December 2017 Professional Agent

PROFESSIONAL AGENT December 2017

What's Inside?

Past President Scholarship Winners.................................... 5 Think Your Way to Success...................................10 The Next Economic Crisis........................................12 What Has Changed About Marketing..............................14 Winter Get-Away................16 Your Next Sale.....................18 Education Section..............20 New CISRs & CISR Elites....20 New CICs................................22 Legislative Update.............28 Policies You're Selling.......32

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From the

President Jodi Cordes, CIC, CRM, CPIA — President, PIA of Wisconsin

Charlie Brown said it,

“Isn’t there anyone who knows what Christmas is all about?”

The Meaning of Christmas In todays’ day and time, it’s easy to lose sight, of the true meaning of Christmas and one special night.

When we go shopping, we say “How much will it cost?”

Then the true meaning of Christmas, somehow is lost.

Amidst the tinsel, glitter and ribbons of gold, we forget about the child, born on a night so cold.

The children look for Santa in his big, red sleigh.

Never thinking of the child whose bed was made of hay.

In reality, when we look into the night sky, we don’t see a sleigh but a bright star burning high.

A faithful reminder, of that night so long ago, and a child we call Jesus, whose love the world would know.

This is the time of year that we all act a little nicer, smile a little easier, and for a couple days out of the whole year we act like the people we always hoped we would be. Wouldn’t it be nice if we could carry this feeling all year through?

At Christmas, as we celebrate this Birth of Jesus Christ, please keep in mind the truth of Christmas Day. It is not for the bright wrappings, or the gifts that lie within, but our gift of love and kindness in each and every way.

Merry Christmas to All!!!

DECEMBER 17 3

Memos from

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

As drones become more popular, the topic of shooting the drones out of the sky comes up.

Is Your Agency Prepared For An Emergency?: With all of the hurricanes this year, one of the issues coming to the forefront is the need for agencies to have an emergency plan. Agencies are in a unique position from other businesses in that not only is the agency impacted by the emergency, but all of their clients are reliant on the availability of the agency to help get them back in business. This very scenario happened to Puerto Rico PIA National Director, Ariel Rivera, whose agency was totally destroyed by Hurricane Maria. They had to deal with no office, no water, no electricity, no computers, no telephone service, and somehow get his clients taken care of. Ariel decided to set up a temporary office location with part of his team in North Carolina to provide clients with a quick and effective process for the processing of claims and other insurance needs. The rest of the team is in Puerto Rico hitting the streets meeting with all of their clients in an effort to achieve a speedy recovery for the homes and businesses. They have also set up special phone numbers and email addresses to speed up the claims process.

If you don’t have a plan in place for your agency in the event of a disaster, Utica National has a tool kit available for their E&O policyholders to help your agency put a plan together.

The toolkit has worksheets and checklists to help manage the process. If you would like a copy of the toolkit, please email rvonhaden@piaw.org and we’ll get one to you.

Who’s Allowed To Shoot At Drones?: In recent years, as drones became more popular and concerns arose about privacy and neighbors spying on neighbors, the topic of shooting drones out of the sky came up as well. Recently, drones have been shot down in many states with FAA regulations stating this is

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illegal, and shooters have been arrested for using their firearm to take out an unwelcome drone. In April 2016, the FAA made it clear that shooting at any aircraft, including unmanned aircraft, was a significant safety hazard as the falling object could hurt people or property as well as a federal crime. It’s not just private individuals who have problems with drones as the presence of drones has caused issues with search and rescue operations, wildfires, police investigations, and other government activities. Meanwhile, some states have created their own laws surrounding the ability of individuals or state agencies to shoot at drones over their property. Only Oklahoma allows an individual to shoot down a drone if it is not in Federal Air Space.

In that state, the homeowner is granted civil immunity. Other states allow public entities, law enforcement or fire departments to disable drones that endanger an officer's work or the public's safety. It seems likely that other states will follow suit. At this time, Wisconsin has not taken up the issue so you may want to think twice before you get irritated with the drone flying over your property and think about blowing it out of the sky!

AND REMEMBER…..I wish you all a very Merry Christmas

PIAW Past Presidents Scholarships Awarded PIA of Wisconsin Past Presidents Club is proud to award scholarships to young leaders who are pursuing a career in the insurance industry after graduation from college. This years winners are Cora Wittman and Tyler Oestreich. They are shown below receiving their scholarship checks from Ron Von Haden.

Cora is a senior at UW-Oshkosh with an business major and an insurance minor. She plans to work in her father’s agency in Little Chute after graduation.

Tyler is a junior at Concordia University with a major in marketing and management. He plans to work at a company or agency after graduation.

The Past Presidents Club is proud to be able to assist talented young people with their college funding. The club annually assesses members to raise money for this worthy effort. Thanks to the Past Presidents who have given so much to the association.

DECEMBER 17 5

From the

Boardroom Jeremy Cordova, CIC, Director of PIAW

The “Agreed Upon Bill” The “Agreed Upon Bill”, what an interesting term considering the political climate we find ourselves in these days.

For those unfamiliar, the agreed upon bill is the name for the bill that is produced every two years through the efforts of the Worker’s Compensation Advisory Council (WCAC).

Membership of the WCAC consists of five voting representatives from organized labor; five voting management representatives; three non-voting representatives from the insurance industry; and one representative from Department of Workforce Development. In addition the council has four liaison representatives from the medical community. WCAC was created to advise both the Department of Workforce Development and the Legislature on policy matters concerning the development and administration of Wisconsin’s worker’s compensation law.

Through the WCAC, both labor and management play a direct role in recommending changes to the worker’s compensation law which is then passed by the Legislature. The targeted outcome of this process is a stable workers compensation system without regard to partisan changes in the legislative or executive branches of Wisconsin government.

Historically the Legislature has passed the “Agreed Upon Bill” with little or no changes allowing the true stakeholders to steer the future course of worker’s compensation in Wisconsin.

The current proposal from WCAC under consideration by the legislature contains a provision that PIAW has supported and continues to support, a medical fee schedule. Currently 44 states use medical fee schedules to contain rising medical costs which in turn lowers workers compensation rates resulting in direct cost savings to employers. At the present

time approximately 70 cents of every dollar spent in worker’s compensation in Wisconsin goes to pay medical bills and prescription costs. While the number of injuries statewide has gone down dramatically, per claim medical costs have increased over 450% since the 1990s. This removes money from the system that could be used to compensate injured and permanently disabled workers.

An attempt to institute a medical fee schedule was made and supported by the PIAW in 2015 but due to strong opposition from medical providers the provision was not adopted by the legislature. Though recommended by the WCAC and supported by both labor and industry the medical fee schedule provision once again faces an uphill battle in the legislature.

Hopefully by the time you read this the Legislature will have passed the “Agreed Upon Bill” and we are celebrating a process working like it should. Rest assured that PIAW will be actively pushing to get this important provision across the finish line to the benefit of employees and employers across Wisconsin.

This is a prime example of the important political advocacy that PIAW does on behalf of our member agents, the insurance industry, and our many business partners. While successful in much of our legislative agenda we can be even more effective with a well-funded conduit. The conduit administered by the PIAW is the most effective way for you to have an impact on legislative issues that pertain directly to your business and the businesses of your customers. Contributions you pledge to the conduit can be combined with those of your fellow agents or company partners to multiply the impact and effect of your dollars. Your contribution can only be used with your express written consent and only to (Continued on page 37)

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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 toll-free telephone number: 1-800-236-8517.

Allegations and Actions Against Agents Robert E. Carter, 3422 Gateway Dr., Apt. 2, Eau Claire, WI 54701, had his applications for an insurance license and for a federal crime waiver denied. These actions were taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct and failing to provide complete responses to inquiries from OCI. Chaz Cox, 506 W. 4th St., Marshfield, WI 54499, had his applications for an insurance license and for a federal crime waiver denied. These actions were taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct, and failing to disclose a criminal conviction and pending criminal charges on a licensing application.

Pamela G. DeWitt, 203 Chatham St., Beaver Dam, WI 53916, had her application for an insurance license denied. This action was taken based on having criminal convictions that may be substantially related to insurance marketing type conduct and failing to report criminal charges and convictions to OCI while licensed.

Todd J. Fendler, 6090 Strathmoor Dr., Ste. 3, Rockford, IL 61107, was ordered to pay a forfeiture of $2,000.00. This action was taken based on allegations of failing to timely report administrative actions taken by the states of Illinois and Missouri, and failing to respond to OCI requests for information.

31 days. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application.

Alicia M. Hinnendael, 415 Lawe St., Green Bay, WI 54301, 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.

Jazzmon C. Hughes, 6885 S. Timber Ridge Ln., Apt. 7103, Oak Creek, WI 53154, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Calvin E. Jones, III, 1024 Eastern Blvd., Essex, MD 21221, 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 Maryland on a licensing application.

John-Michael Kuczynski, 22 Langdon St., L1, Madison, WI 53703, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application.

Jeanette H. Garza (aka Jeanette Hinojosa Lara), 5506 Alabama Ave., Laredo, TX 78041, had her insurance license revoked.

This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

John S. Lanham, S70 W18778 Gold Dr., Muskego, WI 53150, had his application for an insurance license denied. This action was taken based on allegations of having administrative actions taken against a professional license; being involved in a lawsuit or arbitration involving allegations of fraud, misrepresentation, misappropriation or breach of fiduciary duty; and having unpaid civil money judgments.

Maynard I. Hebert, 106 Cumberlynn Dr., Fond du Lac, WI 54935, had his application for an insurance license denied for

Jennifer L. Lieber, 320 12th Ave. N., Wisconsin Rapids, WI 54495, had her insurance license revoked. This action was

8 DECEMBER 17

taken based on allegations of failing to pay delinquent Wisconsin taxes.

Nicolas A. Liogas, 6838 Revere Ct., Gurnee, IL 60031, had his application for an insurance license denied for 90 days. This action was taken based on allegations of failing to disclose administrative actions taken by the state of Wisconsin on a licensing application.

Andrew H. Litkowiak, 4521 Pine Ln., Green Bay, WI 54313, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Jennifer M. Long, 941 Central Ave., Beloit, WI 53511, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Nickol Lugo, 2414 Allied Dr., Apt. 1, Madison, WI 53711, 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, failing to disclose alias names on a licensing application, and having unpaid civil money judgments.

Daniel W. McDermott, 8836 45th Ave., Kenosha, WI 53142, 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.

Dillon L. McFarren, 330 Maple St., Saint Paul, MN 55106, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Amanda L. Meldrum, P.O. Box 855, Marshfield, WI 54449, had her application for an insurance license denied for 60 days.

This action was taken based on allegations of failing to disclose criminal charges and convictions on a licensing application and having a criminal conviction that may be substantially related to insurance marketing type conduct.

Dolores G. Messner, N4863 Old 54 Rd., Shiocton, WI 54170, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Pawel A. Miekczynski, 2138 W. Cornelia Ave., Apt. 2, Chicago, IL 60618, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Illinois on a licensing application and submitting an improper application for a Medicare supplement insurance policy.

Jason D. Miller, 1347 W. Commercial St., Appleton, WI 54914, 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 and failing to timely provide

required documentation to OCI. Jessica R. Monteith, 24979 Constitution Ave., Apt. 838, Valencia, CA 91381, had her application for an insurance license denied for 60 days. This action was taken based on allegations of failing to disclose a criminal conviction on licensing applications and failing to respond promptly to inquiries from OCI. Kenyatta L. Moore, 5218 Esker Dr., Madison, WI 53704, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Brianna L. Nemmetz, 518 E. Fourth St., Manawa, WI 54949, agreed to the 45-day denial of her insurance license application and agreed to the issuance of a 2-year probationary license with certain limitations and reporting requirements. These actions were taken based on allegations of failing to disclose a criminal conviction on a licensing application, having a criminal conviction that may be substantially related to insurance marketing type conduct, and failing to provide complete and accurate information on a licensing application.

Zachary Norman, W3170 Elm Ln., Sheboygan Falls, WI 53085, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application and having a criminal conviction that may be substantially related to insurance marketing type conduct.

William M. Orange, 7508 Farragut St., Hollywood, FL 33024, 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 and having a history of failing to timely provide required documentation to OCI. John J. Paciorek, 838 Verona Ridge Dr., Aurora, IL 60506, had his application for an insurance license denied. This action was taken based on allegations of having administrative actions taken by the state of Illinois and FINRA; being involved in lawsuits alleging fraud, misrepresentation, misappropriation, or breach of fiduciary duty; owing delinquent taxes; and exhibiting financial irresponsibility in the conduct of business.

Jennifer L. Raley, 432 S. Garfield Ave., Port Washington, WI 53064, had her application for an insurance license denied.

This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct, owing delinquent child support, and having unpaid civil money judgments.

Clayton G. Roberson, 305 Cypress Dr., Gray, GA 31032, agreed to the temporary denial of his application for an insurance license and to the subsequent issuance of a one-year probationary license with certain reporting requirements. These actions were taken based on allegations of having a criminal conviction that may be substantially related to insurance mar(Continued on page 37) DECEMBER 17 9

IT’S ALL ABOUT USING YOUR HEAD....

THINK YOUR WAY TO SUCCESS

By: John Graham

There are plenty of people in the workforce that do “something,” but not so many who do what needs to be done. And this is both a problem and an opportunity.

Success depends on being among the few others count on to get the job done right—and that takes thinking. Here are questions that can serve as a guide to thinking your way to success: “What if this isn’t what my customer needs?” What if I’m trying to force it, attempting to make it work–and it isn’t? Most of us tend to push forward as fast as we can to come up with a solution. Kids often compete to be the first in the class to raise their hand when the teacher asks a question. And it’s often the wrong answer, but they do it again the next day. The goal is not to come up with any answer; it’s to come up with the right one. Slow down; it takes thought.

“What if I put it aside and revisited it tomorrow?” You need to write a letter, memo, or article, but the clock is ticking and you can’t get it started. You hate the assignment, your boss, yourself, or all three. You tell yourself to keep a low profile so it won’t happen again.

The goal is not to wrestle the task to the mat or do battle with it; it’s to do your best work. That takes “noodling,” putting it aside and let your brain work on it for a day or so. It’s amazing what happens when you let your brain work on it.

“What if I asked them for their thoughts and ideas?” The heart of marketing and sales is problem solving. They also demand a 10 DECEMBER 17

“bring it on” attitude to be successful—and that can be a problem because it blocks other views and ideas. Asking what others think is an effective way to test your idea, plan, or confirm the appropriateness of your solution. It gives you something to think about.

“What if I offered several options instead of just one?” This may seem dangerous, but it’s as threatening as putting people in a “yes or no” position, and “no” is easier to say than “yes.” Offering several options creates a new dynamic where there’s room for giveand-take. It makes it possible to come to a positive decision.

“What if I don’t have all the information I need to make the right recommendation?” Not long ago, an older woman, a widow, living in a condo community was seen accompanied by a man on several occasions. After a couple of “sightings,” the rumor spread with brush fire intensity that she had a boyfriend. A few weeks went by and someone said, “That was her brother who was visiting her from Europe.”

We call them snap judgments, conclusions made on the fly that get things moving, more often than not, incorrectly. Taking time to figure out what we’re missing separates us from those who are satisfied with just getting by. Coming up with the best recommendation gets noticed.

“What if I tried something new?” It’s easy to get used to doing things a certain way and tune-out anything that forces us to break existing patterns.

It’s effortless to stick with the same solutions, repeat the same concepts, fall back on the same products and services. If what we do today is a constant replay of the past, we contribute little or nothing to help meet the challenges affecting our customers, our industry, and the company where we’re employed.

“What if I became a go-to person?” “Staying under the radar” helps avoid getting noticed and causes less stress. It’s also a good way to be passed over or be added to the “no longer needed” list.

Anyone who wants to advance thinks differently. Getting known for innovative ideas, changing ways of doing things, or specialized expertise attracts attention and gets you noticed for your value. It’s how thinking different is a game changer.

“What if I asked more questions?” It’s irritating if someone asks too many questions in a meeting. They can drag things out.

Socrates probably encountered that problem with his students. Even so, not asking questions is a huge mistake. Questions clarify issues and uncover valuable information, fill in the gaps, and help avoid making mistakes. Questions indicate that someone is thinking about something other than looking at their smartphone.

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“What if I came up with an idea that helped make my company be more competitive?” It goes without saying that most of us are willing, even eager, to invest time and thought in figuring out ways to make ourselves look good, get attention, and advance our careers.

Few would argue with such a strategy for getting ahead. If we do a better job, then we deserve to advance.

But, for some, that’s not enough. Their thinking is different. While they may work to advance themselves, they are also committed to finding ways to advance their employer. They’re alert for ways to make it more competitive, to give it an extra edge. In the end, ultimate success, depends on both.

If you’re satisfied with what you’re doing, that’s OK. If not, think about asking yourself the questions that let you think your way to success.

About the Author: 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.

We understand the importance of partnerships and take great pride in building strong, stable relationships with our agents and policyholders. Through experienced claims expertise and hightouch customer service, we are there when we are needed most.

Learn how you can represent IMT Insurance & Wadena Insurance at imtins.com/contact_us.

imtins.com | west des moines, iowa DECEMBER 17 11

By: John Chapin

The Next Economic Crisis will Eliminate 85% of Salespeople I have a prediction, and I’m pretty good at predictions, from American Pharoah to the Cubs, so here’s my latest: only the top 15% of salespeople will survive the next economic upheaval. Whether it’s a significant stock market correction, a tragic world event, or another financial crisis similar to that of 2008, the next calamity that shakes the economy and causes U.S. companies to tighten their belts once again, will leave 85% of salespeople in its wake. If you’re in the 15%, that’s great news, if you’re in the 85%, it’s a warning and hopefully a wake-up call.

Here’s the logic behind the prediction: The biggest issue I see in the workplace is a lack of accountability. This has been true for decades when it comes to sales teams, Realtors, financial planners, insurance agents, and anyone else whose primary role is to bring dollars into an organization. Many organizations let mediocre and poor salespeople continue to stay on the payroll and take more money out than they bring in while also causing negativity, problems, headaches, and morale issues across the organization. The next economic correction will leave companies unable to continue to support this dead weight.

The correction will force them to be hyper sensitive to where they are spending money along with the ROI on that money and, just as with a ship about to go down in a storm, anything not vital to operating or keeping it afloat, will be jettisoned overboard. Couple this with the fact that technology is already rendering mediocre and poor salespeople obsolete and you have a perfect storm which will eliminate most salespeople.

The point of this article is not to be negative, it’s to address reality.

We all know the economy, the stock market, real estate, and pretty much everything else, including your waistline, go in cycles and we’ve been riding a pretty good wave for quite a while. We also know that each hiccup in the economy causes further scrutiny of expenses and the bottom line. But whether the next economic storm comes in a week, or five years from now, you want to make sure you fall on the right side of the numbers. In other words, make sure you find yourself in the 15%. After all, even if I’m wrong, the top 15% is the place to be. The 15% is where the money is, it’s where job security is, and it’s where peace of mind is along with all your hopes and dreams. If you’re at the top, you no longer have to dread Monday and sit with a knot in your stomach on Sunday.

So if you’re leading a team of salespeople and you want to protect them, the best way to do it is to make sure they have the one attribute of the top 15%: they earn their keep. They can validate their existence based upon the amount of good business they are bringing in. As a sales leader you need to hire attitude and work ethic and watch activity. Set expectations and hold people accountable to those expectations. Provide sales skills and product training and know how 12 DECEMBER 17

to motivate each individual.

Finally, provide a positive environment and give them the tools and support to do their job.

If you’re a salesperson… producer, financial planner, Realtor, or whatever title you hide behind, begin by taking complete responsibility for success or failure.

It isn’t the market, your boss, or your pricing structure that determines success, it’s you, specifically your activity, sales skills, and ability to influence others. Also realize that while your employer should train you, most fall short… way short, especially when it comes to sales skills training. Ultimately it’s up to you to develop yourself personally and professionally. The best way to do this is to set personal and professional goals and then get busy achieving them. Start with your income goal for the year and then calculate your daily activity. How many sales do you need to make to hit your goal?

How many proposals, how many prospects, and how many calls do you need to make? Next, make that many calls and more. Also, make sure you are sufficiently motivated and educated. You’ve got to use whatever external, intrinsic, and peer motivation you need to in order to do the activities necessary for success. From an education standpoint, you have to be educated on your product, the industry you’re selling to, sales skills, people, and effective communication.

From a personal development standpoint, understand that the better you feel mentally and physically, the better you’ll perform. If you’re not getting enough sleep, not eating right, abusing alcohol or drugs, have physical or mental issues you’re not addressing, hanging out in the wrong places with the wrong people, focusing on the negatives, or otherwise not taking care of yourself, it’s going to affect your sales results, probably significantly.

The message of this article is: be ready for the next correction because it’s coming… sometime. When it happens, organizations will have to run lean. They will no longer be able to afford to carry that a salespeople who are simply along for the ride. There will be a massive thinning of the herd, a survival of the fittest. The salespeople who survive will be the ones who first: are clearly assets versus liabilities and second: able to show that they are far more valuable than the information that is now readily available to prospects and customers via the internet and other sources. Yes, salespeople will still be needed, but only the experts who are out selling. Only those that can separate the valid information from the misinformation, decipher what’s left, and get in front of people and solve their problems.

(Continued on page 34)

What has Changed About Marketing in the Last 100 Years?

By Andy Slipher In 1975, the Federal Communications Commission (FCC) issued a largely overlooked ruling that allowed earth-orbiting antennas—satellites—to be used for broadcasting television over large areas. Around that same time, a little-known regional broadcasting network called Home Box Office (HBO) took notice, and decided to use the FCC’s landmark decision to begin distributing its own programming via satellite.

HBO’s innovative move would have a ripple effect that would spill over onto the landscape of marketing. Soon, satellite networks proliferated, and with them, marketers’ ability to target in ways that were never previously possible.

Since that time, there has been so much technological innovation that marketers are faced with choices beyond measure. It can be blinding and bewildering for anyone charged with allocating marketing dollars on behalf of a business. And, this very issue is what has caused marketers to go awry. This is an age of unprecedented communications, and yet many still struggle to connect with one another. But this problem is not the real problem.

The true problem is that too many marketers have failed to recognize that only one thing has changed in marketing in the past 100 years—technology. That’s it. Yes, you now have social media and tweets and followers and apps and branding and re-marketing and analytics and focus groups and ROI and CRM and customer personas and digital and so on. It’s all certainly true. But, what has enabled nearly every bit of it is technology.

So prolific is the role of technology in marketing that it has become for some an alluring distraction. Panic and peer pressure 14

DECEMBER 17

set in, and organizations pursue the latest and the greatest technology-based marketing tactics without taking the time to thoughtfully consider a strategic approach. As legendary philosopher and strategist, Sun Tzu once put it, “Tactics without strategy is the noise before defeat.”

Marketing must ultimately get the product or service into the hands of the customer – a real person. Marketers need to realize that it is way too easy to distract ourselves (via technology) away from what is centrally important in marketing—generating a sale to a real person and, hopefully, repeating that process again and again to her or his delight. Marketing strategy is not so much about a plan, but a system. Build your marketing (including the sale) around a strategically-based, customer-centric system, then technology becomes a true and valuable tool, and not a distraction.

If you want to plan your marketing communications on a more strategic level and with a more integrated and seamless approach, consider the following methods and means to do so: Strategic Marketing Plan Full-on marketing guidance–someone asking the right questions and enabling you to think critically about your industry, business, customers, competition, brand and marketing activities.

A strategic marketing plan answers both, “What are we trying to do?” and “How are we going to achieve it?” in a thorough, resolute way that doesn’t miss a lick (broad-to-specific). It facilitates a systematic way of measurably and methodically moving your business’s overall marketing activities from point A to point B.

Strategic Brand Plan Marketers love to talk branding these days, but few truly understand what a brand is. At its core, a brand is simply a (strong) promise.

Everything after that is embodying the promise or not. A brand plan helps an organization answer the why’s and how’s of their brand in a way that actively demonstrates its value.

Brand Landscape A collaborative document and process that combines visual (graphic, photographic) and distilled conceptual elements (written) to succinctly express what a particular brand is, and what it is not, to a broader internal audience. At its core, it’s a reference and training document. It serves to familiarize an organization’s management on the concept of their own brand, so that they themselves can more consistently demonstrate and articulate it to others.

Vision Your organization needs to aspire to something greater in order for its marketing to become something that inspires others. Sometimes there is no unifying or inspiring vision–an expression of what an organization aspires to reach or become in the next five to ten years.

Other times, a vision reads as flat, academic or long-winded. A good vision statement isn’t fluff. Rather, it helps all stakeholders reach to something higher.

Public Outreach Strategy Address and formalize a communications approach for the public-atlarge. This does not necessarily mean customers. Rather, it’s about respecting and interfacing with the general public as influencers, opinion holders, social activists and supporters of personal, political or economic interests. This type of strategy addresses a need for responding to criticism, opposing or competing points of view. Its purpose is to build and demonstrate credibility and to authentically communicate it.

In conclusion, plan your marketing. Don’t be led by technology, or allow it to distract and overwhelm you. Know who you are, what you want from your marketing and how you’re going to achieve it. Only then will technology become a navigable means to achieve your goals.

About the Author: Andy Slipher is founder of Slipher Marketing, a consultancy where strategy comes first, followed by tangible marketing results. He is an accomplished strategist, interim CMO, speaker and writer on marketing strategy. He is marketing segment lecturer for SMU’s accredited Bank Operations Institute for professional bankers, and for the Independent Bankers Association of Texas (IBAT). Andy’s forthcoming book is The Big How: Where Strategy Meets Success.

For more information, visit www.Slipher.com

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DECEMBER 17 15

9th Annual PIAW Winter Get-Away Registration Fee Only $119.00 Education presented

by Todd Davis, CIC

Jan. 31 – Feb. 2, 2018 The Waters of Minocqua $59.99 Two Queens Includes Deluxe Continental Breakfast 715-358-4000

Fee Includes

Two Dinners, One Lunch 10 WI CE Credits & Prizes!

Wednesday, January 31 2:00 – 5:00

“Insurance for Cyber Liability Threats” (3 WI CE # 6000013198)

5:30

Get-Away Fun at Island City Lanes Appetizers/Buffet Dinner Free Beer, Wine & Soda to 7:30 Bowling/Music by Tuck Pence Shuttle to and from Hotel

Thursday, February 1 8:00 – noon

“The Art of Asking Questions”

12:00

Buffet Lunch at The Waters

1:30

Northwoods Pub Adventure Buses / Pub Stop Fun / Prizes / Pub Beverages On Your Own Bus options to return to hotel or directly to Chef Rene’s

6:45 – 7:45

Buffet Dinner at beautiful Chef Rene’s At Timber Ridge Buses provided to and from hotel. Cash bar.

(4 WI CE # 45652, Utica Approved)

Friday, February 2 9:00 – noon

“What’s My Line – The Boundaries of Ethics

(3 WI Ethics CE #6000004746, Utica Approved)

See this month's insert or Visit piaw.org for details and registation.

16

DECEMBER 17

Making the sales process more effective "With as much as half of a company's value creation resting with the sales force," states a recent McKinsey study, "sales-team effectiveness is crucial for growth."

While that may seem obvious, there's more. When a media company profiled various roles across its sales organization, its sales head was surprised to discover that "40 percent of its new hires had a bottom-performer profile, and only 10 percent had the characteristics that aligned with top-performing brands."

That said, here are a few questions worth asking: • Are sales messages personalized for various types of customers based on data?

• Does the sales force have access to the technology that helps maximize their effectiveness? If so, to what extent is it used by the sales team?

• Do the members of the sales team communicate in ways preferred by customers and prospects?

• To what extent do salespeople "build a case" by researching data before contacting prospects?

• Do the salespeople profile the buying style of prospects and customers and take this into consideration in communications with them?

Takeaway: If a company is to grow, focus on the customers' buying experience is key.

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DECEMBER 17 17

Proven Ways to Lose Your Next Sale (and how to avoid it)

By John Graham Behind their assertions of self-confidence and annoying arrogance is an undeniable fact: It takes guts to get the endless unknowns and oddities of customers. But that’s what salespeople do.

time. It’s counterproductive if they try, and it may send a signal to the prospect that the salesperson “isn’t all there,” which is exactly the case.

At the end of the day, it isn’t how many calls you make, appointments you go on, or proposals you prepare. It’s how much revenue you chalk-up. Some sales are better than others, but every sale counts. After losing a sale, how many times have you said, “I can’t believe it. I was sure I had that one.”

Playing the “friend game.” The salesperson’s mission is to present a compelling case for winning the order, not to make a friend or to feign friendship just to get the sale. Customers can see through such thinly veiled tricks. They’ve seen it and they don’t like being used.

No one sets out to lose a sale. But it happens. That’s why recognizing the danger signals can help avoid unnecessary losses. Here they are:

More than anything, the goal is to be viewed as competent. Impress the customer by being laser focused on the customer so that you thoroughly understand the business and the issues and can differentiate yourself from the competition.

If a friendship should occur, it will be after you get the account, not because of it.

Deciding who will buy and who won’t. No matter what they may say, no one dislikes disappointment more than salespeople. So, they come up with the clever little trick to avoid it by claiming they can tell if a customer is going to buy or not. Having been through it so many times, they have a sense of what’s going to happen.

Quitting too soon. For serious salespeople, the “Urgent” sign is lit up all the time. Get in, get the order, and get out.

And it’s understandable and even commendable because that’s what gets the job done. But not always.

This thought process helps avoid the downer of disappointment.

You knew the outcome, so just pick yourself up, dust yourself off, and move on. It also erases the need to analyze what you could have done differently to get the sale.

There are times when you can be too sure of yourself and overly confident. After giving it your best effort, you decide the prospect can’t make a decision or isn’t serious. Then, three months later you find out that the person bought from a competitor.

Assuming the sale is a sure thing. Because selling is a tough game, salespeople are prone to believe that having “the right attitude” they can influence the outcome of a sale. If they think the sale will go their way, it will.

Some prospects put salespeople to the test, checking them out to see if they want the business.

Unfortunately, this approach keeps the focus on the salesperson and takes it away from the customer. To try to do both at the same time doesn’t work, as Stanford University has shown with multi-tasking research. In fact, they found that the human brain is built to do one thing at a time.

This suggests that salespeople are at a disadvantage if they try to keep the focus on both themselves and the customer at the same 18 DECEMBER 17

Failing to ask discovery questions. Some salespeople can’t wait to get to the good stuff—their sales pitch. They’ve been through the drill so many times they find it distracting and a waste of time getting bogged down in asking a lot of discovery questions. That may be OK for new salespeople, but not necessary for anyone with their experience.

Not so, by any measure. The purpose of discovery questions is not just to qualify prospects, but to engage them so they are talking about what’s really important to them—their business. There are

satisfaction.

many possibilities, but here are four examples; • Why did you agree to meet with me?

• What sets you apart from your competitors?

• Are there changes going on that affect your business?

• What problem are you trying to solve?

All of which is to get the right person (the customer) talking and the right person (the salesperson) listening, instead of the other way around. If you’re listening, you’re learning. When you do that well, you will know what to do to make winning presentation.

Dispensing solutions. When customers have a problem, they are primed to look for quick, easy, low-cost solutions. You might call them “low-hanging fruit” or, more appropriately, “easy prey.” They’re in hot water and they want to get out. This is why salespeople armed with appetizing and tasty solutions get their attention.

Unfortunately, instant-fix solutions are like pills we pop to take away the pain. Customers want to believe they work, but, as we so quickly discover, they only disguise it and it doesn’t take long before it’s back. Yet, this is the sales tactic far too many salespeople utilize throughout their careers and why they have so few repeat customers and referrals.

Giving customers what they say they want. “What’s wrong with that? That’s why we’re in business, isn’t it,” you say. In the Age of the Smartphone, there is no need for salespeople who are merely “transactors,” who literally give customers what they ask for, and whose function is to scan barcodes and say “thank you.” Robots can perform that function 24-hours a day more efficiently and at lower cost.

The Smartphone Age brings the essential role of the salesperson into sharp focus and, surprisingly, it’s not new—it’s the same as ever. Believe it or not, the picture hasn’t changed over time. The sales task is that of the specialist, the one who serves as an authentic resource customers can trust.

About the Author: 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.

If there’s a single objective in sales, it’s to empower customers to make decisions that are in their best interest, decisions that result in

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But offering advanced technology equal to any national carrier isn’t enough. Donegal interacts with our agents to constantly look for ways to enhance our technology offerings.

Delivering superior technology, another way Donegal is “There When It Matters Most” for independent insurance agents.

To learn more visit www.sheboyganfallsinsurance.com or call Connie Jones at 800-242-7698 ext. 2800.

DECEMBER 17 19

educati o n

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.

Jennifer Flannery, CISR Ansay & Associates LLC Port Washington, WI Samantha Fuentebella, CISR Hausmann-Johnson Insurance Inc. Madison, WI Amy Genisot, CISR Church Mutual Insurance Co. Merrill, WI Kati Gille, CISR Church Mutual Insurance Co. Merrill, WI Laurie Goretski, CISR, AIC, AIS Church Mutual Insurance Co. Merrill, WI Amy Gotter, CISR Hometown Insurance Group Inc Brillion, WI Megan Gundlach, CISR Jenna Haertle, CISR R & R Insurance Services, Inc. Waukesha, WI Lindsey Hamilton, CISR Vizance, Inc. Hartland, WI Brianna Hauge, CISR Ansay & Associates LLC Green Bay, WI Nicole Henke, CISR Diversified Insurance Solutions Brookfield, WI Robert Isberner, CISR Church Mutual Insurance Co. Merrill, WI Terri Johnson, CISR, AIC, AIS West Bend - A Mutual Insurance Company West Bend, WI Terri Kriewald, CISR Church Mutual Insurance Co. Merrill, WI 20 DECEMBER 17

James Martins, CISR Americn Risk Management Resources Net Middleton, WI Tamara Miles, CISR R & R Insurance Services, Inc. Menomonee Falls, WI Stephanie Oestreich, CISR Church Mutual Insurance Co. Merrill, WI Ashley Radatz, CISR West Bend Mutual/NSI Middleton, WI

Tammy Werdeo, CISR Ansay & Associates LLC Oshkosh, WI Claire Zimmerman, CISR Church Mutual Insurance Co. Merrill, WI Megan Zimmerman, CISR McNeely Insurance Agency, LLC Spencer, WI Heather Zunker, CISR Church Mutual Insurance Co. Merrill, WI

Sarah Radtke, CISR Affiliated Ins. Agencies of WI, LLC Madison, WI Melodee Richard, CISR TRICOR, INC. Platteville, WI Jessica Richard, CISR Church Mutual Insurance Co. Merrill, WI Sarah Ristau, CISR Church Mutual Insurance Co. Merrill, WI

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

Jennifer Coopman, CISR Elite Integrity Insurance Appleton, WI Katherine Hanna, CISR Elite HNI Risk Services Menomonee Falls, WI

Jeffrey Roberts, CISR Diel Insurance Group Rhinelander, WI Stephany Samuels, CISR Church Mutual Insurance Co. Merrill, WI Kerri Svacina, CISR Church Mutual Insurance Co. Merrill, WI Kylie Trudeau, CISR Hausmann-Johnson Insurance Inc. Madison, WI Eric Weaver, CISR Hausmann-Johnson Insurance Inc. Madison, WI

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.

www.piaw.org 800-261-7429

educati o n

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

DECEMBER 17 21

educati o n

NEW CICs 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?

Kim Acheson, CIC Robertson Ryan & Associates, Inc. Waukesha, WI

Susan Klujeske, CIC, AAI, AU R & R Insurance Services, Inc. Menomonee Falls, WI

Andrea Hoffart, CIC Diversified Insurance Solutions Brookfield, WI

Mary Kratz-Trunk, CIC The McClone Agency, Inc. Brookfield, WI

Brian Kaetterhenry, CIC Baer Insurance Services, LLC Madison, WI

Dana Lewis, CIC, CISR The Diedrich Agency, Inc. Ripon, WI

Melissa Pitzen, CIC Robertson Ryan & Associates, Inc. Mequon, WI

MEMBER TESTIMONIAL “Keep up the great job you are doing as Wisconsin “rocks” when it comes to the National Alliance program opportunities!”

Lori Reimann, CPCU, CIC, CRM Sales Training Specialist / Sentry Insurance

22 DECEMBER 17

Certified Insurance Service Representative

Open to Anyone!

These courses will strengthen your ability to have productive, assured interactions with your commercial customers in the area of commercial casualty exposures and coverages.

CISR PERSONAL LINES - MISCELLANEOUS 7 WI CE Credits Course # 69340

Course Instructor John Dimsukes, CIC

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.

• • • •

Watercraft Exposures & Coverages Recreational Vehicles Business Activities of Personal Lines Clients Personal Umbrella/Excess Liability

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.

January 16 - Milwaukee

CISR INSURING PERSONAL RESIDENTIAL PROPERTY 7 WI CE Credits Course # 69328

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.

• • • •

Course Instructor

Nicole Broch, CIC, CISR

Introduction to the Homeowners Policy Homeowners Policy Section I Homeowners Policy Section II Tenants, Unit-Owners, and the Dwelling Policy

February 7 - Appleton February 8 - Waukesha

CLASS SCHEDULE Instruction Group Lunch Optional Exam

8:00 a.m. – 3:45 p.m.

12:00 p.m. – 12:45 p.m.

4:15 p.m. – 5:15 p.m.

$170 Per Course Includes Lunch

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

DECEMBER 17 23

educati o n

educati o n

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. These three, one-day workshops teach practical "before", "during", and "after" 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, they 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!

The CPIA designation is maintained with a bi-annual attendance at one CPIA course or membership in the AIMS Society..

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 No Test. Approved for 7 Wisconsin CE credits. Utica approved.

While it is not required, it is recommended courses are taken in order.

CPIA 1 - Position for Success

CPIA 2 - Implement for 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.

WI CE Course # 65338

WI CE Course # 65340

CPIA 3 - Sustain Success WI CE Course # 65339

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, endorse-ments, claimsprocessing, and handling of client complaints. This course includes a review of the Professional Expectations; the Law of Agency; and Legal and Ethical Standards.

Course Schedule 8:30 – 4:00 Lunch on Your Own 12:00 – 12:45 Registration Fee per Seminar Includes:

Seminar Materials, CE Fees & Light Break Items

 PIAW Member $172.00  Non Member $207.00

Back by popular demand!

Steve Becher, CIC, CPIA Register at piaw.org

CPIA 1 – July 24, 2018

CPIA 2 – July 25, 2018

CPIA 3 – July 26, 2018

All courses conducted at West Bend Mutual Insurance Company in West Bend, Wis.

24 DECEMBER 17

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

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

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

December 2017 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

The New ISO Personal Auto Policy: A Look Backwards and a Look Forwards 3 WI CE # 6000015527

12/4

12-3p

Chris Amrhein, CIC Bill Wilson, CPCU, ARM, AIM, AAM

The Things Kids Get Us Into 3 WI CE # 1012440

12/5

12-3p

Kym Martell, CRM, CIC, CRIS, AAI

Tricks to Fix: Closing Coverage Gaps in Home, Work and Auto 3 WI CE # 1012435

12/7

8-11a

Kevin Amrhein, CIC

Street Level Ethics 3 WI Ethics CE # 1012437 Utica Approved

12/7

12-3p

Chris Amrhein, CIC

Commercial Liability Endorsements to Watch Out For 3 WI CE # 1010874

12/11

12-3p

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

Innovations in Long-Term Care Funding with Life Insurance 3 WI CE # 1012433

12/12

8-11a

Jerry Rhinehart, CIC, CLU, ChFC, RHU

So You Made Some Money…Now What? Financial Planning from Salary to Social Security 3 WI CE # 1012438

12/12

12-3p

Karin Klaassen, CLU, LUTCF

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

12/13

1-4p

Chris Amrhein, AAI

Register online at piaw.org or call 1-800-261-7429. Contact Brenda for in-house webinar opportunities. bsteinbach@piaw.org

DECEMBER 17 25

educati o n

New Topics! Each Approved for 3 WI CE Credits. Live. No Test. No Proctor.

educati o n

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

Open to Anyone & Everyone ! www.piaw.org

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

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

26 DECEMBER 17

Please contact Heidi Hodel, CIC, CRIS, Member Benefits Coordinator hhodel@piaw.org or 1-800-261-7429 to find out how you can benefit from Utica’s E&O Loss Control Program.

Each Approved for 20 Wisconsin CE Credits NEW! COMMERCIAL MULTILINE INSTITUTE

December 12-14, 2017 Radisson Paper Valley – Appleton, WI $102 PIA room rate through 11/14/17 920-733-8000 • • • • • • • •

PERSONAL LINES

BUSINESSOWNERS POLICY COMMERCIAL INLAND MARINE CONCEPTS & COVERAGES Robert Ford, CIC, CISR, CPIA, CLCS CRIME COVERAGE & ENDORSEMENTS John Dismukes, CIC, CPCU, AAI, AIS CYBER EXPOSURES & COVERAGES EMPLOYMENT PRACTICES LIABALITY INSURANCE EXCESS LIABILITY/COMMERCIAL UMBRELLA COVERAGES Jay Williams, CIC, CRM, AAI

February 14-16, 2018 Crowne Plaza – Madison, WI 886-424-0835 $111 PIA room rate through 1/14/18 •

PERSONAL RESIDENTIAL COVERAGES Sidney Earl Aycock, CIC

• •

PERSONAL AUTOMOBILE COVERAGES RENTAL CAR COVERAGES Samuel Bennett, CIC, CPIA, AFIS, CRIS

• •

FLOOD PERSONAL UMBRELLA/EXCESS COVERAGES John Dismukes, CIC, CPCU, AAI, AIS

WI CE COURSE # 1011790 Day One: 8:00 – 5:15

Day Two: 8:00 – 5:00

WI CE COURSE # 69169 Day Three: 8:00–noon, Optional Exam 2:00 – 4:00

$405.00 December institute. $415.00 February institute Register at www.piaw.org or call 800-261-7429.

CIC RUBLE SEMINARS Exciting update options for CICs, CRMs & now CISRs! 16 WI CE (Includes 4 optional Ethics)

January 17 & 18 | Graduate Ruble | Crowne Plaza Airport – Milwaukee WI May 16 & 17 | Graduate Ruble | Crowne Plaza – Madison WI Visit www.piaw.org or call PIA at 1-800-261-7429

On-Line Insurance Pre-licensing Education

Exam FX

www.piaw.org

Online Training & Assessment

Pass your insurance test fast.

Start producing faster.

Insurance and Securities Pre-license Training DECEMBER 17 27

educati o n

Certified Insurance Counselor

Wisconsin Legislative Update: Businesses Push for Workers Compensation Reform

By Jordan Lamb, DeWitt Ross & Stevens S.C. According to the Worker’s Compensation Research Institute (WCRI), Wisconsin has some of the highest medical costs for treating worker’s compensation claims in the nation. In 2014, WCRI found Wisconsin overall workers compensation medical costs to be 47% higher than the national median and 60% higher than the median for serious injuries that required a week off of work.

Wisconsin’s “Workers Compensation Advisory Council” (WCAC) (https://dwd.wisconsin.gov/wc/councils/wcac/), a ten-person Department of Workforce Development council that includes employer groups and labor unions, unanimously approved a package of state legislative reforms this year for consideration by the Wisconsin legislature this session. That proposal includes a medical fee schedule that is intended to bring these medical costs down.

The WCAC proposal specifically requests the State to adopt legislation that would require the Department of Workforce Development (DWD) to develop a medical fee schedule that approximates the average negotiated price of group health in Wisconsin. In developing the fee schedule, DWD is directed to utilize available data sources, including surveying self-insured employers to request price data. The fee schedule shall be adjusted annually by an amount equal to medical inflation and

28 DECEMBER 17

the department shall repeat the data collection and analysis in order to reset the medical fee schedule rates every ten years.

Business groups are strongly behind this proposal. Wisconsin Manufacturers & Commerce (WMC) has launched the “Worker’s Compensation Employers Coalition” (www.wmc. org) to advocate for real reforms to Wisconsin’s worker’s compensation laws. Nearly 50 business associations have joined the Coalition and are calling on policymakers to adopt a fee schedule – like 44 other states have – to dramatically reduce worker’s compensation medical costs.

The PIA of Wisconsin is a part of this Coalition. We support the WCAC proposal to require DWD to develop a medical fee schedule for workers compensation in Wisconsin. Ask your legislators to support this reform and support Wisconsin businesses.

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)

Occupation:_____________________________________________________________________________________________ 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

DECEMBER 17 29

Sometimes things are just clearly

BEYOND THE EXPECTED

®

.

Just like the way we connect with our insureds.

2505 Court Street Pekin, Illinois 61558 800-322-0160 Extension 2394 www.pekininsurance.com AUTO

30 DECEMBER 17

•

HOME

•

LIFE

•

BUSINESS

SNAP SHOT into a Top 100 Agency How we grew from 28 Producers to 95 Producers.

Q: What markets do you have?

Q: How does carrier contingency work?

A. As the largest independent agency in Wisconsin, RRA has strong carrier relationships. We offer over 45 CL, 20 PL and 45 EB carrier partners.

A. Producers can share in all contingencies. Because of our size, our contingent return is more predictable and stable to our Producers.

Q: Will I make more money?

Q: Do you have a solid perpetuation plan?

A. Yes, we offer one of the strongest returns to Producers. We pay all office costs including staff salaries.

A. Scaling back hours, retiring or planning for the unexpected should be a priority. We help connect Producers with similar interests and backgrounds to develop a buy/sell plan where they are comfortable.

Q: How can I maximize my time?

Q: What technology resources do you offer?

A. We handle staff management, HR, accounting, IT, rating, office management and other administrative details. This allows Producers to spend more time with their families or growing their book on their terms.

A. A dedicated IT department ensures technology resources are performing and the latest tools are being reviewed. We operate on Applied Epic and offer Zywave, AccuComp and HR Workplace Services.

Learn More: Gary Burton I gburton@robertsonryan.com I 800.258.0277 I RobertsonRyan.com DECEMBER 17 31

32 DECEMBER 17

DECEMBER 17 33

BECOME A BWO ASSOCIATE

proudly building relationships throughout Wisconsin Find out why many of our industry’s most reputable companies have partnered with BWO, an insurance group proudly serving all of Wisconsin. We are continually investing in our independent agents to better serve you and your clients, NO MATTER WHERE YOU ARE LOCATED. We recognize that our mutual success is based on how hard we are working for you – providing the tools, products and support to help you succeed.

“Good People to Know”

BUDZISZ WRUCK OSBORNE

INSURANCE GROUP, LLC

Contact: Tom Budzisz at tom@bwoinsurance.com 414-768-8100 • 800-924-6155 • Fax: 414-768-8110 2111 E. Rawson Ave., Oak Creek, WI 53154-0065

www.bwoinsurance. com

agents enjoy...

• 100% ownership • Contingency participation • Generous commission • Comparative rater • Hawksoft management system • Agency perpetuation • No non-compete • No monthly membership fee • No joining fee

companies we represent...

AAA Wisconsin, Acuity, Allied Insurance, Austin Mutual Insurance, Auto-Owners Insurance, Badger Mutual, Dairyland Auto, Ellington Mutual, Foremost, General Casualty, GMIC, Hagerty, Hanover, The Hartford, Hastings Mutual, IMT, Integrity, Kemper Preferred, Met Life, Mt. Morris Mutual, Partners Mutual, Pekin, Philadephia Insurance Companies, Progressive, Safeco, Secura, Society, State Auto, Travelers, Victoria, West Bend Mutual

InsuranceBroker_AdFINAL.indd 1 (Continued from page 12 - Economic Crisis)

4/24/15 8:48 AM

Yes, this is still the land of opportunity where anyone, regardless of race, gender, or religion, can make it. Whatever issues you have, someone’s had it worse and overcome it. So if you’re in the 15%, keep getting better, and if you’re not, get out of your way and get to work while there’s still time.

About the Author: John Chapin is a motivational sales speaker and trainer. For his free newsletter, or to have him speak at your next event, go to: www.completeselling.com John has over 29 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia. You can reprint provided you keep contact information in place. E-mail: johnchapin@completeselling.com.

Wisconsin STRONG Since 1931 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; Mike Ottman at 262.432.3418; Ottman.Michael@PartnersMutual.com; or Charles Becker at Becker.Charles@PartnersMutual.com or 262.432.3484.

34 DECEMBER 17

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.

Protect the Reputation and Assets You’ve Worked Hard to Build: Choose the Right Agents’ Errors and Omissions Program!

Utica National and Agents Service Corporation can help. More than 10,000 agencies have placed their trust in Utica National over the last 50 years because they offer:

› › › ›

Access to staff, including a claims team, who is dedicated 100% to Agents’ E&O Tailored levels of coverage based on your needs Risk management services that stay ahead of emerging issues to help you prevent claims A variety of ways to pay your premium without premium financing or interest charges

Invest a few minutes in the future security of your agency. Go to www.uticanational.com/eo to get started on an Easy Estimate, and then add and subtract coverages to get the

combination of protection and premium you need!

Contact Heidi Hodel at PIA Wisconsin by phone at 608-274-8188 or via email at hhodel@piaw.org for more information.

DECEMBER 17 35

More than a trusted brand, AAA is the perfect lead — and close.

Every sale has a beginning and end.

And AAA can help your independent agency with both. Add AAA to your product mix and grow your bottom line selling quality insurance through AAA and the extensive benefits of AAA Membership – an unbeatable combination of security and savings.

If you’re ready to grow, we’re here to help with the products and support that can help you earn more. n Quality insurance with competitive rates n Powerful brand recognition n Sales manager support n Product training n Extensive marketing co-op program n Competitive commission on insurance and membership

Learn more today.

Call Heidi Nienow at 608-828-2614 or email me at hqnienow@aaawisconsin.com

Since 1878

17-IA-2054 LC 3/17

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 Words That Customers Don’t Want to Hear

"I’ll get back to you in an hour." Then, a day or two goes by. Keep your promises.

"I’m working for you." You may think it sounds good, but it’s not believable.

"We’ll take care of that as soon as possible." Be ready for the customers to go nuts.

"You’ll never get a better price." If that’s true, prove it.

"I’ve been doing this for 12 years." What difference does that make?

"You can count on it." Then, prove it.

Takeaway: It’s always best to think about how our "Do you mind holding for a minute?" The only right answer is yes. words sound to customers before speaking.

"I’d like to do that, but…." A better way: “I can’t do that, but I can do this.”

"The best we can do is…." What, no exceptions? No flexibility? Bad news.

"We’re never undersold." How can you be so sure?

"I’ll keep you posted." Tell me how I can count on it.

[Source: GrahamComm] "I’m sorry, but that’s what we do." It’s another way of telling the customer to go elsewhere.

36 DECEMBER 17

(Continued from page 6- From the Boardroom)

support state level candidates. Contributing to the PIAW conduit gives you peace of mind that your monies are going to candidates or active legislators that you support and who have a direct impact on the issues that matter most to you and your livelihood.

Tucked in the pages of this magazine is the form used to make a pledge to the PIAW and while the holiday season is fast approaching the 2018 elections are also. Please strongly consider making a pledge of any amount. If everyone reading this maga-

zine pledged even $5 we would be in a great position to have a substantial impact in the upcoming election while continuing current legislative efforts.

Wishing all a very Merry Christmas, and prosperous New Year.

God bless.

(Continued from page 9 - Administrative Actions)

keting type conduct and having an administrative action taken by the state of Georgia.

Steven G. Ross, 14904 Pequaming Rd., L'Anse, MI 49946, agreed to allow OCI to refuse consideration of his licensing renewal application, agreed to cease and desist all insurance business in the state of Wisconsin, agreed not to reapply for Wisconsin insurance licensure before October 9, 2018, and agreed to comply with all requirements of reapplication. These actions were taken based on allegations of providing false information on a licensing application and failing to fully comply with the terms of a previous stipulation and order.

Robin R. Rubisch, 215 S. Leonard St., West Salem, WI 54669, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Jennifer L. Schoerner, 1113 E. Circle Dr., Beaver Dam, WI 53916, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Luis Silva, 2778 S. 35th St., Milwaukee, WI 53215, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Aaron M. Stolp, 11124 14th St. NE, Hanover, MN 55341, 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 an administrative action taken by the state of Minnesota on a licensing application.

Timothee N. Thieme, 3274 U.S. Hwy. 2, Iron River, MI 49935, 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.

Nikolas J. Tries, 243 Sheboygan, Fond du Lac, WI 54935, was ordered to pay a forfeiture of $1,500.00 and was ordered to properly disclose all future administrative actions, criminal proceedings, and lawsuits to OCI. These actions were taken based on allegations of failing to timely disclose criminal charges and convictions to OCI. Lauren J. Twardy, 7847 49th Ave., Kenosha, WI 53142, 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.

Justin Webster, 591 A High Ridge Dr., Hudson, WI 54016, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application.

Gerald C. Wolff, 33 Roosevelt Rd., Cotuit, MA 02635, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose administrative actions taken by the states of New Hampshire and Massachusetts on a licensing application, and having a history of non-disclosure and providing false information on licensing applications.

Duane Wright, W430 Elderberry St., Edgar, WI 54426, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Susan M. Yeatman, 1464 SW 28th Terr., Unit N, Ft. Lauderdale, FL 33312, had her application for an insurance license denied for 90 days. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Florida and Utah on a licensing application.

Allegations and Actions Against Companies Birtwhistle & Livingston, Inc., 71 E. Palisade Ave., Englewood, NJ 07631, had its application for an insurance license denied for 60 days.

This action was taken based on allegations of failing to disclose administrative actions taken by the states of Florida and Massachusetts on a licensing application.

Worldwide Facilities, LLC, 725 S. Figueroa St., Fl. 19, Los Angeles,

CA 90017, agreed to withdraw its licensing application, agreed to the forfeiture of its licensing application fees, and agreed to submit a truthful and complete application for alternate licensing authority.

These actions were taken based on allegations of failing to disclose administrative actions taken by the states of Nevada, Florida, and Alaska on a licensing application, and submitting a licensing application in error.

DECEMBER 17 37

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. OFFICERS Ms. Jodi Cordes, CIC, CRM, CPIA President A.F. Glass Insurance Center P.O. Box 1149 Lake Geneva, WI 53147 Phone 262-248-5555 Fax 262-248-5544 jcordes@glassinsurancecenter.com Mr. Matt Cranney, CIC, CRM Vice President M3 Insurance Solutions, Inc. 3133 W Beltline Hwy Madison, WI 53713 Phone 608-273-0655 Fax 608-273-7783 matt.cranney@m3ins.com

DIRECTORS Mr. Thomas Budzisz, CPIA BWO Insurance Group, LLC 2111 E Rawson Ave. Oak Creek, WI 53154 Phone 414-768-8100 Fax 414-768-8110 tom@bwoinsurance.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 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. Sean M. Paterson, CIC Treasurer Robertson Ryan & Associates 12750 W. North Ave., Building A Brookfield, WI 53005 Phone 262-782-5373 Fax 262-782-6327 spaterson@robertsonryan.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

Ms. Julie Ulset, CPIA Secretary Grams Insurance Agency LLC 103 W Fulton St. Edgerton, WI 53534 Phone 608-884-3304 Fax 608-884-9616 julset@gramsinsurance.com

Mr. John W. Klinzing, CIC, CPIA Affiliated Ins. Agencies of WI, LLC 3830 Atwood Ave. Madison, WI 53714 Phone 608-310-3924

STAFF

Fax 608-441-8787 johnk@affiliatedllc.com

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

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

Ronald Von Haden, CIC Executive Vice President rvonhaden@piaw.org

Mr. Brian MacGillis, CPIA 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

Heather Falk, CISR Bookkeeping hfalk@piaw.org Heidi Hodel, CIC, CRIS Member Benefits Coordinator hhodel@piaw.org

Mitchell Tarras Nett Insurance Agency LLC 607C Eastern Ave Plymouth, WI 53073 Phone 920-893-3252 Fax 920-893-3250 mitchtarras@charter.net

Mandy Penn Executive Assistant mpenn@piaw.org Becca Prestbroten Administrative Assistant bprestbroten@piaw.org

Dan Wolfgram AINS, CPIA R & R Insurance Services, Inc. 1581 E. Racine Ave. Waukesha, WI 53186 Phone 262-574-7000 Fax 262-574-7080 dan.wolfgram@rrins.com

Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

Coming Events DECEMBER 2017 12-14

NEW! Commercial Multi Line Institute Appleton, WI

JANUARY 2018 16

CISR Personal Lines Miscellaneous Milwaukee, WI (7 WI CE)

17-18

Ruble Graduate Seminar Milwaukee, WI (16 WI CE, 4 of 16 are optional Ethics)

FEBRUARY 2018 7

CISR Personal Residential Appleton, WI (7 WI CE)

8

CISR Personal Residential Waukesha, WI (7 WI CE)

14-16

CIC Personal Lines Madison WI (20 WI CE)

Jan. 31-Feb. 2 9th Annual Winter Get-Away Minocqua, WI (10 WI CE)

38 DECEMBER 17

MARCH 2018 14-16

CIC Commercial Casualty Green Bay, WI (20 WI CE)

22

CISR Personal Lines Miscellaneous Appleton, WI (7 WI CE)

EMC does more than handle claims, we score them.

Information gathered from adjusters and customers provides us with metrics to continually enhance the quality and promptness $6.6 Billion in Premium of EMC’s claims handling. It’s Full one & highest just of the commissions many reasons policyholders Count on EMC ®.

SIA of the Great Lakes, LLC Member of SIAA

• • • Big is Better – size, clout, stability • No minimum volume requirement for profit sharing and excess compensation • 6,100 signed member agents can’t be wrong • Your clients and companies are always yours BECKIE JANUSZEWSKI, AIC Claims Specialist EMC Milwaukee Branch

To learn how we can help you increase your agency income and value, contact us today. jharrison@siagl.com | 920.494.5000 | www.siagl.com

SCORING CLAIMS

FOR BETTER SERVICE. MILWAUKEE BRANCH OFFICE Phone: 855-495-1800 | milwaukee@emcins.com

www.emcins.com ©Copyright Employers Mutual Casualty Company 2017. All rights reserved.

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 Male o Licensed Owner o Female o Licensed Producer

Part-time

Magazine

Nat’l Voting

Privilege

INCL INCL

o

Agency Information: Agency Type:

o Sole Owner

Top 3 P&C Companies (list in order)

o Partnership

o Corporation

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.