April 2017 Wisconsin Professional Agent

APRIL 2017

What’s Inside?

Money in the Bank............ 10 Servant Leadership........... 14 Do What You Have to,....... 16 to Win Indifferent Service............. 18 Emails They'll Read........... 20 Education Section.............. 22 Boost Agency's.................. 34 Efficiency New Members.................... 36

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

Spring in Tenny Park— Madison WI

We know what it took to build this business.

And we know what it takes to protect it.

Underwriters who know and understand what coverages are necessary to protect the business.

Loss prevention professionals who use a hands-on approach to help develop programs tailored to the individual business.

Claim reps with the expertise and technology to process claims quickly and efficiently.

As an Official Supplier of the Silver LiningÂŽ, you and West Bend will find the right insurance plan for your valued customers.

To find out more, talk to your West Bend underwriter.

From the

President Brian MacGillis, CPIA — President, PIA of Wisconsin

"I'M TOO BUSY!" Have you heard these words before? Frankly, I used a form of these words just last week, “Sorry, I cannot make it, I just cannot catch up”. You may have said these words because you just got back from vacation and your inbox is full. Or perhaps, you used this reasoning to escape that meeting you just did not want to attend.

I was at the PIA’s Mid-Winter Getaway a few weeks ago and heard another agent mention the idea of ‘good busy and bad busy’. All of us at times will get so busy that we don’t know if we are ever going to dig out.

Having an inbox full of emails and a load of quotes out to companies is good busy. I would argue that requoting an upset customer or working on ten “what if” quotes for the same customer, only to have them stick with the same vehicle they currently have is good busy...because what is the alternative?

We have an incredible opportunity as independent insurance agents to sell great products through a variety of different companies. The worst thing an agent can do is sit on their hands and wait for the phone to ring. The same goes for our partner companies, in that the worst thing we can do as a company is to stare at our computer, waiting for the next application.

I have a recommendation...get out and get good busy. Even if you are not selling much insurance right now, get out and go to that church event or become a leader at the local rotary

club or even better – at PIA! Form a group with other agents in neighboring towns to discuss ideas, thoughts, marketing tactics, and employment related questions.

While being ‘busy’ is a good thing, be sure to stay active outside of the four walls of your office. Many agents have used the excuse of being too busy as the reason to not be involved in the community. Take it from me, there is time to step out of the office and be a participate in something that is not work related. And sure, something at the office might have to be done later and the priorities of your day may have to change, but outside interactions are key to keeping your agency a thriving force in the community.

Personally speaking, my involvement at PIA has grown our agency in premium volume and has given us the leg up on our competition. I am much more ‘in the loop’ on current and pending legislation and can see the positives and negatives that other agents are doing to grow their books of business.

Lastly, myself and a number of other board members, probably while you are reading this, will be in Washington D.C. to discuss important insurance related topics with our elected representatives. I will get back to you next month with observations, updates and comments. Until then, stay good busy, have a great spring, and a blessed Easter.

APRIL 17 3

Memos from

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

VALUABLE ASSETS THE MOST VALUABLE assets in any business are the employees. We all have heard that statement so many

times that it begins to sound trite. I want to refresh that statement and highlight the employees at PIAW who do so much to drive the association forward. In the next few paragraphs, I will re-introduce you to the staff, in alphabetical order, by briefly outlining their job functions. I can’t possibly capture the passion, enthusiasm, professionalism and dedication that they bring to PIA each day to make this the “A Team” of association efficiency.

BECCA PRESTBROTEN, Administrative Assistant , Becca processes all your education and event registrations. She prints, collates and binds the materials for CISR classes and prints materials for all our other education offerings. Becca processes all new and renewal membership applications for over 600 Wisconsin agencies who display the PIA logo, ships new and renewal membership packets and makes certain our database information is correct for each agency and company. In addition, she manages all office supplies and materials needed by the staff and by volunteers who come to the PIA office for meetings.

BRENDA STEINBACH, Education & Convention Director, Brenda is known by thousands of insurance industry folks as the person who directs PIAW’s education programs and convention activities. The quality and consistency of PIAW programs is legendary and envied across the country. From selecting facilities and arranging calendar schedules to booking speakers and entertainment, the list of details that Brenda manages is mind boggling. When you attend a PIAW class or event, you know that the room will be properly outfitted, the food will be there as expected, and the speakers will be first-class.

Those details do not happen by themselves. Brenda is behind the scenes keeping everything organized.

HEATHER FALK, is PIAW’s bookkeeper. She is the only part-time team member and works remotely from her home office. She pays all the bills, prepares the monthly financial statements for review by our CPA firm, works with the accountants on our tax returns codes all income and expense to the proper accounts. If you have ever had expenses reimbursed by PIAW, the transaction and check has been reviewed and prepared by Heather.

4 APRIL 17

HEIDI HODEL, Member Benefits Coordinator, Heidi is the person responsible for managing our E&O book of business, selling new E&O policies, umbrella policies and cyber liability policies to members. She also coordinates our membership marketing efforts. A large percentage of PIAW members carry their E&O coverage through the association and Heidi will reach out to every policyholder before their renewal to answer questions and follow the renewal through the process. New applicants are always impressed with Heidi’s knowledge and upbeat demeanor as she works with underwriters to obtain the best coverage and pricing available.

She is a licensed agent and has earned her CIC designation.

MANDY PENN, Executive Assistant, Mandy is the person behind the pleasant voice that welcomes you to PIA when you call. Every office needs someone like Mandy. She has so many duties that it’s impossible to list them all. She is our web site and social media manager; she prepares reports and projects for the staff, Board of Directors and committees; she organizes the advertising and proofs the monthly magazine; she schedules all committee meetings, keeps track of attendees and processes the minutes of their meetings; she prepares and emails the weekly Newsline electronic newsletter. Mandy is extremely well organized and can find almost anything in our computer system. She also is the point staff person for the YPC group on their annual scholarship golf outing.

I have commented many times that I am privileged to be the guy who just sits in the front of the bus and waves while the real workers are peddling like crazy behind me. They keep the PIA bus running and I am very proud of each one of them.

Thank you all!

GROW YOUR BUSINESS &

RETAIN YOUR IDENTITY

WITH OUR TEAM Visit our website, couriagents.com or give Steve Albinger a call at 800-444-1215.

Scan this with your smartphone QR code reader.

See what our agents are saying about market access, support & great commissions.

APRIL 17 5

From the

Boardroom Sean Paterson, CIC, Secretary of PIA of Wisconsin

GETTING OUT OF YOUR COMFORT ZONE I can still remember the day clearly. I was a recent college grad working in my first “professional” job. (Like many of us, I did not start out in the insurance business. My first job out of college was being a mortgage broker.) It was my first day meeting with a prospect. The job required that I walk up to a stranger’s front door, ring the doorbell and meet with them at their kitchen table to discuss refinancing their mortgage. I was absolutely horrified. Maybe it was my Mom instilling “never talk to strangers” to me when I was a little kid that was holding me back but I knew I had a choice, I had to either ring that doorbell and meet with the prospect or go find a new job where I never had to talk to strangers.

After a short pause (which felt like hours) standing on the front porch of their white house with red trim, I finally rang the doorbell. That one moment of ringing a doorbell led me down a path that takes me to where I am today. Sometimes I wonder where I would be in life if I never did push that small little button next to their front door….While I wonder how life could be different, the one thing I know for certain, that one moment of stepping out of my comfort zone was a defining moment in my life.

Fast forward 20 years, here I sit at my computer writing my annual article for the PIA Magazine, having to step out of my comfort zone again. I have never considered myself a great writer or being eloquent with words. I always thought to myself, “What do I have to say that’s so important that anyone would want to read an article that I write.” Again, I have a choice, write an article or go back to my life prior to getting involved with PIA. We have all had those moments where we had a choice to step out of our comfort zones. Some of us may have taken advantage of those moments while others may have not.

We know why most people don’t step outside their comfort zone… because it’s uncomfortable! This got me thinking, “Why should you step outside your comfort zone and what are the benefits to doing so?”

im

Insurance Marketing Partners

InsuranceMarketingPartners.com

Here are my top 5 reasons to step out of your comfort zone.

1. Reaching your maximum potential. We can all agree, life is an accumulation of experiences. Without stepping out of our comfort zone from time to time, we would be missing out on some of those experiences.

2. Finding your true self. James Allen once said, “Circumstances do not make the man, they reveal him.” You will never know what you are made of unless you push yourself outside of your comfort zone.

3. Help you deal with change. Life is ever changing and the world around us is constantly in flux. Trying new experiences, gaining insight and knowledge, will help prepare for whatever is thrown our way.

4. Motivate us. Have you accomplished all your goals and dreams yet? If you haven’t, you may need to take a different approach. Get out of your comfort zone and try something you haven’t before. You may be surprised where you end up.

5. Can help you age better. Our comfort zones tend to shrink as we get older and we become even bigger creatures of habit. By expanding our comfort zones, stepping out and trying new things we will open ourselves up to greater achievement and overall better well-being.

These are just a few of the many benefits to stepping outside our comfort zones. The good news is, each time we step out of our comfort zone it gets easier and easier.

Here is one more thing I want to do to step outside of my comfort zone…. Let me know what you think about this article. Email me at SPaterson@robertsonryan.com. My goal is that one person reading this will decide to take action and step outside of their comfort zone, try something new and make a positive difference in their life. Just as I did when I decided to simply push a door bell.

A partnership to help build your agency’s book of business Call: 715-797-2432

Branding | Marketing Strategy Client Communication | Custom Content Training and Analysis 6 APRIL 17

SAVE

THE DATE!

Registration Materials will be available early May.

Sometimes things are just clearly

BEYOND THE EXPECTED

®

.

FIND AN AGENT

BUSINESS BLOG

INDIVIDUAL BLOG

Like the advice you’ll get from our insurance gurus.

AUTO HOME LIFE BUSINESS

2505 Court Street • Pekin, Illinois • 61558 • 800-322-0160, Extension 2394 • www.pekininsurance.com APRIL 17 7

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

Amber M. Bittner, 1825 Hardwoods Ct., De Pere, WI 54115, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jose E. Laboy, 1468 N. 17th St., Milwaukee, WI 53205, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Steven Carlson, 2428 Williamstown Ct., Naperville, IL 60564, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Mager J. Lamb, 3322 Erie St., Racine, WI 53402, 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 criminal convictions and an unpaid tax warrant on a licensing application, owing unpaid court costs and civil money judgments, and failing to apply for and obtain a required Federal 1033 crime waiver.

Alex Gonzalez, 11515 W. Cleveland Ave., Apt. 315, West Allis, WI 53227, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Thomas J. Harris, 15655 W. Roosevelt St., Ste. 100, Goodyear, AZ 85338, 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.

Shirley Lannus, 207 Sandra Dr., Baker, LA 70714, 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 South Carolina on a licensing application.

Sarah A. Hebbe, 216 S. 3rd Ave., Wausau, WI 54403, 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.

Letisia Lemus, 2304 Easy St., Waukesha, WI 53188, had her 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.

Bonita L. Herbert, 4422 W. Hampton Ave., Milwaukee, WI 53218, had her insurance license revoked. This action was taken based on allegations of failing to pay a required fee.

Rachael McDowell, 28480 Nolander Rd., Washburn, WI 54891, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Katherine L. Janisch, 1626 Kings Mill Way, Apt. 308, Madison, WI 53718, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Joan A. Micoliczyk, 3625 Cty. Rd. C, Oconto Falls, WI 54154, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Catherine Johnson, 5166 N. Lovers Ln., Milwaukee, WI 53225, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

James Nagle, 1116 Edgeview Dr., Janesville, WI 53545, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

8 APRIL 17

Elizabeth M. Nelson, 47 Morris St., Fond du Lac, WI 54935, had her application for an insurance license denied for 60 days. This action was taken based on allegations of failing to disclose criminal convictions on a licensing application.

conduct, failing to disclose a criminal conviction on a licensing application, having an administrative action taken by the state of Minnesota related to engaging in a business without a license, and failing to pay forfeitures as ordered.

Edwin W. Nielson, 1600 Aspen Cmns., Ste. 600, Middleton, WI 53562, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Kellie M. Szuslik, 7025 W. Forest Home Ave., Greenfield, WI 53220, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Sean P. O’Connor, 519 N. 93rd St., Milwaukee, WI 53226, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Dale R. Thompson, 8720 W. Landon Rd., Exeland, WI 54835, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Keith R. Olson, 1326 Columbia Ave., South Milwaukee, WI 53172, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Stephanie M. Thurow, 8315 Flagstone Dr., Apt. 304, Madison, WI 53719, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Timothy J. Putney, 3032 S. Superior St., Milwaukee, WI 53207, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Salvador B. Tovar, 927 Union Ave., Sheboygan, WI 53081, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Brett A. Rammel, 105 Wilmont Dr., Waukesha, WI 53189, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

James Sopland, 1276 146th Ave., New Richmond, WI 54017, had his application for an insurance license denied. This action was taken based on having a criminal conviction that may be substantially related to insurance marketing type

Allegations

and

Travis Van Dyn Hoven, 1798 Hunters Glen Dr., Oshkosh, WI 54904, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jason A. Wollin, W2646 Block Rd., Appleton, WI 54915, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Actions Against Companies

Partners Advantage Insurance Services, LLC, 4204 Riverwalk Pkwy., Ste. 300, Riverside, CA 92505, had its application for an insurance license denied for 60 days. This action was

taken based on allegations of failing to disclose an administrative action taken by the state of California on a licensing application.

It’s your move. Now what?

Plan for the future and join Wisconsin’s largest independent agency. Our culture, services and carrier options provide an array of solutions benefiting both your clients and you.

• Be a Producer Owner at RRA and keep your book • Allow RRA to handle administrative details • Continue working until you decide to step back or retire • Find the right buyer for your book and maximize your return

www.robertsonryan.com/careers

Confidentially Contact Gary Burton 414.221.0386 // gburton@robertsonryan.com APRIL 17 9

Vulnerability is in the Bank

Money

by Todd Cohen

Many factors can impact one’s feeling of comfort and security for their jobs and livelihoods. A shifting and unsteady economy. Tumultuous global events. The unforeseen and unpredictable can shake one’s confidence to the core. You see the same phenomena with anyone who has something to sell—which is all of us. Regardless of what you are selling—a product, a service, and of course, yourself, there are unfortunate instances of people taking any business and not quality business. Why? Your internal fear of allowing yourself to be vulnerable and accepting the business and responsibilities you know you can deliver at 100%.

Where things begin to veer off track is when people think they are going to lose their jobs or lose a sale (which is the same thing) they hold on tighter to them or take any deal. In doing so, you stretch yourself thin and tend to accept more and more responsibility. Subsequently, when people assume more responsibility than they can realistically handle, they become inefficient and less successful. In other words, holding on tighter in an attempt to ensure job security is actually harmful and professionally destabilizing.

What this means is that you cannot and should not attempt to be everything to everybody!

When you try and to do it all, you wind up making bad decisions, which leads to settling and a feeling of unhappiness and dissatisfaction with your choices. In that event, everyone suffers; the client, the employer, your colleagues and you.

All because you’re hanging on so tight that you don’t allow yourself to be vulnerable. In other words, a strong indicator of any success is your ability to be vulnerable and know your strengths, your weaknesses and having the courage to walk away when necessary. It’s about having the bravery to embrace one simple concept—you will be more successful when you can successfully articulate your position and say “no” when you should. A simple concept that is in actuality very difficult to do.

Become vulnerable, improve job security and get more at the same time.

When people think of sales, the words “aggressive” and “pushy” can come to mind. It’s a product of many poor experiences dealing with sales staff. “Vulnerable” isn’t a word that you would often associate with sales—and that reason alone proves its importance. Vulnerability allows your clients and customers to view the entire sales industry through a new prism.

So how can you let go, become vulnerable, and actually improve your standing with your clients and colleagues?

10 APRIL 17

In a sales culture, everyone knows that they play a vital role in the sales cycle. And regardless of whether their role is visible or not, it is an essential part of the sales ecosystem. In some cases an individual’s contributions may not be immediately seen, but he or she knows that their role is essential to clients ultimately saying “yes.” This is the essence of sales culture.

In organizations that are more siloed—and thus highly dysfunctional—there are people who believe that gripping very tightly to their jobs and staying beneath the radar will increase the odds that they will be “okay.” Here’s the problem with that theory. You are more likely to be seen as a valuable member of the company if you know and can communicate your specific area of expertise and stick to it. When you can communicate your value proposition in a compelling way, you make yourself vulnerable and more secure at the same time. Why? Because now people know what they are “buying” in you and you can now do a much better job.

Consider these points: 1. Vulnerability is Tough.

Letting go is hard. But by holding on to all the responsibilities, or taking any business that comes your way, you increase the chances of becoming mediocre because you can’t do it all—and you don’t have to. Being vulnerable means that you are able to say “no” to the so-called opportunities and business that are not actually quality business.

2. “Vulnerability is Nobility.”

Your ability to be vulnerable is noble. People want to deal with others who know what they do and know what they don’t do. In this way, being vulnerable earns you respect.

Plus, you’ll find people will want to have you as part of their virtual team.

When you are engaged to do what you do well, you increase your security, your role in the sales process, and the customer experience. Vulnerability is the desire to ask someone for feedback and be prepared to hear the answer and not be defensive. Vulnerability and defensiveness are diametrically opposed.

3. Vulnerability is a Professional Skill.

5. Vulnerability is Attractive.

It takes a high degree of professionalism and maturity to know that you contribute in a certain way and in other ways you don’t. Knowing where that line is and when not to cross it is the hallmark of a true professional and someone people want to buy from or someone people want to work with.

Simply put, people will buy you and from you when they know you are real. Showing your authentic self and communicating plainly and directly is the key component here. People want to know that you can identify with them and that you understand them. Being truly vulnerable means that you are not afraid to show yourself.

4. Vulnerability is Cool A sale is a complex series of interactions among people who all contribute some form of intellectual capital to the sales process. And it is through these interactions that clients or prospects get what they need to say “yes.” When you accept that staying focused on your own area of expertise is valuable, you’ll be at peace with being vulnerable. Most important, you’ll be confident and on your game. The sales team and the client will see this and they’ll say “yes!” Vulnerability is indeed money in the bank.

Allow yourself to let go and reap the rewards that vulnerability affords.

Todd Cohen, CSP is an accomplished and sought after speaker, sales culture expert and author of Everyone’s in Sales and Everyone’s in Sales; STOP Apologizing. Todd’s dynamic and motivational presentations are based on the foundation that regardless of career path or position, everyone is a salesperson. Since 1984, Todd has led sales teams to deliver more than $850 million in revenue for leading companies including Xerox and Thomson-Reuters. For more information or to book Todd Cohen for your next meeting please visit www.ToddCohen.com.

APRIL 17 11

Customers are loyal when they feel good about a brand The buying experience is changing. While value is dominant, feeling good about making purchases is increasingly important to customers. They want to "invest" their purchasing dollars with brands that share their concerns.

appreciation with their loyalty.

Examples: Subaru makes a donation to customers' favorite charity; "Fresh" helped send Subway's sales off the charts; the appeal of "Buy local" is helping small business sales.

For example: • A home appliance retailer might rehab kitchen appliances customers turn in when buying new ones and make them available to low-income families.

Sure, it takes some imagination, but most businesses can discover ways to align their capabilities with customer values.

Bottom line: more customers not only want to feel good about what they buy, but they're willing to pay more and show

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

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.

12 APRIL 17

To Lead Others You Must

Serve Others —The Importance of Servant Leadership

by Walt Grassl

Paul was 24 years old. He was shy and the youngest member of his workgroup. During lunch with his coworkers, the conversation turned to the recent promotion of his current supervisor, Charles. They speculated about who would replace him.

There was a major concern that a coworker, Terry, was lobbying hard for the position. Terry got along with no one. He was hoping to get the job “So people will do what I want them to do.”

within five feet of their workstation.” In meetings, they solicit input from the more reserved team members, who are often silenced by the more outgoing team members.

While the group was lamenting about that possibility, Paul asked why no one there was vying for the position. One by one, they all had their reasons why they didn’t want it. Paul shook his head and said, “If you are not part of the solution, you are part of the problem.”

3. They are humble. Servant leaders understand the importance of being humble and grateful. They know that without everyone’s effort, they simply won’t succeed. They make sure they consistently thank their team members, individually and collectively. A servant leader makes a conscious effort to walk around and catch people doing things right.

Two weeks later—much to his surprise—Paul was called into Charles’ office and offered the job. He was shocked. While most of the group was under 30, one member was in his mid40s. Paul thought, “I can’t tell my dad what to do.”

After sleeping on the offer overnight, Paul accepted, on the condition they train him to be a leader. Charles agreed. Paul aggressively sought training at work. He also read voraciously about leadership—for the rest of his life. Paul learned that the leadership was not about telling people what to do.

He learned to be a leader who shares power, puts the needs of others first and helps people develop and perform at the highest level possible. He later heard these principles described with the term Servant Leadership.

Here are seven things servant leaders do, and why they are important: 1. They sell, they don’t tell. The servant leader persuades others with inspiration, not force. The phrase “Because I’m the boss,” never leaves their lips. That approach may get you what you want in the short term, but it won’t inspire others. A title doesn’t make you a leader. The ability to have an impact, to influence and to inspire does.

2. They value diverse opinions. The servant leader listens to others. They recognize that everyone has something unique to offer. They want to hear different points of view.

They believe in the old expression, “Everyone is an expert 14 APRIL 17

4. They create a culture of trust. Servant leaders keep their work. They do what they say they will do, and they’re dedicated to doing the right thing. When the team fails, they accept the blame. When the team succeeds, they focus the credit on the team. They feel the tension between the needs of the bigger organization and the needs of the team and they seek balanced solutions. When decisions flow down from higher authorities, that may not make sense to the team, they explain the politics and the big picture. They don’t expect blind obedience.

5. They see themselves as part of the team. The servant leader knows their team is their most important asset. The team helps them succeed. When the situation dictates, they roll up their sleeves and help get the job done. If some of the team is working on the weekend to save schedule, they show up to support the team.

6. They develop other leaders. The servant leader doesn’t hoard knowledge in fear that they might be replaced. They know the best way to lead is to create other leaders. They don’t want to be the bottleneck to the team’s success. They allow their team members to present to senior leadership, to give them exposure.

7. They think long term. Servant leaders focus on both the immediate task at hand and the important but not urgent activities needed for a healthy organization. They spend a

great deal of their time sharing what they learn and helping

themselves to meet the accelerated deadline. They had already

others through things like career counseling, suggesting con-

gone above and beyond. He said he would take the blame.

tacts, and recommending new ways of doing things.

The next morning he received an email from the head of his

Paul had a long, successful career as a leader. He inspired

team. “We’re going to meet the new deadline. We are not

loyalty from the people he led. He mentored many employees

doing it for Bob—we are doing it for you.”

that were his direct reports. Employees from other organizations were referred to him.

Paul reluctantly let them push to meet the new deadline. As

One time, Paul’s project team was given the challenge to

relationship with his team.

bad as he felt about Bob’s behavior, he felt good about his

accelerate a prototype product delivery. Paul did not immediately commit his team to do the impossible. He presented the

At the end of the day, we all want to succeed and be recognized.

challenge to the team and the team concluded it could, with

Being a servant leader is a great way to work toward creating a

a lot of overtime, meet the delivery. But the documentation

positive and productive workplace.

would take one more week. Paul reported this to his manager, Bob, who agreed with this approach.

Walt Grassl is a speaker, author, and performer. He hosts the radio show, “Stand Up and Speak Up,” on the RockStar Worldwide net-

While the team was celebrating the successful accelerated deliv-

work. Walt has performed standup comedy at the Hollywood Improv

ery, Bob showed up and announced that they needed to com-

and the Flamingo in Las Vegas and is studying improv at the

plete the documentation in two days. Paul was furious about

Groundlings School in Hollywood. For more information on bringing

the bait-and-switch. When Bob left, Paul told his team not to kill

Walt Grassl to your next event, please visit www.WaltGrassl.com.

Attorney ROBERT PROCTER

AXLEY INSURANCE

Attorney TIM FENNER

Attorney MICHEAL HAHN

ATTORNEYS

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

• Insurance Agency Ownership & Operations • CSR & Producer Employment Matters • Appearances Before OCI

MADISON, WI 53703 | WAUKESHA, WI 53186

• Drafting Contracts • Mergers & Acquisitions • Plans of Perpetuation & Succession • E&O Consultations

800-368-5661 | LAW@AXLEY.COM | AXLEY.COM

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

SERVING POLICYHOLDERS AND INDEPENDENT AGENTS IN WISCONSIN SINCE 1854 APRIL 17 15

In Sales and Business

You DoWhatever You Have to Do to Win

by John Chapin

Recently Shaunae Miller of the Bahamas won the women’s 400 meters at the Rio Olympics by diving over the finish line. Some say she fell, others say she dove, but either way, she won, as it is legal to fall, dive, or do whatever you have to in order to get over the finish line first. Still, some people cried “foul” because, to them, this didn’t seem fair. This situation, Deflategate, and other examples raise the question of right and wrong, and fair and unfair when it comes to winning in sports. What about when it comes to winning in sales and business? Is there a gray area? Is there a line somewhere that we don’t cross? Or is selling in the same category as love and war where “all’s fair”?

The Rules for Pushing the Envelope when Competing

Rule 1: Know the Rules and Laws Intimately You do whatever you need to do to win as long as it is legal and ethical. Because of this it is very important to have a complete understanding of the rules and laws. I find that people who say “that’s not fair” when a competitor uses a creative but legal tactic against them to win, simply weren’t aware of the tactic and would have been the first to use it had they known. I also find that many people incorrectly interpret rules and laws as an excuse for not stepping out of their comfort zone or going above and beyond. You must use all rules and laws at your disposal to win. Shaunae knew it was legal to dive, so she did, and she won.

Derby. I won by knowing the maximum weight for a car was 5 ounces, a little something about aerodynamics, and the fact that graphite would help my wheels turn with the least friction. Okay, correction, my dad knew all that. In any case, we crafted the car for aerodynamics, my dad filled the cockpit with clay, bolts, and nuts until we were at the maximum weight, and I put graphite on the nails holding the wheels… and WE won. I remember looking up the rules to identify the maximum weight and whether or not it said anything about graphite: 5 ounces, and nothing on graphite, so we used it. Know the rules and the laws and be resourceful without crossing ethical or legal lines. Oh, and surround yourself with smart people like David and my dad.

Rule 2: Tell Horror Stories Related to the Competition

You also need to know what isn’t in the rule book that you might be able to use to your advantage. For example, when I was eight years old, my best friend David and I played minor-league baseball. One day, when I was the pitcher and he was the catcher, David, who is now a sports announcer, and even at 8 knew more about sports than most adults, had the bright idea to intentionally walk the other team’s super-star player. He called for time-out, marched out to the mound and said to me, “John, let’s walk this guy. When I stand up and step off to the side, just throw the ball to me.” He did, and I did, and after the first pitch the coach from the opposing team erupted and came flying out of the dugout screaming and yelling that “we couldn’t do that.”

The coaches and umpires, unable to find any rule against it in the rule book, allowed us to intentionally walk the batter, but just this one time.

One of the first rules of sales is that you NEVER bad mouth the competition. I agree. This is not the same as bad-mouthing the competition. You’re going to tell stories about bad results of some of their common practices, not attack them personally. You’re going to use these stories when a customer is in danger, or you are about to lose a major account and you are trying to save it. In these situations, the gloves come off and everything is legal. You’re looking for situations in which customers have been hurt by something the competition did or overlooked. For example, three years ago a friend switched his insurance and saved $300. He was told it was exactly the same policy, the new company was simply less money. After he had a serious motorcycle accident, he found out it wasn’t the same. The new company had an exclusion so he wasn’t covered under his umbrella policy when he was on his motorcycle.

Another example came when I was in Cub Scouts. The highlight of that experience was winning the Pinewood

The key here is to raise a reasonable doubt. You have to show the prospect the potential pain to going with the

16 APRIL 17

competition. Is there something that can hurt them like in the story above? If so, tell a story of someone who got bit by their mistake. If you’ve been in your business for any length of time, you have some solid stories of people who got hurt by the competition in one way or another. If you don’t personally have stories, go to others who have been in your business a while that have good stories. Oh, and if you catch the competition outright lying, let the prospect know and have them get the lie in writing to cover their butt.

Rule 4: Leave No Stone Unturned You have to go to bed at night knowing you did everything you could to get the sale. If there was something else you could have done, but you didn’t, you’re always going to wonder if that would have made the difference. So make one more call, spend a little more money making something look better, and put in a little more effort and energy to make sure you do all you can to win.

NOTE: Never outright break a rule or law, get caught in a lie,

Rule 3: Sell on Price

or otherwise sacrifice your ethics. Also, always err on the side of caution. At the end of the day, all you have is your reputation and character.

The last thing you want to do is outright cut your price.

Typically if you are dropping price you are also reducing services or removing options or extras. That said, as an exception, you can drop price as a “last” resort. I remember presenting a new bank branch proposal to a Senior V.P. and he said, “If you can knock $1500 dollars off, I’ll do it.”

Considering it was a $165,000 order, I said, “Done. I just need your approval right here.”

John Chapin is a sales and motivational speaker and trainer. For his free newsletter, or if you would like him to 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. For permission to reprint, e-mail: johnchapin@completeselling.com.

Agents Wanted!

25% Avg Annual Rate of Direct Written Premium Growth (2010 - 2015)

Come Grow with Us! You don’t triple in size in five years without satisfied agents!

Berkshire Hathaway

GUARD

We now feature more lines of business in most states (including a One-Stop Insurance Shopping solution via BizGUARD Plus).

We are a stable open market for your commercial Property & Casualty accounts that provides the qualities you seek: Competitive Pricing • Unique Coverage Extensions • Excellent Commission Potential • Broad Underwriting Appetite • Easy Submission Process • Superior Customer Service

Insurance Companies

We’re the quote you could come up against, so why not join us? Go to www.guard.com/apply

Visit www.guard.com for product availability in specific states.

"It's not whether you get knocked down. It's whether you get up again."

Vince Lombardi — Former NFL Coach

APRIL 17 17

Be Your Client's Hero—

Indifferent Service is Worse Than Bad Service

by Chip R Bell

I fired my insurance agent and hired a new one. The old insurance agent did absolutely nothing bad and if I called the office, his clerk was friendly. He just never did anything other than write my insurance policies and send me annual premiums. He never called to thank me for my business. Instead, he opted to send a form letter at renewal time. And, this is a small independent insurance office in a small town, not some mega-business with a gazillion customers.

The straw that broke the camel’s back was when I called one Wednesday afternoon just minutes past noon to inquire about getting a new umbrella policy. A recorded message informed me that the agency office always closed on Wednesdays at noon, but it would reopen Thursday at 9 a.m. There was no answering service to channel my call, in case this had been an insurance emergency. I considered sending an email, but when I Googled the agency name I found it did not have a website; and an email address was not included on any of the agency’s correspondence. If this was 1950, such practices might have made more sense.

with you? “You know,” he told me, “We have many chan-

My new insurance agent (from the same insurance carrier) is always available—24/7. During our first phone call, he took a quick look at my four policies—home, two cars and a boat— and he informed me that the homeowners policy I had was an old one and he could provide me a newer policy with better features and a 40 percent reduction in my premium. Then, he backed up his words with a detailed email. I wondered why my terminated agent never bothered to shift me to a better offering. Maybe he was busy getting new customers while he let his old ones sneak away to a competitor.

contact. It means knowing more than the usual boilerplate

What today's customers want.

nels today, and I want to make sure I use the one you prefer.” In our first year together, we mostly communicated via email. However, last year at our annual sit-down review, we changed my preferred channel to “text me.” It was symbolic and a recognition that when it comes to customer service, today’s fad can become tomorrow’s antique.

Customers want a demonstration that you know and understand them. Contact centers win when the screen is populated instantly with all the center knows about the customer, including personal information picked up from the last customer information; it includes remembering the customer has a 17-year-old heading for college or the customer’s spouse enjoys fly-fishing. Sure you send a birthday card, but what about anniversary or a congratulations note to that graduating senior in your customer’s family?

No. 2: Include me My agent knows I write and speak about customer service.

Periodically, he asks my opinion on how to handle a unique customer service challenge. It makes me feel valued. Customers’ loyalty soars when they discover they can be active participants

The landscape of customer loyalty has been recontoured!

Customers get terrific service in pockets of their life and use those experiences to judge everyone else. Customers have more choices and are forced to use their service experience as a gauge of product and service excellence. Today’s customers are much smarter buyers. Social media has made every person everyone else’s Consumers Report. Figuring out how to retain customers today is no simple task. However, below are five key loyalty drivers that fit most insurance customers most of the time.

in the service experience. It involves giving customers choices.

No. 1: Understand me When my new agent and I met for the first time, he asked a key question: How would you like me to communicate

they see and feel, and ask for their ideas on improvements?

18 APRIL 17

Why can’t customers select what they want to hear if they are placed on hold? What if you used a lot more, “What do you think?” and a lot less “Here’s what I think.”

I always feel like a valued partner when I am asked for feedback on how an enterprise could improve. As service providers, we are all blind to the details of our own service, much like the wallpaper in our kitchens. Customers see the details we take for granted. Why not pick their brains on what Customers will care when they are given a chance to share.

Give your customers an opportunity to put “skin in the game.”

No. 3: Teach me My insurance agent believes a well-informed customer is the best customer. He has not just become my insurance agent, but also my insurance mentor. I get articles from time to time providing me helpful information about insurance. The best part are the tools that help me make smarter decisions about how to keep my financial affairs in order and updated. And, they are not boilerplate sales pitches disguised as a newsletter; sometimes it’s obvious they are articles he has downloaded and photocopied for me.

A large customer contact center elected to alter their closing question from: “Is there anything else I can help you with?” to “What can I help you learn more about today?” It realized, the original closing question subtly signaled to customer that the conversation was essentially over since it was lengthening call handle time. Unfortunately, it also was trashing first-contact resolution scores since customers, encouraged to end the first call, had to call back if they had another issue. Once the call center changed the final question, customer satisfaction scores soared as did first-contact scores. Customers tend to value organizations that help them grow. Make every person in your office a mentor to your customers.

No. 4: Protect me A value proposition includes the product (or outcome for nonobject selling companies), the price, and the experience involved in getting the product or outcome. These “givens”—like the air we breathe—are taken for granted unless removed. We assume banks will be safe and hospitals will be clean. These “taken-forgranted” attributes are service air. Customers are loyal to organizations that make sure the basics are always done perfectly.

Today, customers are far less tolerant of wait time; processes that only benefit the organization; and broken promises. Take an empathy walk through your customers’ experience and notice all the places on their journey when effort can be eliminated or minimized. And, think about the popularity of Amazon and Zappos to your customers. What are their store hours? Might your customers be examining your availability through Amazon eyes?

No. 5: Surprise me Today’s customers want sparkles and glitter; a cherry on top of everything. They want all their senses stimulated. It means

viewing customer service much like an attraction. Think of the service experience like Cracker Jacks. What can be your “free prize inside?” Sewell Lexus dealership in Dallas programs your radio stations on your new car from your trade-in and lets you discover it. Look for simple ways to treat customers like today is their birthday.

Remember: Surprise is not just the whimsical adds you provide; it could be the super-friendly disposition of your receptionist or the helpful tone on the other end of a phone call. Assume your customers just returned from Disney World. What might they expect your office experience to be like? If Bass Pro Shops or Cirque du Soleil were in charge of decorating your office, what might they recommend?

Loyal customers act as a volunteer sales force; championing your insurance practice to others at home, work, in social circles and even around the globe via recommendations on social media. And, because they feel committed to you and see both emotional and business value in the relationship, typically they will pay more for what they get from you because they are convinced it is worth it. The formula for creating and sustaining customer loyalty comes through understanding, inclusion, learning, trust and joy. Put these five features in your customers’ experiences and watch their admiration soar right along with your bottom line.

When customer acquisition costs are many times greater than customer retention costs, failing to invest in your current customers is downright foolish. Are you showing your customers perpetual TLC or do they only get your indifference? In today’s highly competitive world, indifferent service is no longer considered by customers to be neutral or plain vanilla. Their expectations for value have put “ho-hum service” in the “bad service” category. In today’s competitive insurance world, bad service can signal to customers you are just careless, but indifferent service screams to them you don’t care. Take your customers for granted and they will be vulnerable to the Sirens call of the competitor nearby.

Chip R. Bell Senior partner, Chip Bell Group Bell is a renowned keynote speaker and the author of several bestselling books. His newest book is Kaleidoscope: Delivering Innovative Service that Sparkles. He can be reached at chipbell.com.

—Reprinted with permission from PIA Management Services Inc.—

Commit yourself to quality from day one...it's better to do nothing at all than to do something badly.

APRIL 17 19

How to Write

An Email

They'll Read

by AIMS Society

It's likely your inbox volume has already moved into triple digit territory. You delete one message and another arrives. That's the reality for nearly everyone, including your clients and prospects, and while email is the tool none of us could live without, it also presents a challenge for sales people. How can you write a message that gets noticed? How can you break through the clutter and invite a read-through?

It starts with the topic line. Why is this so important?

Because 33% of all recipients open a message based only on the subject line and 69% will report email as spam based on the same.

Be specific. If you’re forwarding an invoice, say so in the topic. Include pertinent details, such as the invoice number, to assure future search-ability. “New Safety Regulations” falls flat. “Don’t Miss the 12 Safety Regulations Starting July 2017” garners more attention and begs action.

Start fresh. Too often, people simply add to an existing email string, but introduce a new topic. If your new message pertains to professional liability, but you add it to an earlier email chain related to employee benefits, you are creating a nearly impossible trail of information to follow or refer back to later. When you change subjects, change subject lines. In addition, messages that are simply forwarded and include “FW:” in the topic title are 17% less likely to be opened.

As for the body of the email:

Personalize the message. While mass emails are sometimes appropriate, if you are asking another professional to do something, take the time to address them directly.

This doesn’t mean you can’t send the same general message to multiple parties, but make sure they feel they are the only one you’re talking to. This means you can’t rely simply on one or two dynamic files where you insert someone’s [FIRSTNAME] or [COMPANYNAME]. Take the extra 30 seconds to write something unique.

Be genuine. Write an email as if you are speaking. Stilted

Since 1878

language, business speak and too formal an approach come off poorly. Email is impersonal enough without your writing style making it more so.

Add something more. If the last time you saw the recipient you exchanged ideas for spring break destinations, close the note by referencing this. “Thanks for taking the time to review this invoice in detail. And thanks as well for the great ideas for our family’s spring break trip — looking into flights to Cancun now!” People like to do business with those they share a personal connection with.

Prioritize the message. If the recipient only reads the first two sentences, do they get the gist of your point?

Shorter really is sweeter. Make bullet points your friend. Save intense detail for the attachment. Grab the reader and then let them go. If they have to wade through too much, you will lose them — not only this time, but possibly for good once they learn to dread your email style.

Write to their perspective. Which do you think is more effective? “I have a new professional liability product I’d like to discuss with you,” or “You’re at risk of losing millions without our new professional liability product.” Let the reader see what’s in it for them, not for you.

Ultimately, when it comes to emails, as productivity expert and author Laura Stack says, “Don’t overthink it...

The point is that you should challenge yourself to boil your emails down to a few sentences. Strip them of the irrelevant without losing important information. This helps you organize your thoughts in the most direct way possible. You could easily save an hour a day by not overthinking, overwriting and over-replying your emails.”

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 20 APRIL 17

SIA of the Great Lakes, LLC Member of SIAA

• $6.6 Billion in Premium • Full & highest commissions • 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 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

APRIL 17 21

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. 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!

To maintain the CPIA designation: fulfill a bi-annual update by attending one of the three core seminars, an Advanced Insurance Success Seminar (October 19, 2017 in Fond du Lac), 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 interactive marketing and sales training, ongoing resources and networking opportunities to insurance professionals. www.aimssociety.org No Test. Approved for 7 Wisconsin CE credits.

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, 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 – July 18, 2017 Wisconsin Mutual Ins. Co. Madison, WI 22 APRIL 17

CPIA 2 – July 19, 2017 Radisson Paper Valley Appleton, WI

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

CPIA 3 – July 20, 2017 West Bend Mutual Ins. Co. West Bend, WI

education

turning a company name into a brand It doesn't happen often, but it's a winner when it does. That's what they did at the Nunn Milling Company in Evansville, IN, which is known for its dog, cat, and bird food. They seized the opportunity and turned thair name into a brand: Nunn Better. Can anyone top that?

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

More and more owners, managers, and producers are taking advantage of the solid education provided by the CISR designation program—and for good reason. The “S” in CISR could stand for “Sales” as well as “Service.” CISR courses are a perfect blend of foundational technical training and the skills producers need to create long-term relationships.

CISR courses are convenient one-day classroom courses—also available in self-paced online and in-house formats. The practical knowledge of risks, coverages, and exposures, complement the cross-selling and account-rounding skills taught in CISR courses.

CISR is a solution to satisfaction for your clients, the agency, companies, and you!

Contact PIA of Wisconsin today!

1-800-261-7429 • www.piaw.org

APRIL 17 23

education

Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits COMMERCIAL CASUALTY – REVISED!

life & health

April 26-28, 2017 Radisson Paper Valley Hotel—Appleton, WI 920-733-8000 $102 PIA room rate through 3/28/17 Includes Breakfast

June 21-23, 2017 Holiday Inn Wausau – Rothschild, WI 715-355-1111 $99 rate through 5/22/17 includes hot continental breakfast

• AGENCY ORGANIZATIONS • UNDERSTANDING & MANAGING FINANCIAL STRENGTH • AGENCY PLANNING Mary LaPorte, CIC, CPCU, LIC, CPIA

• life insurance concepts • health insurance concepts Dr. Victor Puleo, PhD., CIC, CFP • long term care insurance • disability income insurance • business continuation and succession planning Richard Goolsby, CIC

• HUMAN RESOURCES • AGENCY PRODUCTIVITY & EFFECTIVENESS Steve Anderson, CIC • legal & ethical responsibilities John Dismukes, CIC, CPCU, AAI, AIS

• retirement planning and annuities • planning for personal needs Fred Stoor, CIC

WI CE Course #69155 4 of 20 are Ethics, Utica Approved

Day One: 8:00 – 5:15

WI CE Course #69162

Day Two: 8:00 – 5:00

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.

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

24 APRIL 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.

education

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: 3 WI CE, No Exam, No Proctor •

35 Topics

Hot Topics: 4 WI CE • • •

Variety of Coverage Topics Ethics Flood

All 9 CISR Courses – 8 WI CE All 6 CIC Institutes – 20 WI CE

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

May 24 & 25 | Graduate | Crowne Plaza – Madison, WI* (May is full, call PIA for placement on waiting list) August 21 & 22 | Cyber Risk | Crowne Plaza Airport – Milwaukee, WI 16 WI CE (*Includes 4 optional Ethics) 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 APRIL 17 25

education

New Topics! Each Approved for 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 registration.

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

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

April 2017 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

Insuring the Building Project: Builders Risk & Installation Coverage 3 WI CE # 1012638

4/3

12-3p

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

E&O Loss Prevention 3 WI CE # 1010749, Utica Approved

4/4

8-11a

Becky Lathrop, CIC, CPIA

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

4/11

8-11a

Jerry Rhinehart, CIC, CLU, ChFC, RHU

The Things Kids Get Us Into 3 WI CE # 1012440

4/11

12-3p

Kym Martell, CRM, CIC, CRIS, AAI

Getting Wise on Health & Wealth: Group Insurance & Savings Plans 3 WI CE 1010870

4/12

8-11a

Karin Klaassen, CLU, LUTCF

Street Level Ethics 3 WI Ethics CE # 1012437 Utica Approved

4/12

12-3p

Chris Amrhein, CIC

ALERT: Agency Legal & Ethical Responsibilities 3 WI Ethics CE # 1010871 Utica Approved

4/19

12-3p

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

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

4/25

12-3p

Chris Amrhein, AAI

A Walk Around the Farm-Farm Property Considerations 3 WI CE # 6000004089

4/26

1-4 p

Sam Bennett, CIC, AFIS, CRIS, CPIA

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

4/27

8-11a

Kevin Amrhein, CIC

Cyber Liability: The 21st Century Peril 3 WI CE # 1012636

4/27

12-3p

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

Construction Defects: Property Damage & the ISO CGL – Tearing Down the Mysteries 3 WI CE 1010869

4/28

8-11a

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

Register online at piaw.org or call 1-800-261-7429.Contact Brenda for in-house webinar opportunities. bsteinbach@piaw.org 26 APRIL 17

education

Certified Insurance Service Representative Open to Anyone!

7 WI CE Credits, 1 of 7 is Ethics, Course #69356

AGENCY OPERATIONS

This course helps make you an indispensable team player in any insurance agency. As you work with colleagues and customers, you will do so with enhanced self-assurance and a greater understanding of the dynamics within insurance organizations. Also, understanding how agencies operate is essential training for both insurance agency and company personnel.

• • • • • •

Legal & Ethical Requirements The Insurance Agency, Industry and Marketplace Communication Agency Workflow APRIL 25 • APPLETON Account Management Errors & Omissions

CLASS SCHEDULE Instruction

8:00 a.m. – 3:45 p.m.

Group Lunch

John Dismukes CIC, CPCU, AAI, AIS

Optional Exam

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 #69367

INSURING PERSONAL AUTO EXPOSURES

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

Todd Davis CIC–10TH

• • • • • •

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

CLASS SCHEDULE Instruction Group Lunch Optional Exam Nicole Broch CIC, CISR–17TH

8:00 a.m. – 3:45 p.m.

12:00 p.m. – 12:45 p.m.

MAY 10 • WAUKESHA MAY 17 • GREEN BAY

$170 Per Course Includes Lunch

4:15 p.m. – 5:15 p.m.

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

APRIL 17 27

education 2016 National Outstanding CSR of the Year Winner Kelly D. McGowan, CISR Elite

NOMINATE: Nominations are now being accepted for the 2017 Outstanding Customer Service Representative of the YearÂŽ award. Nominate yourself or a deserving colleague.

ENTER: Write a 1,000-word essay on the 2017 customer service topic specified on the Nomination Form.

Entries are due no later than May 1, 2017.

WIN: The national winner receives a 2,000 cash award; national finalists win $ 500; nominate the national winner, and receive $1,000! $

Get the recognition you deserve.

Get the glory for your agency.

Show your customers you care enough to be the very best.

www.piaw.org for Wisconsin Insert PIA Logo VisitVisit

PIAW for information Wisconsin Forms Insert contact in thisforms. area. Š 2017. The National Alliance for Insurance Education & Research.

28 APRIL 17

3053-0117

education

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

MAY 23 • MADISON

$170 Per Course

CLASS SCHEDULE Instruction Group Lunch Optional Exam John Dismukes CIC, CPCU, AAI, AIS

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

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

APRIL 17 29



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

30 APRIL 17

ers most there when it matters most there when it matters most there when it matters most

Direction

Sheboygan Falls Insurance Company, as part of Donegal Insurance Group, remains committed to our chosen direction for distribution — the independent agency system.

Unlike many others in the industry, Sheboygan Falls has no interest in any other distribution channel.

Instead, we focus our energy on consistently delivering greater value to our agents.

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

Staying true to our chosen course of supporting the independent agency system… another way Sheboygan Falls is “There When It Matters Most.”

Sheboygan Falls Trade Pub Ad - Direction - Half Page 2C.indd 1

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.

3/25/16 1:45 PM

“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

31 APRIL 4/24/15 17 8:48 AM

PIAW Member Benefit

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.

As a PIAW Member you can receive FREE sample producer contracts and employee contracts from PIAW! Developed for PIAW by an employment law attorney, these contracts contain non-compete and non-piracy clauses as well as other standard employment provisions.

We can send them to you via email as word documents so you can customize them with your agency information.

Call or email Mandy at (800) 261-7429; mpenn@piaw.org for information or to order.

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.

Tools & Solutions that work for your business

PMIC_3-625x5_PIA_1216.indd 1

12/13/2016 12:31:09 PM

Get Online With PIA Eservices

Websites | Social Media | Blogs | and More!

www.pia-eservices.com 32 APRIL 17

Be their hero.

ÂŽ

Help clients through the stress of an accident with AAA Accident Assist .

One call brings AAA roadside assistance to their crash site, sets the stage for hassle-free repairs, and reserves a rental car for their immediate use.

And you made it happen.

Contact Heidi Nienow today to learn more.

(608) 828-2614

hqnienow@AAAwisconsin.com

It’s just one of the powerful tools AAA Independent Insurance Agents enjoy.

IE-0011

BE Y R R O W EE! FR

Insurance underwritten by Auto Club Insurance Association or Auto Club Group Insurance Company.

BE WORRY FREE WITH IMT 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 high-touch 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 APRIL 17 33

Boost Your

Agency's Efficiency

by John Chapin

Increasing employees' productivity by reducing underperformers.

The biggest issue I see in the workplace by far is a lack of accountability. Similarly, the biggest issue I see in sales forces is letting salespeople stay on the payroll while doing close to zero, or in some cases, while even losing the company business. I’m not talking about non-production over a period of days, weeks, or even months, I’m talking years in many cases. This absolutely needs to be addressed if you are going to be a highly successful sales organization. In one case an insurance agent was on the payroll for seven years with almost no production the entire time because he was a friend of the agency owner. In another case I saw a salesperson do virtually no business for over three years yet stay employed because the owner needed to “save this person and his family.”

Non-productive salespeople are killing your business, not only in salaries and related items, but also by dragging down everyone around them. You are also hurting, not helping them, by keeping them around. So if you are one of those who keeps people around much longer than you should, or you’re wondering why motivation and morale are lacking in your office, read on.

1) The bottom 20% are causing 80% of your headaches and problems.

They are also the biggest drain on your time, money, and resources while bringing in only about 2% of your business. In insurance agencies I see the bottom 20% continually go back and argue and fight with office staff over taking a second look at less-than-desirable business and bad risks because they have no other business prospects. I see this same 20% call underwriters at insurance companies and waste hours of their time trying to push through miniscule, risky business opportunities, so they can get a measly little sale. These people sap energy, dampen enthusiasm, and kill morale within the office, not to mention your bottom line. These people are your business dragnet and they are hurting all involved including customers, prospects, other employees, vendors, you, and even themselves and their families.

2) By keeping the 20% you are actually hurting, not helping them.

It baffles me when someone keeps a person in a job that they obviously are not cut out for, that they perform horribly at, and one in which they do not like, but I see it all the time for a myriad of reasons. I once had a business owner tell me, “I can’t get rid of this person, he is married and has three kids.” The employee he was referring to had recently missed two mandatory sales meetings because he was traveling with his family two States away to check out, and subsequently purchase, a $600 puppy. The next time the owner 34 APRIL 17

uses that excuse, he’ll have to add the “new puppy” in after the three kids. Here is a struggling salesperson, who has no qualms about taking on another mouth to feed, and yet the owner feels more responsible for the salesperson’s family than he does.

While the owner is under the delusion that he is somehow “saving” this person, in reality he is squashing his future possibilities for success along with his confidence and self-esteem. It’s impossible to be in a job that you don’t do well, and that you aren’t cut out for, and feel good about yourself. The owner is also robbing him of the opportunity to take full responsibility for himself and his family while finding something he is good at and does enjoy.

Let’s go back to the example in which a company kept an underperformer around for seven years. This man, who came in confident and assured, was a shell of a man after seven years. He had no self-esteem, no self-worth, and was also experiencing significant marital and other family issues. People in a bad job situation similar to this look for distractions and these distractions are rarely good. Also, how you feel about yourself affects every part of your life, not just work. Keeping this person in this job was far more damaging than a brief blow to the ego by letting him know early on that this wasn’t the right job for him. They finally let him go but even years later, the significant negative effects are still evident.

When you keep people around that you shouldn’t, you do everyone a disservice. You hurt the employee by not allowing them to see and deal with reality, you kill morale and

attitude within the organization, and you set a bad example.

Also, what you put up with you condone, promote, and create more of. This approach also builds resentment and disdain. You look weak as a leader. People start talking behind your, and one another’s backs, and rumors start flying. It creates the worst possible scenario.

3) Getting rid of 20% of your salespeople will give you a bump in motivation and production.

A real estate manager had been putting up with very bad behavior out of her top producer for 5 and a half years. When I first suggested letting her go, the office manager told me I was “loony toons” because she comprised 41% of total office sales. When she finally had no other choice but to let her go, she said the next day it was like a weight had been lifted.

That day, two of the bottom producers quit, and the other people started working because they realized she meant business. The result was a 53% increase in sales the following year and in the cases where they competed head-to-head with the former agent, they won the business 11 out of 13 times.

The point of this story is: first, your 20% aren’t always your lowest performers, and second, in addition to low performers, you also have to deal with your attitude issues.

Underperformers and negative people infect everyone. It is literally like letting someone with a contagious, deadly disease openly walk the floor of your business.

No one likes to fire people and yet, that isn’t a sufficient rea-

WM WIS PIA Financial Strength 3-17.indd 1

son for not doing it. The goal of laying off your non-producers and attitude problems is to eventually end up with a sales team that is hitting on all eight cylinders and in which you don’t have to fire anyone. You want a professional, accountable sales force that shows up every day, does what needs to be done, and brings in lots of good, clean business. Once you have these people in place, you no longer need to lay people off. You will however continue to improve the work environment and invest in personal and professional development.

How do you attract better employees? Become a better company, one in which people are held accountable and negative attitudes are jettisoned.

Note: Your number may be something other than 20%. It may be 40%, or only 10%. This is really a question of who is hurting your organization and who is helping?

Getting rid of your chronic underperformers and attitude issues will make you a more credible leader. It will motivate all others to either leave or get to work. Resentment will disappear. You’ll stop wasting the time of all your support people. Morale will increase. And you will see a positive impact, and most likely a substantial one, to the bottom line.

John Chapin is a sales and motivational speaker and trainer. For his free newsletter, or if you would like him to speak at your next event, go to: www.completeselling.com. John has over 28 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia. For permission to reprint, e-mail: johnchapin@completeselling.com.

35 APRIL 17 AM 3/1/17 10:43

new MEMBERS

PIA of Wisconsin

AGENCY Affordable Midwest Insurance Group West Milwaukee, WI

AIM Group Inc.

Sheboygan, WI

All American Insurance Services, Inc. Appleton, WI

Allegiant Insurance Agency Fremont, WI

American Advantage Insurance Group Green Bay, WI

American Advantage–Lauterbach Agency Elm Grove, WI

Armstrong Insurance Agency Hayward, WI

Bartl Insurance Agency LLC Thorp, WI

Berry Insurance Group Milwaukee, WI

Boll Insurance Group, LLC Waupaca, WI

Campbell Insurance Agency Baldwin, WI

Champan Insurance Schofield, WI

Clavette Insurance LLC Hales Corners, WI

Client First Insurance Agency, Inc. West Bend, WI

CNH Industrial Insurance Agency Kenosha, WI

Conway Insurance Services, LLC De Pere, WI

Coverra Insurance Services Sparta, WI

Cyber Data Breach Insurance, LLC Elkhorn, WI

36 APRIL 17

Day Insurance Agency Fort Atkinson, WI

Feivor Insurance Agency, Inc. Shawano, WI

Fox River Insurance and Financial Services Appleton, WI

Gehrke Insurance Agency, Inc. Madison, WI

Hamilton Insurance Agency, LLC Iola, WI

Hansen Insurance Agency, LLC Whitehall, WI

Hausmann-Johnson Insurance, Inc. Madison, WI

Insurance Specialists, LLC Appleton, WI

Janowicz Insurance Racine, WI

Kurt Fauerbach Ins. Agency, LLC Waunakee, WI

Merken Insurance, LLC OshKosh, WI

Mitchell Insurance Agency OshKosh, WI

MM Insurance Associates Inc. New Berlin, WI

Mower Insurance Agency, Inc. Chippewa Falls, WI

Northwoods Insurance Services LLC Winter, WI

Potter Agency Insurance Services

Reid Financial Consultant & Insurance Agency Milwaukee, WI

Republic Associates of Wisconsin, Inc. Elm Grove, WI

Rob Seeman Agency, LLC Janesville, WI

Rockwood Insurance Agency, LLC Superior, WI

Rodrian & Associates Brookfield, WI

Schofield Insurance Agency, LLC Weston, WI

SG Insurance Agency, Inc. Oregon, WI

Statewide Insurance Group, LLC Wauwatosa, WI

The Guardian Insurance Group, LLC Lake Mills, WI

Theune's Insurance Agency - Oostburg Oostburg, WI

Thompson Durkee Insurance Agency, Inc. Wausau, WI

Unisource Insurance Associates, LLC Wauwatosa, WI

Vanguard Agency Inc - Barron Barron, WI

Vogt Insurance Agency, LLC Bloomington, WI

Weiss & Associates Insurance Agency Augusta, WI

Eau Claire WI

Professional Insurance Programs/ WDA Ins. West Allis, WI

R Family Insurance Deerfield, WI

COMPANY Farmington Mutual Insurance Company Osceola, WI

Safeco Insurance Waukesha, WI

Your one-stop shop for all of your difficult to insure needs.

WE INSURE THE TOUGH STUFF Transcom is a specialized insurance wholesaler serving independent agencies in Illinois, Indiana, and Wisconsin.

Our focus is writing commercial auto risks of all types, garage business, and E&S type property and casualty risks.

Public Automobile

General Liability and Garage

Commercial Property

Commercial Auto and Trucking

We have earned broad authority from our carrier partners so that most businesses can be underwritten and issued efficiently from our Madison office.

✔ ✔ ✔ ✔

Serving agents in Illinois, Indiana, and Wisconsin.

Industry recognized carriers.

Experienced underwriters.

Knowledgeable and skilled support staff.

(800) 360-3303 transcom-ga.com APRIL 17 37

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. OFFICERS

DIRECTORS

Mr. Brian MacGillis, CPIA 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 Ms. Jodi Cordes, CIC, CRM Vice 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 Treasurer M3 Insurance Solutions, Inc. 3133 W Beltline Hwy Madison, WI 53713 Phone 608-273-0655 Fax 608-273-7783 matt.cranney@m3ins.com

April 2017 June 2017

July 2017

Sept August 2017 2017

Mr. John W. Klinzing, CIC, CPIA Affiliated Ins. Agencies of WI, LLC 3830 Atwood Ave. Madison, WI 53714 Phone 608-310-3924 Fax 608-441-8787 johnk@affiliatedllc.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. 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

Ms. LouAnn Herriges, CIC, CISR American Advantage - IFS, Inc. 353 Forest Grove Dr. #205 Pewaukee, WI 53072 Phone 262-696-5800 Fax 866-255-4440 LouAnn@insurancewisconsin.biz

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

Ronald Von Haden, CIC Executive Vice President rvonhaden@piaw.org Heather Falk, CISR Bookkeeping hfalk@piaw.org Heidi Hodel, CIC, CRIS Member Benefits Coordinator hhodel@piaw.org Mandy Penn Executive Assistant mpenn@piaw.org Becca Prestbroten Administrative Assistant bprestbroten@piaw.org Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

12

AUTOMATION SEMINAR West Bend (3 WI CE)

25

CISR AGENCY OPERATIONS Appleton (7 WI CE, 1 is Ethics)

26-28

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

10,17

CISR PERSONAL AUTO Waukesha, Green Bay (7 WI CE)

23

CISR PERSONAL RESIDENTIAL Madison (7 WI CE)

24-25

CIC JAMES K. RUBLE GRADUATE SEMINAR Madison (16 WI CE, 4 of 16 are optional Ethics)

FULL

21

CISR Commercial Casualty 1 Tomah (7 WI CE)

21-23

CIC LIFE & HEALTH Rothschild (20 WI CE)

18

CPIA 1 Position for Success Madison (7 WI CE)

19

CPIA 2 Implement for Success Appleton (7 WI CE)

20

CPIA 3 Sustain success W ­ est Bend (7 WI CE)

2-4

PIAW 68 th ANNUAL CONVENTION, Potawatomi Hotel & Casino, Milwaukee

13-15 CIC Personal lines West Bend (20 WI CE)

38 APRIL 17

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

20 CISR Life & Health Essentials Rothschild (7 WI CE)

October 2017

Coming Events

May 2017

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. 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 Secretary Robertson Ryan & Associates 12750 W. North Ave., Building A Brookfield, WI 53005 Phone 262-782-5373 Fax 262-782-6327 spaterson@robertsonryan.com

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

STAFF

20,21

CISR ELEMENTS OF RISK MANAGEMENT Waukesha, Madison (7 WI CE)

10

HOT TOPIC—THINGS I WISH I KNEW 40 YEARS AGO Green Bay (7 WI CE)

11-12

RUBLE GRADUATE SEMINAR Green Bay (16 WI CE, 4 of 16 are optional Ethics)

19 CPIA UPDATE OPTION Fond du Lac (7 WI CE) 25

CISR PERSONAL RESIDENTIAL Rothschild (7 WI CE)

26

CISR AGENCY OPERATIONS Waukesha (7 WI CE)

It’s simple, trust matters.

Reliability. Experience. Stability.

These are the qualities clients look for in an agent.

Shouldn’t they be the same qualities you look for in a carrier?

When you’re choosing a business to partner with, look for one ranked by your peers for those very values.

United Fire Group (UFG) was named a Five Star Carrier in four categories by Insurance Business America: ■■ ■■ ■■ ■■

Carrier reputation and financial stability Claims processing Underwriting expertise Range of products

To learn more about UFG, visit www.ufgSolutions.com

simple solutions for complex times ®

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

Magazine

Privilege

INCL INCL

o

Licensed Producer

Nat’l Voting

Agency Information: Agency Type:

o Sole Owner

o

Top 3 P&C Companies (list in order)

Partnership

Other Association affiliated with_____________________________

1)__________________________ 2)__________________________ 3)____________________________

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

Calculate Membership Amount Due:

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

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

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

Signed_______________________________ Dated_______________________

Total Amount from Dues Schedule $_______________ Send:

o

Check

o

MC

o

VISA

o

DIS

o

AMEX

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