach and member of the Chamber of Commerce. Principal companies: ACUITY, West Bend and Hanover. Tom has served on the Public Relations, Agent Service and Nominations Committee for PIAW and currently serves on the PIAW Board.

JULIE ULSET, CPIA, Grams Insurance Agency, LLC, Edgerton, WI. Julie has been in the insurance industry for 18 years. She has completed several business courses and has attained the CPIA designation. She is involved with the Edgerton Rotary Club and Edgerton Heritage Days. Principal companies: Auto-Owners, West Bend and SECURA. Julie has served several terms on the YPC Committee and has been Chairperson of that committee for the past two years.

Looking for Success? The Feeling Is Mutual.

Rockford Mutual is committed to building strong agent relationships and offering competitive products and outstanding claim service. And that means, when you’re successful, we’re successful. Ready to get started?

For more information about becoming an independent agent for Rockford Mutual: please contact us at 815/489-3158 or visit www.rockfordmutual.com

18 JULY 16

Please Register Today! at piaw.org 2016 Agenda All events, except Wednesday’s party, take place at the Radisson. w e dnesday — a u g u s t 3 9:30 a.m. 13 th Annual YPC Scholarship Golf Outing (Separate Registration Required)

6:00 – 10:30 p.m.

6:00 – 8:30 p.m. Tailgate Buffet / Free Beer, Wine, Soda

6:30 – 8:30 p.m.

7:00 p.m.

Party at Lambeau Field Autograph Opportunities with former Packers Stars Jerry Kramer & Ahman Green YPC Scholarship Presentations

8:00 – 10:30 p.m. Dessert Party in Hall of Fame

t hursday — a u g u s t 4 7:30 a.m.

PIA Registration Desk Opens

7:30 – 8:30 a.m.

Continental Breakfast

8:30 – 10:15 a.m. Inherently Flawed (2 WI CE #1011016) 9:30 – 11:30 a.m. Exhibitor Setup 10:30 – 11:00 a.m. Bloody Mary Bar 11:00 a.m.

PIA Business Meeting

12:00 – 1:30 p.m. Lunch — Variety of Food Stations 12:30 – 3:00 p.m. Trade Show 6:00 – 7:00 p.m.

7:15 p.m.

President Clements’ Cocktail/Hors d’oeuvre Reception Awards Dinner, Entertainment by Capitol Steps

fr i day ­­— augu s t 5 7:30 a.m.

PIA Registration Desk Opens

8:00 – 10:00 a.m.

Sit Down Breakfast

CIC, CRM, CISR Elite and CSR of the Year Recognition

Keynote by former Packer and UW Madison star Mark Tauscher

10:15 – 12:00 p.m. Lawn Care to Lipstick (2 WI CE #71015)

PIA of Wisconsin

NEW MEMBERS

AGENCY API Insurance Agency, LLC Ixonia, WI

River Valley Insurance Agency Inc. Wausau, WI

David Insurance Agency, Inc. Racine, WI

Ellis & Associates, Inc. Janesville, WI

Mertz Rookey Insurance Agency

COMPANY Madison Mutual Insurance Company Edwardsville, IL

Solon Springs, WI JULY 16 19

Want to be a

Sales Person

Customers Trust?

by John Graham

Most customers would like to believe salespeople. But, they’ve been burned so often they don’t let themselves do it. And that’s why salespeople make the mistake of trying to overcome distrust by “playing the part,” offering phony friendliness, or making exaggerated claims. All of that only further complicates their predicament.

Happily, there are salespeople who refuse to be tainted with the questionable practices of their less than reliable peers.

They know the value of being viewed as trustworthy. Here are seven ways to go about creating credibility and establishing trust:

1. Never let customers’ doubts taint you It’s a fact: customer distrust creates a long tail. It doesn’t go away. If that sounds like an overreaction or exaggeration, it isn’t. It becomes a part of your “resume” and no matter how you try to paint a different picture or how often you jump from one “opportunity” to the next, it’s still there.

Anything that causes customers to question a salesperson’s integrity does damage. It’s the stuff that builds negative reputations are built, and in an increasingly transparent

2. Nothing is perfect The biggest hurdle salespeople face is failing to think like a customer. So preoccupied with how to get a sale, they ignore what customers are thinking: they know the downside to whatever they buy— whether it’s a home, a car, a vacation package, or a particular cereal.

Customers know nothing is ideal or flawless and it’s a mistake to paint what you sell with perfection. Being open and objective are the big steps in building trust. This is true, whether low-cost or high-priced. There’s always a downside to what you are selling. Even if it’s minor, don’t try covering it up or pretend it doesn’t exist. Address it and turn it into an advantage by pointing it out. It shows customers you’re honest and fair.

world, its stays as close as a dark shadow on a moonlit night.

3. Create a collaborative climate

There’s no place to hide today.

Every salesperson runs into customers with unrealistic

20 JULY 16

expectations, who are always angling to get more, and who often choose confrontation rather than collaboration. They push as hard as they can to win a concession.

But even with all that pressure, sales pros don’t give up.

When they run into a barrier, they’re ready: “I appreciate your concern. If we can find a way to overcome that issue, would be satisfactory with you?” By creating an atmosphere of negotiation, the customer becomes part of the solution and the salesperson gets the order.

actors aren’t seen as acting. They’re effective because they’re authentic; they’re good at what they do. It’s the same with salespeople. Customer response is positive when they sense a harmony in salespeople between who they are and what they do. They’re real; they don’t put on an act. And that sends a powerful and persuasive message that dispels doubt and attracts customers. It’s called trust.

4. Focus on what matters to customers

Customers trust people who come across as genuine. And when a genuine person is in sales, customers may not see them as exceptional, but they like working with them and give them repeat business, as well as referrals.

A customer in the market for a new car made it clear to the salesperson what she was looking for in a vehicle. “Oh, that’s going to cost you a lot more,” was the salesperson’s instant response. This is how sales get in trouble or lost when salespeople think they know what a customer wants or can afford.

All of this points to one conclusion: salespeople like everyone else are far more transparent than they may want to think, and that’s why making sure customers say, “This is the right person to do business with,” is the key to success.

Salespeople are often trained how to “read customers,” so they can get the order. Listening to customers and paying attention to what they’re saying is a more helpful path to success.

5. Signal your willingness to work with customers

John Graham of GrahamComm is a marketing and sales strategy consultant and business writer. He is the creator of “Magnet Marketing,” and publishes a free monthly eBulletin, “No Nonsense Marketing & Sales Ideas.” Contact him at jgraham@grahamcomm. com, 617-774-9759 or johnrgraham.com.

Customers are not only cautious, but some are even afraid: they don’t want to go too far in buying something until they get a reading on the salesperson. No customer wants to discover they’re faced with working with the wrong person. That’s a bummer and a good reason for caution.

When savvy salespeople recognize a customer’s discomfort, they might respond by saying, “I understand that a buying decision can be difficult, and I want you to know that I will work with you so you get what you want at a price that’s good for you, or “It seems as if you may be wondering how you can pay for this. I assure you that we will find a program that works for you.” That’s a good way to send the message that you’re willing to work with the customer.

6. Be thoughtful, not just informed Two physiologists at the University of California at San Francisco found that if rats were allowed to rest once they found their way through a maze, they could go straight through it—from start to finish—the next time. But if they were put back in the maze immediately, it was as if they had never been there before.

Being a sponge soaking up information is not nearly as valuable as understanding how the information applies to customers. A car salesman said to a prospective customer, “Ours is the best selling SUV in the nation.” He knew all about the vehicle, but nothing he said was meaningful to the prospect.

And she walked out.

7. Send the right message “All salesmen are actors: their priority is persuasion, not sincerity,” notes Peter Thiel, PayPal’s co-founder and author of Zero to One. He’s also right when he points out that the best JULY 16 21

education

Certified Insurance Service Representative Open to Anyone!

8 WI CE Credits New Course #69332

INSURING COMMERCIAL PROPERTY

Commercial property insurance is one of your business customers’ greatest concerns. You’ll improve your cross-selling abilities with up-to-date knowledge of commercial property coverage, and reduce E&O exposures. This course gives you the skills to address these issues with greater ease and confidence.

• Fundamentals of Commercial Property Insurance • Building and Personal Property Coverage Form • Causes of Loss Forms • Basics of Time Element Insurance

august 16 • Waukesha

• Basics of Commercial Inland Marine Insurance

CLASS SCHEDULE Course Instructor

Gloria Thompson, CIC Minneapolis, MN

Instruction Group Lunch Optional Exam

8:00 a.m. – 3:45 p.m.

12:00 p.m. – 12:45 p.m.

$170 Per Course Includs Lunch

4:15 p.m. – 5:15 p.m.

Register at www.piaw.org or call 800-261-7429

O n -L i n e e d u c a t i O n

Open to Anyone & Everyone !

For The New Employee - No CE 6-8 Week Virtual Classroom •

• • •

New Agency Employee Orientation Delivering Quality Service Personal Lines Coverage Basics Commercial Lines Coverage Basics

Pre-Licensing Education Webinars: 2-3 WI CE, No Exam, No Proctor •

Over 20 Topics

Hot Topics: 4 WI CE • • •

Variety of Coverage Topics Ethics Flood

All 9 CISR Courses – 8 WI CE All 5 CIC Institutes – 20 WI CE 22 JULY 16

www.piaw.org

education

Certified Insurance Service Representative Open to Anyone!

8 WI CE Credits New Course #69367

INSURING PERSONAL AUTO EXPOSURES

After taking this course, students will be able to assist clients in identifyling their exposures and more effectively advise them in the processes of analyzing, obtaining and modifying their personal automatic policies.

• • • • • •

Introduction to the Personal Auto Policy Liability Coverages Medical payments/Personal Injury Protection Uninsured/Underinsured Motorists Coverage Coverage for Damage to Your Auto Coverage for a Rented Vehicle

SEPTEMBER 14 • ROTHSCHILD SEPTEMBER 15 • MADISON

CLASS SCHEDULE Instruction

Course Instructor Denise Semrow CIC, CISR, ASI SECURA Insurance

Group Lunch Optional Exam

8:00 a.m. – 3:45 p.m.

12:00 p.m. – 12:45 p.m.

$170 Per Course Includes Lunch

4:15 p.m. – 5:15 p.m.

Register at www.piaw.org or call 800-261-7429

Certified Insurance Service Representative Open to Anyone!

7 WI CE Credits Course #69328

INSURING PERSONAL RESIDENTIAL PROPERTY

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

• • • •

Introduction to the Homeowners Policy Homeowners Policy Section I SEPTEMBER 20 • Waukesha Homeowners Policy Section II Tenants, Unit-Owners, and the Dwelling Policy

$170 Per Course

CLASS SCHEDULE Instruction Group Lunch

Course Instructor

Nicole Broch, CIC, CISR Springfield, IL

Optional Exam

8:00 a.m. – 3:45 p.m.

Includes Lunch

12:00 p.m. – 12:45 p.m.

4:15 p.m. – 5:15 p.m.

Register at www.piaw.org or call 800-261-7429

JULY 16 23

education

33 Topics in 2016! Each Approved for 2 or 3 WI CE Credits. Live. No Test. No Proctor.

Visit the Education tab at piaw.org for a complete list of topics, descriptions, webinar demo, and to register.

Several approved for Utica credit. Ethics is offered each month.

Fee per Webinar: $55 PIAW Member, $70 Non Member – Includes WI CE fees.

July 2016 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

Regarding Ethics 3 Ethics CE # 1010868, Utica Approved

7/6

1-4p

Kevin Amrhein, CIC

Flood Insurance – FEMA Approved 3 CE # 1011252,

7/13

8-11a

Jerry Hargrove, J.D., CIC, CPIA, SCLA, FCLA, PICS, LICS

Getting Wise on Health & Wealth: Group Insurance & Savings Plans 3 CE 1010870 Construction Defects: Property Damage & the ISO CGL – Tearing Down the Mysteries 3 CE 1010869

7/13

12-3p

Karin Klaassen, CLU, LUTCF

7/14

12-3p

Jerry Hargrove, J.D., CIC, CPIA, SCLA, FCLA, PICS, LICS

Life Insurance Concepts for the P&C Agent 3 CE # 70600

7/18

12-3p

Jerry Rhinehart, CIC, CLU, ChFC, RHU

Contractors: Insuring the Property Exposures 3 CE # 70836

7/19

12-3p

Catherine Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS

Managing E&O in a 27/7 World 3 CE # 1010875, Utica approved

7/20

12-3p

Steve Anderson, CIC

Alert: Agency Legal & Ethical Responsibilities 3 Ethics CE # 1010871, Utica Approved

7/21

12-3p

Jerry Hargrove, J.D., CIC, CPIA, SCLA, FCLA, PICS, LICS

Lawn Care to Lipstick: Coverage Concerns for the Self Employed 2 CE # 71015

7/25

1-3p

Kevin Amrhein, CIC

What We Learned: Claim and Coverage Issues from Catastrophes

7/26

12-3p

Catherine Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS

Weatherstripping the CGL: Drafts, Gaps, Forms and Fixes 3 CE # 1011188

7/27

12-3p

Chris Amrhein, AAI

Social Networking: OMG or E&O 3 CE # 69871, Utica Approved

7/28

12-3p

Chris Amrhein, AAI

3 CE # 71678

24 JULY 16

Register online at piaw.org or call 1-800-261-7429.

Contact Brenda for in-house webinar opportunities.

Kristine Barthel, CISR JM Insurance Services, LLC Neenah, WI Jennifer Bellante, CISR HNI Risk Services, LLC New Berlin, WI

Haylie Schmit, CISR M3 Insurance, Inc. Madison, WI Brenda Schrank, CISR West Bend - A Mutual Insurance Company West Bend, WI

Amanda Frokjer, CISR Central Insurance Agency LLC Osceola, WI

Kathy Solheim, CISR West Bend - A Mutual Insurance Company West Bend, WI

Debra Keller, CISR West Bend - A Mutual Insurance Company West Bend, WI

Dawn Stenz, CISR West Bend - A Mutual Insurance Company West Bend, WI

Carol Nelson, CISR Central States Ins. Agency, Inc. Wauwatosa, WI

Julie Van Den Heuvel, CISR The Insurance Center Onalaska, WI

Karen Scheider, CISR LBS Insurance Group Ashland, WI

Tammy Woller, CISR Church Mutual Insurance Co. Merrill, WI

NEW CICs Christina Bloch, CIC, CISR Hays Companies Milwaukee, WI Jon Bovee, CIC, AU The Hanover Insurance Group Brookfield, WI Leah Burbach, CIC, CPCU, CAPM Church Mutual Insurance Co. Merrill, WI

Jordan Wood, CISR Merrimac Lodi Mutual Ins. Company Prairie du Sac, WI

Diane Meyer, CISR Elite Suhrke Insurance Agency, LLC Plymouth, WI Tanya Wesley-Beckley, CISR Elite, CRIS West Bend - A Mutual Insurance Company West Bend, WI

This new status is for CISRs who aspire to be more, and passed all nine CISR courses.

Darla Bockin, CISR Elite, AU Church Mutual Insurance Co. Merrill, WI Kelly Isselman, CISR Elite West Bend - A Mutual Insurance Company West Bend, WI Tracy Mayo, CISR Elite, AINS West Bend - A Mutual Insurance Company West Bend, WI

The Certified Insurance Counselors (CIC) Program has been the insurance industry’s premier, proven source for practical, real-world education since 1969. For insurance professionals everywhere, the 20 hour Institutes represent a thoroughly rewarding learning experience, led by accomplished insurance and risk management speakers. Are you ready to challenge yourself?

Jane Hans, James Schoenecker, CIC, AU CIC,CRM,CPCU,RPLU,AU,AIS,MLIS Wilson Mutual Insurance Company CUNA Mutual Insurance Group Sheboygan, WI Madison, WI Christopher Sharelis, CIC Jean Nederloe, CIC, CISR MetLife Auto & Home Rockhill Insurance Company Appleton, WI La Crosse, WI Jane Thompson, CIC, CISR Anna Rogers, CIC, AU, AINS The Christensen Group QBE North America Sarona, WI Sun Prairie, WI

CRMs NEW Erin Fitzgerald, CIC, CRM, CISR Houseman-Johnson Insurance, Inc. Madison, WI Kristi Kulas, CIC, CRM M3 Insurance Wausau, WI Ryan Waite, CIC, CRM, CISR Neckerman Insurance Services Madison, WI

JULY 16 25

education

NEW CISRs

The CISR Program empowers outstanding individuals to provide exceptional customer service. Join the many thousands of insurance professionals who have already experienced the benefits.

education

STAND OUT! Set yourself apart with the CPIA designation.

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. Completion rule, 3 years from first course. No exams. You do not need to commit to all three to attend one.

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 three core 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.

The AIMS Society is a national organization dedicated to providing i nteractive 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 E&O including policy review and delivery, endorsements, claimsprocessing, and handling of client complaints. This course includes a review of the Professional Expectations; the Law of Agency; and Legal and Ethical Standards.

WI CE Course # 65338

WI CE Course # 65340

WI CE Course # 65339

Course Schedule 8:30 – 4:00 Lunch On Your Own 12:00 – 12:45 Registration Fee per Seminar: Includes Seminar Materials, coffee a.m. & soda p.m.  PIAW Member $165.00 or $172.00 includes WI CE fee  Non Member $200.00 or $207.00 includes WI CE fee CPIA 1 – April 12, 2016

CPIA 3 – June 16, 2016

CPIA 2 – December 14, 2016

Holiday Inn West Waukesha, WI

Radisson Appleton, WI

Crowne Plaza Madison, WI

26 JULY 16

Register: www.piaw.org 1-800-261-7429

education

Utica

Gives You the Credit You Deserve!

The following PIAW education classes are approved for the Utica premium credit.

• Any CIC Update • CIC Agency Management • CISR Agency Operations • Dynamics of Service • Select PIAW Webinars • PIAW Conducted Ethics and E&O Seminars (classroom or in house) To register online and view upcoming CE courses visit www.piaw.org

Please contact Darcy at PIAW to find out how you can benefit from Utica’s E&O Loss Control Program. dbrown@piaw.org or 1-800-261-7429

There is

more than one thing

Step Up To Elite Status CISR Elite, That is.

For CISRs who aspire to be more-who seek to distinguish themselves as Elite.

When you love what you do, and want to be the best, It’s time to step up. it time to Become a CISR Elite.

new at piaw.org

PIA of Wisconsin now offers: Certified Risk Manager (CRM) Courses and Ruble Specialty Seminars.

800-261-7429

www.piaw.org 800-261-7429 JULY 16 27

education

Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits

COMMERCIAL CASUALTY

COMMERCIAL property

July 19-21, 2016 West Bend, WI Hotel listings under Education/CIC at piaw.org.

Thank you West Bend Mutual Insurance for the use of your training room!

September 21-23, 2016 Crowne Plaza Milwaukee Airport 414-764-5300 $105 PIA room rate through 8/2/16

• commercial general liability • additional insured concepts & endorsements Steven Lyon, CIC, CPCU, ARM, AAI, AIS, ARM, CRIS • BUSINESS AUTOMOBILE COVERAGES John Dismukes, CIC, CPCU, AAI, AIS

FULL! CALL FOR WAITING LIST

• WORKERS COMPENSATION • CYBER LIABILITY • EXCESS LIABILITY/COMMERCIAL UMBRELLA COVERAGES Timothy McClendon, CIC, CWCA

WI CE Course # 69299

Day One: 8:00 – 5:15

Day Two: 8:00 – 5:00

• commercial property coverages & endorsements • COMMERCIAL PROPERTY CAUSE OF LOSS FORMS & ENDORSEMENTS Terry Tadlock, CIC, CPCU, CRIS • TIME ELEMENT COVERAGES Patti Gardner, CIC, CRM, CPCU • commercial inland marine coverages • commercial crime • businessowners policies Patrick Deem Sr., CIC

WI CE Course # 69300 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.

28 JULY 16

education

PEOPLE WHO EARNED THIS ALSO EARNED MORE

30,900 MORE OF THESE

PER YEAR.

If you’re looking to jump start a new career or make more with the one you are in, education is your best investment. Now, more than ever, it is important to invest in your greatest assets—yourself and your people. According to The National Alliance Producer Profile, commercial lines producers with the Certified Insurance Counselor (CIC) designation earn 30% more than those without the designation. To learn more about the CIC Program, call or visit us on the web.

The most successful training programs for insurance professionals

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

CIC Ruble seminars Exciting update options, they fill up quickly.

August 25 & 26 | RUBLE Legal Concepts|Crowne Plaza – Milwaukee, WI October 26 & 27 | Graduate | Radisson – Green Bay, WI* 16 WI CE (*Includes 4 optional Ethics)

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

Three skills for better negotiation Negotiating is a make-or-break skill, whether you're a CEO in charge of a merger or a parent trying to sort out a sibling squabble. Follow these tips to negotiate agreements productively: • Keep an open mind. Brainstorm ideas. Listen to outlandish proposals. Entertain unusual possibilities. This will expand opportunities for agreement.

• Treat people fairly. When people feel you're being fair with

them, they're more likely to make real commitments. If they think you're trying to cheat them, they'll walk away in a huff.

You won't get commitment unless the other party feels you're sincerely trying to do what's right.

• Listen actively. Don't plan what you're going to say while the other side is talking. Pay attention to what they're saying so you know where they're coming from and what they really want.

When your response makes it clear that you've really been listening, they'll be more willing to listen to your proposals.

Spend the extra dollars to maintain your equipment. Remember, you don't have to brush all your teeth either...only the ones you want to keep.

JULY 16 29

PIA of Wisconsin’s Young Professionals Club th 13 Annual Scholarship Golf Outing Join us on August 3rd for a day on the greens at Thornberry Golf Course in Green Bay

Register Now – 144 Spots Available 9:30 a.m. Shotgun Start – Scramble Format $125.00 per person (Includes: golf, cart, box lunch @ turn, 2 drink tickets, hors d’oeuvres and prizes!)

Yes, I would like to reserve: 1 foursome for the golf outing a group

spots for the golf outing

please place me with

Name: _____________________________________________________________________________ Guest Name/s: _____________________________________________________________________ Agency/Company: __________________________________________________________________ Mailing Address: ____________________________________________________________________ Phone: __________________________________ Fax: _____________________________________ Cell Phone: _____________________________ Email: _____________________________________ Method of Payment: Total amount: ___________

Check ______ Credit Card __________________

Card # _____________________________________________Ex Date ____________ Cancelation Policy: Full refund if PIA Office is notified in writing by July 11th, no refunds after July11th.

Please Mail, E-mail or Fax Back to: PIA of Wisconsin, Inc. 6401 Odana Rd. Madison, WI 5371 E-mail: mpenn@piaw.org Fax: (866) 203-7461 register online at www.piaw.org 30 JULY 16

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JULY 16 31

What is the right

Property Limit?

Not an Easy Question to Answer, is it?

by Curtis M. Pearsall, CPCU, AIAF, CPIA

As I travel around the country and talk to agents at conferences and seminars, resolving the “right” property limit appears to be one of the top 5 issues agents face today. Whether for the building or contents coverage, it seems to be more challenging than one may think. The focus of this article is the commercial property exposure, and the problem is that the limit on the policy is not an area of concern until there is a claim – but by then, it’s too late to do anything about it.

32 JULY 16

Many Approaches There are many approaches to securing a property limit.

In no particular order: Using the company approximator tool. This could be one they designed themselves or one of the more common industry tools such as MSB. Using one of these is a good starting point and proper use should result in a quality output. However, incorrect inputs will result in questionable outputs. Ensuring that you have full and correct information is key. Without this, errors could occur. Whether it’s inputting an inaccurate square footage, picking potentially incorrect construction components or assessing the “quality” of the construction, this can lead to an output drastically off the “correct mark.” Just because you used a company “approximator” does not guarantee the carrier will honor that number. Will they turn their back on you? It’s happened before!

Using the limit on the current policy. The problem with this approach is that it assumes the correct calculation was done by the prior agent.

Asking the customer what limit they want. While there are some scenarios where this is not advisable, I believe commercial clients are more sophisticated regarding rebuilding costs than homeowners clients. Thus, this approach has a degree of merit. Assist them in understanding the terms unique to property coverage like co-insurance, Actual Cash Value, Replacement Cost, Agreed Amount, etc. Are there some agents/CSRs on your team that might struggle with explaining what these terms mean and what the impact could be in the event of a claim? It’s not a bad idea to include examples in your proposal on how these terms work.

Relying on the customer to provide a limit seems like the agent may be shirking their responsibilities. At the time of the claim, if the customer does not receive full compensation, my guess is that they will not be very happy. Whether this results in a claim against you is difficult to say, but losing the customer is probably a given.

Requesting that the customer secures a professional appraisal. This is probably the best overall approach. These cost money, but there is no doubt that they are worth it.

Pulling the information from various Web sites. I do not suggest this approach as there is no guarantee that these sites reflect current and accurate information.

Using what you think is accurate, with the presumption that the carrier will inspect it and catch your “errors.”

This is not a recommended approach. Every carrier has its own guidelines on what they will inspect and there are very few carriers that inspect every location. In the event of a claim against your agency due to an error in

the property limit, a defense used by most E&O carriers would involve bringing the carrier in and stating that they had either inspected the location or had a chance to inspect it, and that they should have advised your agency of a problem. This does have some merit, but a stronger focus on trying to calculate the “right number” upfront is preferred.

A “Moving Target” For business new to your agency, take the time to secure the necessary data to perform the calculation. This should involve a visit to the location by the producer/agency loss control specialist to help secure the correct information. Take measurements and ask the necessary questions regarding construction. This will enable you to more accurately determine the Insurance to Value. DO NOT simply pull up the key input information from the current policy as this might not be accurate and will probably result in a questionable output due to less-than-quality inputs.

As you can imagine, there have been a significant number of E&O claims dealing with the policy property limits.

For example: The client owned a bowling alley that burned to the ground and claimed the agent procured insufficient limits, resulting in a shortfall of $3 million. The agent stated that the client provided the figures for the building, and further said the client was advised they should consider using an appraisal service. The client said the agent affirmed the coverage amount was the proper coverage.

The agent denied this. In that particular state, there is no duty to inform a client how much coverage they should have. The client made the argument that the agent assumed a duty (regarding limits) when he told the client the coverage was sufficient. This was a classic “word vs. word” scenario, with nothing in writing to back-up either side. The damages were also in dispute, as the client was claiming replacement cost value (RCV), even though the vacant lot was for sale. The claim eventually settled for $1 million.

Lesson to be learned: Be careful how you respond if the customer asks you if their property limit is sufficient. In the event of an underlying claim where it is resolved that the limits were inadequate, the client will allege they relied on your advice to their detriment.

Calculating the right property amount is somewhat of a “moving target.” Secure as much of the correct information as possible. The time you spend up front may just save you time later if you are hit with an E&O claim.

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

JULY 16 33

Workers Compensation

Law Changes

by Attorney Ron Kuehn, lead lobbyist for PIA of Wisconsin

A number of changes were made to the Wisconsin Statutes during the just-concluded legislative session, which relate to Workers Compensation (WC) as it is administered by the Wisconsin Department of Workforce Development. Some of the amendments were made as a part of the Workers Compensation Advisory Council’s bill (a bill agreed upon by representatives of both labor and management) and other provisions were added by state legislators as a part of the State Budget Bill. disqualified from receiving unemployment insurance benefits for the same week. Current law also provides that worker’s compensation payments for temporary total disability or temporary partial disability that are paid for part of a week are treated as wages for the purposes of calculating a claimant’s benefit payment.

The following is not a comprehensive review of all of the WC statutory changes, but reflects the author’s selection of those that may be of most interest to PIA members who engage in Workers Compensation practice at their Wisconsin agencies.

1. Violation of Employers’ Alcohol/ Drug Policy

The new law provides that if an injured employee violates the employer’s policy concerning employee drug or alcohol use and is injured, and if that violation is causal to the employee’s injury, then no compensation or death benefits shall be payable to the injured employee or a dependent of the injured employee. Nothing in this amendment reduces or eliminates an employer’s liability for incidental compensation or drug treatment.

The new Statute adds permanent total disability worker’s compensation payments as a type of disqualifying payment.

The effective date for the amendment to the worker’s compensation disqualification is May 1, 2016.

4.. Long-Term Care Workers Coverage An individual who is performing services for a person receiving long-term care benefits under this section on a self-directed basis and who does not otherwise have worker’s compensation coverage for those services is considered to be an employee of the entity that is providing financial management services for that person.

2. Real Estate Agent Exclusion

Under current Wisconsin law, services performed by an individual as a real e state agent are excluded from coverage as “employment” if the services are “performed for remuneration solely by way of commission.”

The new Wisconsin law amends the real estate agent exclusion to more closely match the federal real estate agent exclusion.

The amendment now excludes the services of a real estate “licensee” if 75% or more of the licensee’s remuneration is directly related to sales or other work, including the performance of services, rather than to the number of hours worked. Additionally, in order to qualify for the amended exclusion from Workers Compensation eligibility, the licensee must perform the real estate agent services under a written contract that provides that the licensee will not be treated as an employee with respect to the services for federal tax purposes.

The effective date for the amendment to the new real estate exclusion is October 1, 2016.

3. Worker’s Compensation Disqualification

34

Under current Wisconsin law, the Statutes provide that an individual who receives a temporary total disability worker’s compensation payment for any week is then

JULY 16

5. Statute of Limitations

The statute of limitations for filing an “occupational disease” WC claim remains unchanged from the current 12 years.

The statute of limitations, however, for filing a “traumatic injury” WC claim is reduced from 12 years to 6 years.

6. Apportionment of Permanent Disability

A new statute has been created that apportions a percentage of the cause for a permanent disability sustained in the course of employment. Under the new law, the employer shall be liable only for the percentage of permanent disability that was caused by the accidental injury and not attributable to other nonemployment factors which may have occurred either before or after the employment accident.

7. Self-Insuring by a Local Governmental Unit The new law creates a right for a local government unit to self-insure for WC coverage.

CONGRATULATIONS YPC SCHOLARSHIP WINNERS!!!

We are happy to share a couple of the pictures we received from the PIAW/YPC high school scholarship winners recieving their checks at their school’s awards night. The YPC puts on an impressive scholarship golf event each year that helps young individuals who plan to obtain a career in the insurance industry. You may support the young talent and socialize with the current talent as well by attending the Annual Golf Outing (registration on page 30).

The presentation of the scholarship check for Alexis Dobberstein. Member, Rob Jensen presented this to her at Shawano High School Awards Night.

l/r Stan Heller, Account Executive at Baer Insurance; Jack Heller, winner!; Keith Kaetterhenry, Principal of Baer Insurance.

“Alexis appreciated this VERY Much.. She’s really a great kid and I’m certain we will see her in the insurance industry in the future.”

- Rob Jensen, Hometown Insurance Group, Inc.

Remember to dig deep when interviewing someone for a key position...just as a wise man can say a foolish thing, a fool can say something wise once in awhile.

JULY 16 35

Hitting All the Right Notes How to Be a Leader Rather Than a Manager Consider an orchestra director, standing center stage, conducting a group of mostly seated musicians. They create music, but the concert ends with them in the same physical location they started. (Ok, so true music aficionados know some seat shifts might occur, but work with me here.)

Now think about a drum major leading a band down the center of a parade route, setting not only the pace of the music, but also the band’s physical movement.

Both groups create melodies, but only one continually advances forward. And there you have my analogy for the difference between a leader and a manager (and again to the music lovers, I’m in no way saying an orchestra conductor isn’t spectacularly gifted, but the band definitely accomplishes something the orchestra doesn’t). In similar fashion, a manager may help his or her group create some impressive projects, earning well-deserved praise along the way, but a leader delivers the projects, while also helping individual team members improve themselves.

It takes some true multitasking on the leader’s part, and it requires multiple lenses of review — one to judge the task at hand and others to evaluate employee talents, untapped abilities and areas for growth. Even projects that fall flat provide opportunity for career development and learning.

Other traits that separate leaders from mere managers?

• The desire to learn themselves and the belief that every member of the team can teach them something.

36 JULY 16

• Engaged listening. Starting with a question then waiting to hear the team’s answers. It’s a great way to find inspired solutions.

• The ability to balance “There’s no need to reinvent the wheel” and “We’ve already tried that.” This requires respect for what others have already produced and support for an evolution of ideas.

• Playing to each member’s strengths, while also pushing them out of their comfort zone. This means giving them an opportunity to succeed, while also risking potential setbacks.

• Judging intent rather than result. Problems occur every day in every office. It’s important to differentiate between failure created by poor work skills, lack of follow through or simply lazy work versus failure created by unexpected circumstances or an honest mistake.

• Taking the opportunity to review and provide feedback regularly. When employees feel their effort goes unnoticed, productivity and satisfaction can suffer.

So back to that analogy. As a manager, you may have been creating some truly beautiful music with your teams over the years. Projects are delivered on-time, on-budget and with positive results. But don’t let that mask the possibility that you’re simply managing and not leading. If your team members don’t feel their own forward movement and improvement, they may soon feel they are simply cogs in the wheel. Instead, make a conscious shift in your supervision style and make sure you’re always considering how to nudge both the work and the workers forward. In the end, that’s the kind of leadership that’s music to everyone’s ears.

EVERY DAY. EVERY HOUR. ALWAYS.

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• Roadside Rescue • Replacement Cost Coverage • Enhanced Coverage for Rental Cars • Pet Coverage

• No Deductible on Glass Claims • Accidental Death Coverage • Tire Protection Coverage • Non-Standard Auto Program

• E-App for Most Life Products • Long Term Care Endorsement • Term Insurance Guaranteed Conversion Program

HOME

• Access to Life Insurance Planning Specialists • Children’s Single Premium Term Plan

HEALTH

• Identity Fraud Coverage with Resolution Services • Personal Injury • Pet Health Insurance • Equipment Breakdown Coverage

• Earthquake Coverage • Water Back-Up of Sewers and Drains • Water and Sewer Line Breakage

• Personal Customer Service • Extensive PPO and Transplant Facility Networks • Benefits Paid Faster than Industry Average

• Wellness Coverage • Online Access to Claim Information • TPA Services

BUSINESS • Employment Practices Liability Insurance • Employee Benefit Liability Coverage • Equipment Breakdown Coverage • Water Back-Up of Sewers and Drains

• Loss Control Services • Workers Compensation Claim Specialists • Employee Wage Expense Continuation

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2505 COURT STREET • PEKIN, ILLINOIS • 61558 • 800-322-0160, EXTENSION 2394 • WWW.PEKININSURANCE.COM

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Insurance Agency Owners Avoid unpleasant surprises when important customers make a claim. We provide knowledgeable, impartial and completely confidential review of your key P&C files.

Benefits include: • Coverage gap identification • Risk management suggestions beyond insurance coverage • Suggestions to increase account revenues • Agency E&O claims reduction • Protection from loss of significant customers to competitors We offer 30 years of industry know-how, including litigation expertise related to agent E&O claims.

Contact: Kevin Glaser, CPCU, CIC, SCLA, ARM, AAI, AIC, ARM-P, AIS

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

President RISC Phone: 262-569-0929 Email: kevin@riscllc.com JULY 16 37 PMIC_3-625x5_PIA_FINAL.indd 1

1/27/2016 12:34:59 PM

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. OFFICERS

DIRECTORS

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

Mr. Michael Keener, CIC Keener Insurance Solutions, LLC W 175 N11081 Stonewood Dr Ste 105 Germantown, WI Phone 262-293-9144 Fax 262-293-9254 michael@keenersolutions.com

Mr. Brian MacGillis, CPIA Vice President 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. Jeremy Cordova, CIC Cordova Agency, Inc. 716 E 2nd St. Merrill, WI Phone 715-536-9576 Fax 715-539-3349 jeremy.cordova@cordovaagency.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

Ms. Sandy L. Hardrath, CIC, CPIA Ansay & Associates 4712 Expo Dr. Manitowoc, WI 54220 Phone 920-370-4283 Fax 920-682-7799 Sandy.Hardrath@Ansay.com

Mr. Dennis Kuhnke, CIC, CPIA PIAW National Director Robertson Ryan & Associates Inc. 330 E Kilbourn Ave. Suite 650 Milwaukee, WI 53202 414-271-1561 Fax 414-271-3012 dkuhnke@robertsonryan.com

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

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

38 JULY 16

August 2016 September 2016

October 2016

November 2016

December 2016

Coming Events

July 2016

Mr. Matt Cranney, CIC, CRM Secretary M3 Insurance Solutions, Inc. 3133 W Beltline Hwy Madison, WI 53713 Phone 608-273-0655 Fax 608-273-7783 matt.cranney@m3ins.com

19-21

Mr. Sean M. Paterson, CIC Allied Insurance Centers, Inc. 12750 W. North Ave. Brookfield, WI 53005 Phone 262-782-5373 Fax 262-782-6327 spaterson@alliedinsurancecenters.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, CPIA Member Benefits Coordinator dbrown@piaw.org Heather Falk, CISR Bookkeeping hfalk@piaw.org Mandy Penn Executive Assistant mpenn@piaw.org Becca Prestbroten Administrative Assistant bprestbroten@piaw.org Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

CIC COMMERCIAL CASUALTY West Bend (20 WI CE)

3 YPC GOLF OUTING Green Bay 3-5

PIAW Annual Convention Green Bay

16

CISR COMMERCIAL PROPERTY Waukesha (7 WI CE)

25-26

LEGAL CONCEPTS RUBLE Milwaukee (16 WI CE)

14 , 15

CISR PERSONAL AUTO Rothschild, Madison (7 WI CE)

20

CISR PERSONAL RESIDENTIAL Waukesha (7 WI CE)

21-23

CIC COMMERCIAL PROPERTY Milwaukee (20 WI CE)

26-27

CIC James K. Ruble Graduate Seminar Green Bay (16 WI CE, 4 of 16 are optional Ethics)

27

CISR Elements of Risk Management Green Bay (7 WI CE)

16

DYNAMICS OF SERVICE Waukesha (7 WI CE)

6, 7

CISR COMMERCIAL CASUALTY 2 Madison, Green Bay (7 WI CE)

13-15

CIC AGENCY MANAGEMENT INSTITUTE Madison (20 WI CE, 4 are Ethics)

14

CPIA 2 – Implement for success ­ Madison (7 WI CE)

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 has voting rights at PIA national meetings. Primary Contact and all agency staff have voting rights at PIA of Wisconsin meetings.

Name & Designation

DOB

Gender

Employment Status

o o

Male

o

Corporation

Female

o o

Part-time

Licensed Owner

o

Licensed Producer

Magazine

Nat’l Voting

Privilege

INCL INCL

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.

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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.