March 2017 Wisconsin Professional Agent

professional agent MARCH 2017

What’s Inside?

Why Marketing Fails......... 10 Dos & Don'ts for .Protecting From Cyber Risks............... 12 Questions That Capture Customers Attention.......... 14 News From WCRB............. 16 Salespersons Biggest....... 18 Enemy Winter Get-Away............... 20 Education Section............ 22 Good Business Leaders.... 34

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

Sandhill Cranes in Early Spring

From the

President Brian MacGillis, CPIA — President, PIA of Wisconsin

SIX-MONTH 'CHECK-UP' As I write this article, we are six months to the day since I was elected as your PIA President. So has anything really changed? The organization feels the same as it did six months ago and I still have the same fantastic beard that you see in the top left corner of this page.

Being cognisant of your own performance is the hallmark of a successful agent and it is imperative that your association is aware of areas that need improvement.

Just this week, I was visiting with a customer for a six-month review of their business insurance. Another agent from our office was with me, and without me even knowing, she was evaluating my performance. After the visit, she told me a number of things that I was doing well and gave me some needed criticism on my delivery of the proposal and style.

We all need this type of evaluation to ensure that our everyday habits do not turn into bad or undesirable habits. How can we improve if we don't know what we are doing poorly?

Using that theme, let’s do a six-month ‘check up’ on your association:

The Good: 1) Financially, your association is stronger now than it was six months ago. We have seen good trends in our membership numbers, even with the continued acquisition of agencies by other member agencies (when 'two' members become 'one' member). The majority of the association growth has come by way of agents looking for competitive errors and omissions insurance offerings and superior educational offerings.

2) We are hitting our committee goals…so far. There are still six months to go on this goal, but I am extremely encouraged that the involvement in our committee structure has increased from last year. In addition, our committee chairs are using and expanding upon the goals that were set in September.

3) Both our YPC and Past Presidents have reiterated their commitment to expansion of their scholarship programs to get young professionals involved in our industry.

The honest feedback section - where we need improvement: 1) We need to do a better job at getting you, our members, information on new member benefits. PIA now has over 100 member benefits, but I can imagine that most agents can name about five of those items. PIA brings a value to your agency in the 'thousands' of dollars. Our agents service committee not only carries the task of finding new member benefits, but also helping our agents utilize their membership.

2) Your board is unique in that board members are allowed to run for three-year terms and for two consecutive terms on the board (six years total plus an additional year for the past president). We at PIA need to improve our process of recruiting members who have a passion for PIA and personally invite them to run for our board.

3) We need to find a way to bring better value to our members outside of the large population centers (Milwaukee, Madison, Green Bay, Wausau). Past President Rick Clements wrote about this last year, and this is very important to PIA, as we know the majority of our agency members work on 'Main Street'. PIA will continue to be the organization that serves Main Street businesses and agencies, and I hope you will reach out to help us find better ways to bring PIA to your rural Wisconsin town.

You probably have your own list of strengths that you appreciate about your association, but also a list of improvements.

Just like an agent who needs to hear what they are doing wrong, I want to personally hear from you. My e-mail is brian@macgillisinsurance.com. Let me know. I will keep your responses confidential if you wish, but know that your voice will be heard. Thank you for trusting me at the helm these last six months and I look forward to the opportunities and challenges the next six months have in store.

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 MARCH 17 3

Memos from

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

A NEW WISCONSIN STATE LEGISLATURE A NEW WISCONSIN State Legislature began its work in January. PIAW’s crack lobbying team was ready for the new session and hit the ground running to work for PIA members and the insurance agent community. Here are a few of the items that are high on our radar screen for this session: • Termination of the Local Government Property Insurance Fund. This fund long ago ceased to fill a need.

Today the LGPIF competes with the property and casualty insurance industry in our state.

• Medical care cost containment for Workers Compensation. We support better management of the medical care cost component of Workers Compensation so there are more benefit dollars available for supporting employees on workers compensation and premium rates remain stable.

• Health care for State employees. We oppose selffunding of state employees’ health insurance and support choices in health care insurance. The likelihood of significant cost savings from self-funding is low and the potential for reduced quality of health care is high. This could be the beginning of a slippery slope to include county, municipal, school and other constituencies.

• Prohibit municipalities from redacting auto accident reports. The practice of “blotting out” drivers information (supposedly to protect personal privacy of drivers) makes accident investigation and fault finding unnecessarily difficult.

•

Allow agents to recover costs of accepting credit

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 4 MARCH 17

card payments. We want the legislature to revise the statutes to allow agents to recover the cost of accepting credit card premium payments from clients.

•

Funding the state transportation fund. PIA is part of a broad coalition of business enterprises across the state that supports a fiscally sound method of funding the state transportation fund.

• Eliminate the personal property tax. Wisconsin is the only Midwestern state that still engages in the taxation of personal property. Not all communities actually impose the tax, making it more costly to do business in communities where the tax is imposed. This is an anti-business development tax.

As the session unfolds, there will be many other issues that affect insurance agents and small business. As always, PIA will be on top of the issues. Our lobbyists (your lobbyists) are highly respected and walk the halls of the State Capitol daily to guard your interests and the interests of your clients. They are routinely called to legislators offices for input on insurance and small business items.

The value of having high quality representation at the Capitol far surpasses your individual dues investment each year. You can’t take valuable time away from your work to research, discuss, testify and advise the legislature on issues that affect your business and your wallet. Together, we are a powerful and effective voice.

AND REMEMBER ….. Some cause happiness wherever they go; others, whenever they go.

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.

MARCH 17 5

From the

Boardroom Sandy Hardrath, CIC, CPIA, AAI, IIA PIAW Board of Directors

"GRIT" DO in YOU HAVE IT? 65+ Years Insurance There have been many books written and numerous talks by motivational speakers in recent years about “GRIT”. “GRIT” has been defined by some as passion and perseverance to reach long-term goals. As you passed the New Year a few months ago perhaps you set some short-term goals (how are you doing on those?) and long term goals for yourself. No doubt goals were set for your agency/company so you have all members using their “GRIT” to reach their goals which in turn meets the bigger goals of the agency/company.

Some parents are researching schools their children are attending or will attend to be certain they include in the curriculum development of qualities such as perseverance, conscientiousness and self-control which are the basis to develop “GRIT” With all the social media we are inundated with everyday it is so easy to lose focus on the immediate tasks at hand as well as our long-term goals; that is where passion and self-control come into play. You can breakdown long term goals into smaller goals; a marathon runner doesn’t run the full marathon the first time he/she starts training. They start out slow and work to the ultimate goal of completing their first marathon, then two maybe three or more depending on their passion for running.

So it is as an insurance professional you start with small goals and work to larger goals. Perhaps you take your first CIC class through PIA and the National Alliance, pass the test and then move onto the second and so on until you have received a CIC designation, CISR, CPIA or CRM whatever your goals might be. It takes “GRIT” to pass each one of those exams and move

unto the next. If you have not pursued one of these designations perhaps it could be one of your long-term goals broken down into a smaller goal, take one class each year. The knowledge and networking you take away from these experiences along with the designations set you apart from others in your profession.

Linda Kaplan Thaler and Robin Koval wrote a book titled “Grit to Great” which was rated as one of the top business books for 2015. A few tips she shares to maximize your potential as an insurance professional: Be Bold – talk to a new stranger each day. It is a small risk which empowers you to be more courageous in taking on new goals and meet a prospect.

Get Rejected – one or twice a week it will develop thicker skin as you try to reach more ambitious goals and close that next sale.

Make your Goal your Password – you’ll be reminded and motivated every time you login.

Embrace Boredom – instead of being inundated by all the social media send a few minutes each day just day dreaming so brilliant ideas have an opportunity to come forth.

Do Good – give a stranger a compliment every day. If you make someone else feel better it increases your own happiness.

“GRIT" do you have it? Go get it with passion and perseverance, make a difference in yourself, in our industry and in the world around you.

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 6 MARCH 17

Confidentially Contact Gary Burton 414.221.0386 // gburton@robertsonryan.com

Your customers like working with a local agent to handle their insurance. We think you deserve the same kind of attention. That’s why EMC has a fully staffed branch office in your area — to respond quicker and with a greater understanding of your area’s needs. It’s just one of the many reasons you and your policyholders Count on EMC ®.

MICHAEL LESTER, CPA Premium Audit and Risk Manager EMC Milwaukee Branch

LOCAL SERVICE FOR YOU

AND YOUR CLIENTS. MILWAUKEE BRANCH OFFICE Phone: 855-495-1800 | milwaukee@emcins.com

www.emcins.com ©Copyright Employers Mutual Casualty Company 2016. All rights reserved.

OCI Administrative

Actions Ted Nickel — Commissioner of the Office of Insurance

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

Shawn A. Anderson, 10342 Dyno Dr., Ste. 5, P.O. Box 895, Hayward, WI 54843, 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.

Kelly P. Bieniek, 2520 W. Bonniwell Rd., Mequon, WI 53097, agreed to pay a forfeiture of $5,000.00, agreed to have his insurance license suspended for 30 days, and agreed to certain reporting requirements and penalties for noncompliance with the stipulated order. These actions were taken based on allegations of misrepresenting garaging addresses on automobile insurance policies.

Ilya Brown, 2308 Minnesota Ave., Stevens Point, WI 54481, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose administrative actions taken by the state of Wisconsin and having a recent history of administrative actions.

Edward E. Budler-Ronzoni, P.O. Box 444, Oakfield, WI 53065, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Catina L. Carter, 4428 N. 25th St., Milwaukee, WI 53209, 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.

Sara L. Cavil, P.O. Box 379, Cedarburg, WI 53012, agreed to the issuance of a two-year restricted insurance license with certain reporting requirements. This action was taken based on allegations of having an action taken against her Wisconsin attorney license.

Juan A. Cobos, 4019 Block Dr., Apt. 7172, Irving, TX 75038, 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.

8 MARCH 17

Derrell L. Connor, 639 Oliver Ct., Verona, WI 53593, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes and failing to pay agent regulation fees and penalties.

Sal Corrao, 2130 Chancel Ct., New Berlin, WI 53151, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Trosa Cosey, 5122 N. 64th St., Milwaukee, WI 53218, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Cheyne D. Count, 814 Eastown Manor, Elkhorn, WI 53121, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose pending criminal charges on a licensing application.

Michael J. Curtis Jr., P.O. Box 091808, Milwaukee, WI 53209, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Wayne F. Czypinski, 9806 Spruce Rd., Suring, WI 54174, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Dennis A. Davis, 308 7th Ave., Hiawatha, IA 52233, agreed to pay a forfeiture of $1,000.00 and agreed to the surrender of his Wisconsin insurance license. These actions were taken based on allegations of providing false information on a licensing application and failing to timely report and disclose administrative actions taken by other states.

Mark L. Dickinsen, 4313 W. Cameron St., Eau Claire, WI 54703, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Robin R. DiGiorgio, 6431 W. Girard Ave., Milwaukee, WI 53210, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Lori S. Eshleman, 3116 W. Kinnickinnic Pkwy., Milwaukee, WI 53215, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Brent T. Fennessey, 810 E. 3rd St., Superior, WI 54880, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Glen R. Giroux, 16139 80th Ave., Chippewa Falls, WI 54729, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Marcella A. Grunert, 4318 N. Dayton St., Chicago, IL 60613, 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 Illinois on a licensing application.

Gregory F. Hayes, 214 E. Chetac Ave., Birchwood, WI 54817, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

James A. Houston Jr., 5608 Castle Ct., Racine, WI 53406, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Eugene Humphrey Sr., 2524 N. Sherman Blvd., Milwaukee, WI 53210, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Misti L. Keck, 508 Ceape Ave., Oshkosh, WI 54901, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Troy L. Lorenz, 5309 Malibu Dr., Minneapolis, MN 55436, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Erica L. Lucik, 724 Country Ln., Twin Lakes, WI 53181, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Michelle L. Mahn, 6408 Ross Ave., Schofield, WI 54476, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Richard M. Moore, 7251 W. Fenrick Rd., Evansville, WI 53536,

Allegations

and

had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Joel R. Moyer, 4506 Fox Bluff Rd., Middleton, WI 53562, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jason C. Ronca, 4400 W. Spruce St., Apt. 452, Tampa, FL 33607, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Louisiana on a licensing application and having a recent history of administrative actions.

Frank A. Salazar, P.O. Box 561291, The Colony, TX 75056, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose a criminal conviction on previous licensing applications, having a criminal conviction that may be substantially related to insurance marketing type conduct, and failing to provide information to OCI. Paula W. Smith, 19 Jefferson St., Newnan, GA 30263, 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 Alabama on a licensing application.

Joyce B. Thomas, 3450 Erva St., Apt. 159, Las Vegas, NV 89117, had her application for an insurance license denied for 90 days. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Nevada, Iowa, and Georgia on a licensing application.

Erica D. West, 4295 Ocmulgee East Blvd., Macon, GA 31295, had her application for an insurance license denied. This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct and having an administrative action taken by the state of Georgia.

Jeffrey E. Wilson, 1522 Humboldt Ave., Sheboygan, WI 53081, had his application for an insurance license denied. This action was taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct and having unpaid civil money judgments.

Actions Against Companies

Dailyfeats, Inc., 101 Tremont St., Fl. 11, Boston, MA 02108, had its insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

PSI Holdings, Inc., 137 Main St., Dubuque, IA 52001, had its application for an insurance license denied for 90 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Minnesota on a licensing application and failing to disclose the criminal convictions of its designated responsible producer.

David A. Noyes & Co., 209 S. LaSalle St., Chicago, IL 60604, had its application for an insurance license denied. This action was taken based on allegations of having a history of administrative actions taken in numerous states as well as actions taken by FINRA and NYSE Enforcement.

Smith Insurance Associates, Inc., 1120 Bethlehem Pike, Ste. 208, Spring House, PA 19477, had its 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 Pennsylvania on a licensing application.

Fiorella Insurance Agency, Inc., 515 SE Central Pkwy., Stuart, FL 34994, had its application for an insurance license denied for 45 days. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Florida and Ohio on a licensing application.

Watford Insurance Company, 445 South St., Ste. 220, P.O. Box 1950, Morristown, NJ 07960, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to file a financial statement by the due date and failing to respond to inquiries from OCI.

Benefit Planning Consultants, Inc., P.O. Box 7500, Champaign, IL 61826, had its insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

MARCH 17 9

Why Companies Marketing Right

Can't Get

by John Graham

Marketing rarely fails because of a lack of interest, ideas, or even adequate resources.

However, it always fails when it doesn’t turn prospective buyers into believers.

Marketing derails when it’s little more than a series of loosely strung together and uncoordinated “tactics”— email campaigns, promotions, presentations, blogs, social media engagements, charitable support, newsletters, collateral pieces, webinars, events, and all the other stuff intended to “get the message out.”

While this is a high activity picture, it’s also a fruitless one.

It helps explain why marketing budgets are cut and market managers last a year or two and move on. Then, the story is repeated, once again.

There’s another way to look at marketing: helping customers enhance their lives and fulfill their aspirations. When someone makes a purchase, large or small, it’s as if they’re saying, “I believe.” Far more than spending money, they are putting their trust in a business or a brand.

Making marketing work So, what will make marketing work? What should a company do to get it’s marketing on the right track and keep it there? The answer is in asking the right questions:

#1. What’s your message?

Or, do you have one that everyone in the company can verbalize if asked? Most importantly, could your customers express it? Like so many other companies, you may be letting others define your message. If so, it’s time to take charge. That begins with asking questions and gathering information. Here are a few starters: • Why should anyone want to do business with you?

• What sets your company apart from the competition, if anything?

• What are your customers’ complaints? What do they like about you?

How do you know what your customers think about you?

Ask them. Get on the phone, use surveys, or, better yet, go see some of them. That’s right, in person. They’ll get excited to see you, instead of an invoice.

By now, you may have figured it out. Marketing has nothing to do with your company or what it sells. Marketing is 100% about what customers want and what’s in it for them. To put it bluntly: if you talk about your company, visitors will run. Why? They care about themselves. We can learn from companies with a customer-focused message: 10 MARCH 17

• • • • •

Walmart. Save money. Live better.

Toyota. Let’s go places.

Burger King. Made to order.

Coca-Cola. Taste the feeling.

Capital One. What’s in your wallet?

Now, take it a step further. Focus on what’s important to your customers, such as responsiveness, transparency, ease of access, keeping promises, helpfulness, and caring.

Next, come up with four or five customer-focused messages.

Then, survey your customers and prospects, asking them to select the message that best represents your company. Along with obtaining valuable information, you are letting them know you care.

#2. What’s your strategy?

Then, with a compelling marketing message, the next task is deciding how to deliver it to customers and prospects. In other words, how do you go about pulling them closer, so they want to do business with you?

Here are possible components of a marketing plan. Each one should have it’s own strategy and customer-focused content: • Social marketing. Choose and nurture the social platforms that work best for your business. Don’t dilute your efforts by trying to be everywhere. Explore Facebook, LinkedIn, Twitter, Pinterest, Instagram, YouTube, and Yelp.

• eNewsletters. Capture interest by sharing your knowledge and experience, as well as customer testimonials, along with periodic helpful alerts.

• Events, webinars, and podcasts. Make sure the content is always customer-focused.

• Group presentations. Identify and contact relevant groups, along with asking customers for suggestions.

• Charitable support. Partner with a charity where you can leverage your company’s capabilities and make it your corporate mission.

• Advertising. Both online and print ads do well if your choices are well researched. Consider Facebook advertising.

• Website. Think of your website as a resource for attracting customers. Focus the content on what interests them, what they want to learn not what you want to sell.

• Bylined articles. Demonstrate your competence with both short pieces and longer articles. Post on LinkedIn, and send to trade and general online and print publications.

• Videos. 45 to 90 seconds. Demonstrations, customer testimonials, but no talking heads.

If you think such a list is daunting, you’re right. So, first, tackle those tactics that are most critical. Then, set realistic deadlines for implementing new initiatives, but always think excellence. #3. How can you keep your marketing on track?

Watch out! Marketing tactics often begin with enthusiasm but quickly fade away. This happens when the purpose isn’t clear.

Keep asking, “Why are we doing this?” and “Is it helping us pull customers and prospects closer?” If, the answer is no, evaluate and make changes. More than anything this is what helps keeps marketing on track.

But there’s one more thing, as they say: The effects of marketing are cumulative, not instantaneous. Sure, early adopters are quick to jump aboard, but it takes more time for others. They want to be sure before they buy and that doesn’t happen quickly.

Unfortunately, too many marketers fall into the trap of quit-

ting too soon. What’s important is being there when customers are ready to buy.

Even so, competitors are always ready to strike, and that’s why consistency is marketing’s “secret juice” that goes a long way in bulletproofing customers. When customers know why they are doing business with you, they stay with you, and they are also more likely to make referrals.

There’s no magic to marketing, and there are no gimmicks.

Marketing delivers the right results when it pulls customers closer and closer so you can understand them and they can appreciate why doing business with you makes good sense— their way of saying, “I believe.”

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

MARCH 17 11

The Dos and Don'ts of Protecting from Cybersecurity Risks

Your Agency

by Thomas Casella, Esq., MBA, SCLA

“Every minute, we are seeing about half a million attack attempts that are happening in cyber space.”

— Derek Manky, Fortinet Global Security Strategist—

Cybersecurity risks are increasing exponentially in both frequency and variety. Protecting customers’ personally identifiable information (PII) is becoming a greater concern for small- to mid-sized companies, including insurance agencies. Research indicates that 59% to 70% of breaches involve small companies2. However, breaches can be prevented through proper training and appropriate protocols.

Following these dos and don’ts can help shield your agency against claims for cybersecurity breaches and loss or theft of PII.

DO

› Become familiar with the various types of scams that are trending in cyber-attacks, such as phishing, whaling, personal engineering, ransomware, denial of service attacks, etc. › Use anti-virus software and regularly update no less than every 30 days. › Maintain firewalls on your computer system. › Back up servers and hard drives. › Use strong encryption on mobile devices and email transmissions. › Double-check email recipients and attachments before sending. › Keep your software and operating systems up to date with the latest patches. › Train your staff on safety protocols regarding email and internet usage.

DON’T › › › › ›

Release funds or information without verifying with the recipient through nonelectronic channels.

Click on unknown attachments or links in emails or on websites.

Allow unauthorized access to your computer system or network.

Send PII through unencrypted emails or portals.

Use Wi-Fi networks that are unsecure.

While these tips can help reduce the chance of a cyber-attack affecting your business and your customers, you must remain vigilant and be aware of who accesses information on your computer system. If a breach happens, notify your cyber liability insurance carrier immediately so that the proper precautions can be taken and the appropriate remedy enacted to minimize potential damage.

1 Taylor, H. (2015). Huge cybersecurity threats coming in 2016. Retrieved July 28, 2016, from http://www.cnbc.com/2015/12/28/biggest- cybersecurity-threats-in-2016.html 2 Pollack, M. (2016, July). Cyber Education — 10 Facts That Sell Cyber Insurance | Gen Re. Retrieved July 28, 2016, from http://www.genre. com/knowledge/publications/iinapccyber1606-en.html The material contained in this article is for informational purposes only and is not for purposes of providing legal advice.You should contact your attorney to obtain

12 MARCH 17

Experience matters.

The producer-carrier bond is the base of a successful insurance business. When you’re choosing a carrier to partner with, look for one ranked by your peers. United Fire Group (UFG) was named a Five Star Carrier by Insurance Business America in four categories: ■■

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 ®

Three Questions That

Capture Your Customer's Attention

by Stu Schlackman

You may be asking yourself, “Why didn’t I get the follow-up meeting with that recent prospect?”

You asked all the right questions and got the answers you needed to qualify them. You had their budget, knew their goals and needs, and their timeframe to make the decision. You knew who the decision maker was, were keenly aware of your competitors that were in play, and felt that you had the perfect solution to meet their needs.

So why didn’t it work out?

Unfortunately this happens to many sales professionals, yet only one will earn the customer’s business. While you may be asking good questions, you may not be asking the right questions. You want to ask the type of questions that make the customer take notice of who you are and what you have to offer. What makes them pay attention to you? What are the questions that get the customer to say “Tell me more”?

Customers get bored when you ask the basic surface questions. These are the questions that you need to have answered to better understand the customer’s situation and so that your solution can be positioned to meet the customer’s needs.

Customers already know their situation. They want to know what makes you different from the pack, and how you can help them in a way that provides value that no one else can deliver. And remember, the last thing your prospects want on a first appointment is a presentation! This meeting is not about you and what you offer. It should be all about your customer and how you can help them meet and exceed their needs and achieve their goals and objectives. Customers want the conversation to be all about them. In other words let them talk—you should be listening!

So what are the questions you should ask? Think about it this way: customers engage best when they are asked specific and targeted questions that pique their interest and highlight the consequences of unsolved issues. There are three critical types of questions you need to ask to build momentum and ensure that you get the next meeting.

1. What are the issues? To build the critical trusting relationship, you need to understand what’s really going on.

Ask them, “What issues are you facing that most need to be resolved?” Do not start by asking what type of solution they are looking for or how much they will spend; instead, aim to learn where they are experiencing pain? How bad is the pain and how long has it been going on? The best sales people dig deep when it comes to understanding customer issues. You can further understand the pain by asking “why” questions.

When you ask “why,” you’re bringing the customer into the past which allows them to elaborate on what happened in the first place.

2. What is the cause? Ask them, “How long have you been having this issue? Is it getting better or worse? Do you have any thoughts on why?” These probing questions will demonstrate that you are truly interested in understanding 14 MARCH 17

their situation to the fullest extent. It means that you are building credibility with the customer and showing them that you care. This approach takes the conversation to a better level of understanding and often they will even discover something they hadn’t seen before. Helping your customers understand the cause of their issue helps you understand which solutions to offer—when appropriate— and helps them to think through the situation.

3. What is the impact? Impact questions help to create a sense of urgency about the issue. Now that you more fully understand the problem and how it was caused, it’s time to talk about the possible impact on the business. Ask them, “How do you think this issue is having an impact on productivity, customer service, revenues or operating expenses?”

When you can help them understand the impact, they are one step closer to taking action in your direction. When the customer sees the impact of their issues in multiple areas, we can start to craft a viable solution. You can start to help them see the future in a positive light by asking “what” questions. “What” questions focus on the possibilities. Now you can work with customer as a partner since you have a solid understanding of their issues, how they came about and how their impacting the business.

Good selling is all about going below the surface by asking thoughtful, probing questions that help to uncover the key issues, the root causes, and finally the impact that their most painful issues can have on their business. As the saying goes, “If you ask better questions, you’ll get better answers.” The best sales professionals have great skill in asking the more significant thought-provoking questions that make a difference in the customer dialogue.

Prepare to ask questions that your customers will pay attention to and you will be much closer to building the kind of relationships that will lead to more closed sales.

Good selling!

Stu Schlackman is a sales expert, accomplished speaker and the author of Four People You Should Know and Don’t Just Stand There, Sell Something. With over 25 years of success in the sales landscape, Stu provides his clients and audiences with the wisdom, techniques and practical advice to compete and win in business and in life. For more information about Stu, please visit www.StuSchlackman.com.

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

3/25/16 1:45 PM

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.

MARCH 17 15

Anniversary Rating Date

(ARD) Endorsement Withdrawal

by Bernard Rosauer

The Wisconsin Compensation Rating Bureau (WCRB) recently filed and received approval from the Wisconsin Commissioner of Insurance for two changes that agents, companies and employers should be aware of if they aren’t already. With this article, I hope to also provide some clarity around the changes. More information can be found in our FAQ section at www.WCRB.org.

Anniversary Rating Date (ARD) Endorsement Withdrawal The ARD filing amended rules in the WI Basic Manual, WI Experience Rating Manual, WI Statistical Plan Manual, and WCPAP application process by withdrawing the Anniversary Rating Date Endorsement. This was a countrywide filing. The change no longer requires the use of prior policy effective dates to govern the application of rates, rules and forms for workers compensation.

1. Carriers cannot cancel for any reason other than those listed in INS 21, CH 102, and WI Basic Manual. As such, the carrier cannot cancel simply to take advantage of a rate increase.

2. Employers may cancel at any time pursuant to the current rules. This right to cancel is not affected by the removal of the ARD rule. As such, employers can cancel the policy at any time if they so choose under either the ARD rule or after the removal of the ARD rule. There is no penalty for cancellation, other than the short rate penalty, which still applies whether or not WI has the ARD rule.

3. The removal of the ARD rule does not affect the RED used to calculate the experience rating modification factor for employers; therefore, there would be no unfair discrimination for employers subject to experience rating.

4. The removal of the ARD rule puts the workers compensation line of business in line with all other commercial lines, simplifying the process.

5. Removal of the ARD rule will make it easier for businesses domiciled in Wisconsin to carry policies in other states as those states (aside from CA – where carriers make their own filings, or any of the monopolistic states) will all be operating under a consistent set of rules..

6. The purpose of the national change is to eliminate the confusion created by anniversary rating dates. The National Council on Compensation Insurance (NCCI) previously published an eighteen page document entitled “Your Guide to Understanding Anniversary Rating Date”. Due to the 16 MARCH 17

complexity of the guide, the NCCI determined that the ARD should simply be eliminated. As regulators and insurers can find ARD in workers compensation complex, it follows that policyholders would also likely have a very difficult time understanding its application. Removal of the endorsement requirement lends itself to a policy that is more ‘plain language’ in nature.

In a system without the Anniversary Rating Date (ARD) rule, nothing would prohibit an employer from cancelling a policy to take advantage of a recent rate filing decrease. The short rate penalty exists which acts as a deterrent to an employer who cancels. That penalty would likely substantially reduce, or completely eliminate, any "gains" to be had by cancelling early to take advantage of the new, lower rates.

Also, Wisconsin statute contains specific prohibitions for a carrier to cancel a policy except for issues such as nonpayment of premium, breach of the policy terms, fraud, and misrepresentation.

How will the new ARD rule be implemented?

WCRB’s standard is to file changes on a new and renewal basis, with a specific implementation date. For this particular item, this means that Anniversary Rating Date (ARD) is eliminated for new, renewal, and rewritten policies effective 5/1/2017 and later.

Example 1 A policy is effective 4/30/2017 (one day before ARD is eliminated) and has an ARD of 8/1/2017. That 8/1/2017 ARD would still apply. When the renewal policy is written 4/30/2018, the rates in effect as of that policy effective date would apply for the full term of the policy.

Example 2 A policy is effective 9/1/2016. The rates effective 10/1/2015 apply until the 9/1/2017 renewal. The policy is cancelled and rewritten effective 5/1/2017. No ARD applies and the rates effective 10/1/2016 are applicable to the 5/1/2017 rewritten policy.

Audit Non-Compliance (ANC) Endorsement The intent of this endorsement is to help ensure employers submit to audits when requested. Failure to comply with the audit requirement may lead to additional expenses and questionable rate accuracy, both of which impact more than just the non-compliant employer and its carrier.

If the employer does not comply with Part Five – Premium, Section G (Audit) of the policy, the employer will be considered non-compliant with the policy terms and conditions. When this occurs, the carrier MUST apply an Audit Noncompliance Charge (ANC) of two times (not less than or greater than) estimated premium.

The carrier must make two (2) attempts to obtain the audit information and/or complete the audit. At each attempt, the carrier must notify the employer regarding the specific, required records and the amount of the ANC to be applied if the employer continues to refuse to comply with the audit.

Answers to some of the more frequently asked questions concerning ANC: ANC is a premium subject to premium tax. It is not a premium for ratemaking or experience rating purposes.

If an ANC is applied and an employer pays it, then allows the audit, the carrier must perform the final audit and determine the final policy premium based on the results of the audit. The carrier then refunds the ANC to the employer or,

WM WIS PIA Service Centered 2-17.indd 1

with the employer’s permission, applies the ANC amount or a portion thereof to any outstanding balance on the policy.

If an ANC is applied and the employer does not pay the ANC but later allows the audit, then the carrier performs the final audit and determines the final policy premium based on the audit results.

If an ANC is applied and an employer pays the ANC but does not later allow the audit OR does not pay the ANC and does not later allow the audit, the carrier does not change the previous reported unit statistical data and/or non-compliance actions. The carrier may cancel the policy midterm for ‘substantial breach of contractual duties, conditions or warranties” ((Ins 21.04 (4)(a)(3)).

The ANC rule applies to mail/e-mail, telephone, computer (remote access) and physical audits, unless otherwise provided by state law.

Bernard Rosauer is president of the Wisconsin Compensation Rating Bureau (WCRB), a Wisconsin non-profit, non-governmental organization charged with the responsibility for promulgating workers compensation rates for Wisconsin employers. The WCRB also serves several other functions such as pool management, data collection, experience modifier calculations and serves as subject matter experts at various events throughout and for the state.

1/23/17 9:18 AM

MARCH 17 17

Conquering the

Biggest Enemy of the Salesperson

by John Chapin

A salesperson’s most important activity is talking to qualified prospects. The biggest enemy of the salesperson is anything that distracts him or her from working on that most important activity.

Distractions come in many forms, some obvious and some not so obvious. Here are those distractions along with their solutions.

Seven Distractions that Keep You from Your Most Important Activity

Distraction #1: Cell phone, e-mail, text messages, false emergencies, and other similar items Recently I was helping a call center increase their number of calls. The first thing I did was observe everyone to see how they typically make calls. I watched one individual pick up the phone, start to dial, and then stop because he got a text message. He read it, responded, and then went back the phone, hung it up, and started to redial. Just then an e-mail chime sounded and he looked to see who it was from. Once again, he hung up, then redialed. He got voicemail, left a message, then brought up his CRM to enter the information for that call. For the next half hour I watched as callers got distracted by everything from the above items, to trips to the bathroom and to fill up water bottles and cups of coffee. As a group, they averaged 2 1/2 calls in the 30 minute period. Yes, one call every 12 minutes.

The key here is single-minded focus. Ideally you are timeblocking as many items as possible, but especially your most important: prospecting calls. If you’re in the office, put together a prospect list and then remove all distractions.

Shut off your cell phone and e-mail, clear all paperwork and other items off your desk, and focus. Make notes right on the list and enter notes into the CRM later. You may even put up a sign up saying you cannot be interrupted. In any case, you have one focus for at least the next hour: make as many calls as possible. If you’re on the road, again, focus on calls. Do not be distracted by the phone or other items in or outside the car that may prevent you from making as many prospecting calls as possible. The group above, once they removed all distractions, was able to average 13 calls in 30 minutes as opposed to 2 1/2.

18 MARCH 17

Distraction #2: Paperwork Paperwork, other than filling out an order with a customer, is for after or before prime prospecting hours. It’s okay to make a quick note, record something on an order form, or write down something you need to work on later, but you are never working on letters, proposals, or doing anything that can be done off-hours.

Distraction #3: Servicing accounts You may occasionally need to service accounts, but this should be done to a minimum and it should only be done for the 20% of your accounts that are giving you 80% of your revenues. I see many salespeople get adamant about servicing every aspect of every account. While they justify this as taking care of the customer, they are really doing it to avoid the hard work (fear and discomfort) of prospecting. You may have to do some servicing, just do as little as possible.

Distraction #4: Looking for a quicker, faster, easier way to prospect other than picking up the phone or calling in-person All prospecting should be done either in-person or by phone.

Skype and other similar methods are also okay. The point is to be talking live, in real time with prospects. E-mail, social media, mailings, and other similar indirect methods that don’t allow you to actually talk to someone, are distractions from effective prospecting and nothing more than another way to avoid the hard work (again, fear and discomfort) of making live calls. You can and should still use these methods, but only after you have reached out via phone or in-person.

Distraction #5: Talking to prospects who are not qualified Stop pretending that ugly duckling is a swan. You know the truth in your gut. Either get rid of them immediately or give them one last chance to do business with you.

Distraction #6: Majoring in minor things Minor things include: cleaning your desk, rereading the letter you’re about to send out, doing preparation work, and all other “minor” items you should be doing before or after prime time.

Distraction #7: Anything else that gets in the way of calling on qualified prospects This could be a doctor’s visit, a car accident, an earthquake, weather, friends wanting to chat, or anything else under the sun. Regardless of what happens during the day, your primary focus needs to remain on hitting your daily number of qualified prospects.

Make sure anything you have control over does not interfere with “prime time.” Do not schedule doctor or dentist appointments, the plumber, the electrician, or anything similar during prime hours. When something unexpected arises, that you don’t have control over, like a car accident, weather, or similar event, ask yourself, “How can I still get all my calls in?” A few years back, the number one sales rep for a Fortune 500 company was out making prospecting calls when he got in an accident and totaled his car. He was okay, just some minor bumps, bruises, and cuts, and his pants got torn a little.

Though paramedics urged him to go to the hospital just to be safe, he refused and jumped in a cab to complete his sales calls. While making his calls, he wondered how he may actually be able to use the car accident as an advantage. Two prospects came to mind that he was unable to get anywhere with.

He thought, “Today’s the day.” He walked into each prospect’s office with his ripped pants and obvious cuts on his nose and forehead, approached the receptionist, stuck out his card, announced who he was there and see and finished with,

Attorney ROBERT PROCTER

“You have no idea what I’ve been through today to see him.”

Each receptionist looked at him with some uneasiness, slowly took his card, and went off to get the prospect. The end result: he was able to see both prospects, tell a good story, show his dedication and commitment, and he eventually got one of those prospects as a customer who, down the road, became one of his largest.

Your most important task every day is hitting or exceeding your prospecting numbers. Period. It is always the most important thing you do. Your creative brain will either come up with excuses to avoid this hard work or find ways to get it done regardless of what comes up in your day, including car accidents. Use your head and find all ways, both obvious and creative, to prevent distractions and get as many calls in as possible.

John Chapin will be present “Supercharge Your Attitude and Your Insurance Sales” at PIA’s 68th Annual Convention, August 2-4, 2017 at Potawatomi Hotel & Casino in Milwaukee.

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 <http://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 (Axiom Book Awards): Sales Encyclopedia. For permission to reprint, e-mail: johnchapin@completeselling.com

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

MARCH 17 19

th Annual 8PIAW Winter Get - Away!

EDUCATION

Mark Reilly, CIC, CPCU, CRM â&#x20AC;&#x201D; Diversified Insurance Service, inBuzz Group, LLC To view more pictures from this event please visit our Facebook page at https://www.facebook.com/professionalinsuranceagentsofwisconsin 20 MARCH 17

Winter Get-Away Fun Happy Prize Winners!

More Happy Prize Winners!

Tuck Pence playing for our group.

thank you to our generous sponsors!

Badger Mutual Insurance Company | EMC Insurance Companies | The Hanover Insurance Group Utica National Insurance Group | Western National Insurance Group

MARCH 17 21 MARCH 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 MARCH 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

April 12, 2017 West Bend Mutual Insurance Company West Bend, WI

Free Tools to Make Your Staff More Productive and Profitable (no CE) Speaker: Mike Peterson, CIC, Insurance Marketing Partners There are dozens of free tools and services available online that can significantly improve the way you and your staff manage your day-to-day tasks. Mike Peterson of Insurance Marketing Partners will introduce you to tools and services that include how to run an online meeting, how to take control of your passwords, and how to be more efficient with Microsoft Outlook to name a few. He will also introduce you to the PIAW’s all new Digital Marketing Programs. This will be a fast-paced presentation that introduces you to simple strategies, tools, and tactics; that will make your agency more productive and profitable the very next day.

9:00 am – noon

Protecting Your Data (3 WI CE, Course # 1012425) Speaker: Mary Hauri, Insurance Concepts in Motion, Inc. The objective of this session is to educate insurance professionals on the layered approach to protecting client data. The focus will be on using a layered approach for security including an information security policy for the office, transmitting data, applications, perimeter (network etc.) physical security and management (enforcement, cyber liability policies, etc.).

1:00 pm - 4:00 pm

Cost (per person) includes lunch $70.00 PIA Member / $85.00 Non-Member

Thank you West Bend Mutual

Please register today a www.piaw.org or call 1-800-261-7429

if you don't ask...you don't get it

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

Seems there was a pretzel stand out front of an office building in New York.

One day a man came out of the building, plunked down a quarter, and then went on his way without taking a pretzel. This happened every day for three weeks.

Finally, the old lady running the stand spoke up: "Sir, excuse me. May I have a word with you?" The fellow said: "I know what you're going to say. You're going to ask me why I give you a quarter every day and don't take a pretzel." And the woman said, "Not at all. I just want to tell you the price is now 35 cents."

William Schreyer — Former Chairman, Merrill Lynch.

MARCH 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 MARCH 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.

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 •

Over 30 Topics

Hot Topics: 4 WI CE • • •

Variety of Coverage Topics Ethics flood

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

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

March 23 & 24 | Graduate| Hilton Garden – Milwaukee, WI* May 24 & 25 | Graduate | Crowne Plaza – Madison, WI* 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 MARCH 17 25

education

O N -L I N E E D U C A T I O N

education

New Topics in 2017! 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.

March 2017 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

Additional Insureds: The Quandary 3 WI CE # 1012432

3/1

12-3p

Robin Federici, CIC, AAI, ARM, AINS, AIS, CPIW

Man vs. Machine: Cyber Exposures and Insurance Solutions 3 CE # 1011190

3/7

8-11a

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

Regarding Ethics 3 Ethics CE # 1010868, Utica Approved

3/9

1-4p

Kevin Amrhein, CIC

Executive & Management Liability 3 CE # 1010876

3/14

8-11a

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

So You Made Some Money…Now What?

Financial Planning from Salary to Social Security 3 CE # 1012438

3/14

12-3p

Karin Klaassen, CLU, LUTCF

Money in Retirement Accounts: Options, Problems & Opportunities 3 CE # 1012436

3/20

12-3p

Jerry Rhinehart, CIC, CLU, ChFC, RHU

Leases & Contracts Versus the Insurance Policy 3 CE # 1010872

3/21

8-11a

David Viola, CIC

Top Twelve Coverage Countdown: Answers, Evaluations & Revelations 3 CE # 1010873

3/22

12-3p

Chris Amrhein, AAI

Your Agency Online: Communication Cure or E&O Plague 3 CE # 1012439 Utica Approved

3/23

12-3p

Chris Amrhein, AAI

Words Mean Things and Insurance is a Foreign Language 3 CE # 71019, Utica Approved

3/24

8-11a

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

Commercial Property Claims that Cause Problems 3 CE # 1012434

3/28

12-3p

Terry Tadlock, CIC, CPCU, CRIS

Commercial Liability Endorsements to Watch Out For 3 CE # 1010874

3/29

12-3p

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

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

Contact Brenda for in-house webinar opportunities. bsteinbach@piaw.org 26 MARCH 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

MARCH 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.

for Wisconsin Insert PIA Logo Visit www.piaw.org Insert contact information in thisforms. area. Š 2017. The National Alliance for Insurance Education & Research.

28 MARCH 17

3053-0117

Michelle Anderson, CISR JM Insurance Services, LLC Neenah, WI Andrew Anderson, CISR Don-Rick, Inc. Baraboo, WI Elizabeth Cronin, CISR Ahmann Martin Kimberly, WI Samantha Gruber, CISR West Bend - A Mutual Insurance Company West Bend, WI

NEW CICs Debra Davis, CIC, CPCU, AU, IND, API QBE North America Sun Prairie, WI Patrick McNamara CIC McNamara & Thiel Ins. Agency, Inc. Fond du Lac, WI

Julie Kontney, CISR HNI Risk Services, LLC New Berlin, WI

Dawn Rickard, CISR Potterton Rule, Inc. Dodgeville, WI

Brandee Lendosky, CISR Brechler-Lendosky Group LLC Fennimore, WI

Clint Roane, CISR Church Mutual Insurance Co. Merrill, WI

Andrea Mlejnek, CISR West Bend - A Mutual Insurance Company West Bend, WI

Abigail Ryskoski, CISR M3 Insurance Wausau, WI

Julie Oligney, CISR, AIC Community Ins. & Associates LLC Iola, WI Tammy Pyan, CISR Church Mutual Insurance Co. Merrill, WI

Lucas Skerven, CISR Church Mutual Insurance Co. Merrill, WI

Christine Doyle, CISR Elite, AIS

Allied Insurance Centers, LLC, Green Bay, WI

Laura Foth, CISR Elite, CPIA, AINS West Bend, WI

Sheila Stoikes, CISR TRICOR, INC. Beloit, WI

The Certified Insurance Counselors (CIC) Program has been the insurance industryâ&#x20AC;&#x2122;s premier, proven source for practical, real-world education since 1969. For insurance professionals everywhere, the 20 hour Institutes represent a thoroughly rewarding learning experience, led by accomplished insurance and risk management speakers.

Are you ready to challenge yourself?

Ryan Severson, CIC, CPCU, API, AU, AIS West Bend - A Mutual Insurance Company West Bend, WI

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

Tracie Templin, CIC, CISR The Diedrich Agency, Inc. Ripon, WI

NEW CRM Meghan Porath, CRM Continental Properties Company, Inc. Menomonee Falls, WI

Kristine Smith,CIC,CISR TRICOR, INC. DeForest, WI

the philosophy student and the chair A philosophy professor gave an unusual test to his class. He lifted his chair onto his desk and wrote on the board simply: "Prove that this chair does not exist." The class set to work, composing long complex explanations - except one student, who took just thirty seconds to complete and hand in his paper, attracting surprised glances from his classmates and the professor. Some days later the class received their grades for the test. The student who took thirty seconds was judged the best. His answer was, "What chair?"

MARCH 17 29

education

NEW CISRs

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

Make Yourself

Irreplaceable Consider your customer list. Can you name each client's top three concerns? If you can't, you're in danger of losing the account when a competitor does nothing more than start a discussion.

If you treat client appointments as a "sales call," hoping only to up-sell, renew or add a product, you're guilty of old-style selling (an approach that leads people to dread salespeople or to say they hate or distrust salespeople).

It seems initially counter-intuitive, but to boost sales, stop selling so much. This requires changing your entire approach to focus more on positioning yourself as an advisor or trusted business partner, meaning you never start out with a mini-presentation—about yourself, your company or what you offer.

Instead, you start with a question to drive discussion and conversation. How's your safety record this year? Any concerns about pricing I can address? Even a very direct, Tell me the thing you dread most about discussing insurance with your boss? A bit of advance research will help you establish the most effective questions to ask based on the company, competition, trends and individual client background.

With this very simple tactic, you've suddenly cast yourself as the person who solves the client's most pressing issues, which

im

Insurance Marketing Partners

InsuranceMarketingPartners.com

by AIMS SOCIETY ultimately establishes the client as a hero, within his or her own organization. It's one of the best ways to make yourself irreplaceable, which significantly ups the odds that the customer will fight if your product or position is challenged by someone else — a competitor, other team members, even the CEO. Truth is, if you make your direct clients' job easier, they want to keep you as an ally. But if you only sold them coverage, it doesn't matter if they buy the same coverage from someone else. Products are replaceable. Relationships are not.

To understand the real power of a discussion-based approach over a sales-based approach, consider the advice of SalesHQ: "Prospects don't trigger rejection. You do — when something you say, and it could be very subtle, triggers a defensive reaction from your prospect." I believe the key words in that quote are "defensive reaction." Let those two words sink in.

Do you really want to establish a combative relationship? Of course not. SalesHQ goes on to say "You can eliminate rejection forever simply by giving up the hidden agenda of hoping to make a sale. Instead, be sure that everything you say and do stems from the basic mindset that you're there to help prospects identify and solve their issues."

Now, go out there and listen...the sales will follow.

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 truly earning your stripes One reason Peter I became known as one of Russia's greatest leaders probably stems from his drive to earn respect the hard way. As a boy, he enlisted in a regiment as a drummer, the lowest position available. He refused to accept any military rank he hadn't earned honestly.

When it was his turn for guard duty, he served it. When he was ordered to dig a ditch, he dug it. He slept in the same tents and ate the same food as the other soldiers.

Unlike other men who used their privileged backgrounds to receive preferential treatment, Peter accepted promotions to higher ranks only when he believed he deserved them. It was his belief in himself that got him to the top and eventually won him history's moniker Peter the Great.

30 MARCH 17

BECOME A BWO ASSOCIATE

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

“Good People to Know”

BUDZISZ WRUCK OSBORNE

INSURANCE GROUP, LLC

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

www.bwoinsurance. com

agents enjoy...

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

companies we represent...

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

InsuranceBroker_AdFINAL.indd 1

4/24/15 8:48 AM

BUSINESS Don't hog the credit . . . share it. People will work with you and for you if they are recognized. They will also work against you if they are not.

MARCH 17 31

always maintain a positive attitude

Wisconsin STRONG Since 1931 Partners Mutual Insurance Company has built lasting relationships with independent agents across the state. We are committed to the independent agency system as the only means to deliver our products and work hand-in-hand to help our agencies grow profitably.

For information about becoming a Partners Mutual Insurance Agent please contact Brian Martin at 262.432.3439; Martin.Brian@PartnersMutual.com; Mike Ottman at 262.432.3418; Ottman.Michael@PartnersMutual.com; or Charles Becker at Becker.Charles@PartnersMutual.com or 262.432.3484.

PMIC_3-625x5_PIA_1216.indd 1

12/13/2016 12:31:09 PM

Many years ago, a large American shoe manufacturer sent two sales reps out to different parts of the Australian outback to see if they could drum up some business among the Aborigines.

Some time later, the company received telegrams from both agents. The first one said, "No business here . . . natives don't wear shoes." The second one said, "Great opportunity here . . . natives don't wear shoes."

Get Online With PIA Eservices

Websites | Social Media | Blogs | and More!

www.pia-eservices.com 32 MARCH 17

Crash course in service excellence.

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

Itâ&#x20AC;&#x2122;s just one of the powerful tools AAA Independent Insurance Agents enjoy.

IE-0011

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

MARCH 17 33

Five Traits of Great

Business Leaders

by Dave Martin

“The quality of a leader is reflected in the standards they set for themselves.” – Ray Kroc Two people can grow up in the same town, attend the same schools, hold the same social status, have parents with very similar incomes, beliefs, and family values, yet one individual will excel in business far beyond the level of his peer. One will succeed; one will settle. One will rise, one will remain. One will control; one will conform. What is the difference? What makes one an outstanding business leader and the other an average employee?

There are five traits that are common in uncommon achievers, and all five are actions and attitudes that set apart the individual of accomplishment and success. The best way to identify these traits and be able to recognize them in yourself, your peers, or your employees is to understand the actions that are a product of the characteristics. The following five actions and accompanying traits portray the exceptional manager and great leader.

1. The great business leader will BELIEVE. He believes in his mission, he believes in his plans, and most of all, he believes in himself. Throughout history, the people who have achieved success are the people who have been sustained by a strong, unshakable belief in themselves.

They believed in their own talents and abilities. They believed in what they felt called to do, and these great men and women believed in themselves—even though others around them opposed them or failed to support them. Their MINDSET was the greatest factor in determining their outcome.

Each person has the power to choose what he will believe about his own potential and what he will think about his own life. Beliefs shape attitude, and one’s attitude determines whether or not life is seen as an ongoing series of obstacles or opportunities. The greats choose to believe in themselves and choose to have a positive mindset, anticipating and seeking out challenges, with the confidence and unwavering belief that they have the ability to win.

2. The great business leader will THINK big. He has the consistent habit of imagining a solution that has not been tried, of devising an explanation that has not been proven, or of creating a result that goes against conventional thinking. He has the ability to dream and to move away from the expected into the realm of experiment and discovery. Whether this is a new battlefield tactic, a medical breakthrough, or a fresh marketing strategy, the great leader is open to change and is willing to challenge what currently exists for the potential of a revolutionary discovery. Great business leaders are 34 MARCH 17

people of great IMAGINATION. They are pioneers, and they dare to dream. Discoveries and inventions are made because people dare to dream and intentionally think bigger than their current surroundings.

3. The great business leader will LOOK intently and with total focus. They have complete attentiveness on the results they are working to achieve. Focus equals direction. A person with driving focus is able to let go of everything that does not move them toward their goal. He can say ‘no’ to extraneous distractions and does not let the opinions of those around him deter him from his purpose.

The average person tends to be busy rather than effective and stretched to the limits rather than focused.

Great leaders have extraordinary FOCUS. They possess a clearly identified goal, and they move toward that objective with single-mindedness and intense concentration.

4. The great business leader will DO what he says. Great leaders have INTEGRITY. This means they will do exactly what they say they will do. Circumstances may change. New situations may arise. The agreement may no longer be beneficial. Nevertheless, the great leader will keep his word. He will not compromise his principles for convenience or advantage. Because of this, his people trust him, and for a leader to be effective, he must have the trust of his people.

The brilliant Albert Einstein summed up this trait well when he said, “Try not to become a man of success, but rather try to become a man of value.”

5. The great business leader will STAND up, stand out, and stand strong. The world does not pay you for what you know; it pays you for what you do. The world does not pay you for your dreams; it rewards your actions and achievements. Great leaders stand up and take action. Great leaders also stand out. They choose not to be average; they choose to be exceptional and extraordinary. And great leaders stand strong and lead with COURAGE. Even in the face of doubt and uncertainty, knowing that failure may come, they continue to stand.

They endure against the fear of criticism, the fear of failure, and the fear of the unknown. Their courage is greater than their fear, and they prevail in the face of disappointment and setbacks, becoming outstanding mentors and leaders.

actions are neither acquired nor accomplished by accident.

They are the product of diligent effort and concentrated purpose. Winning is intentional. Success is earned. And great leaders are marked by their actions.

Dave Martin, Your Success Coach, is a world-renowned speaker and the international best-selling author of 12 Traits of the Greats and Another Shot. For over 25 years, Dave has been a mentor, inspirational speaker, coach, and business leader. Using these experiences, Dave shares timeless truths, wrapped in humor and delivered with passion, teaching people how to pursue and possess a life of success. For more information on Dave, please visit www.davemartin.org.

So, what is the difference in the two people from the same town and same background? One chose to discover the characteristics of greatness, to develop and practice them, and make them part of his DNA. The other chose to be a spectator in the game of life.

Great leaders believe. They think big, look with focus, do what they say, and stand with courage. These traits and

Since 1878

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

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 MARCH 17 35

Everything your customer cares about is in this house.

Things the family just can’t afford to lose.

As an Official Supplier of the Silver Lining®, you can help them protect it with a Home and Highway® policy from West Bend.

Your customers will benefit from the convenience of one policy, one bill, one deductible, and one agency. And with the claim free award, they’ll even get a portion of their annual premium back if they don’t have a claim.

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

36 MARCH 17

Sometimes things are just clearly

BEYOND THE EXPECTED

®

.

Just like the way we connect with our insureds.

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

•

HOME

•

LIFE

•

BUSINESS

MARCH 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

38 MARCH 17

March 2017 April 2017 May 2017

June 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

8, 9

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

CISR COMMERCIAL PROPERTY Rothschild, Madison (7 WI CE)

22

CISR COMMERCIAL CASUALTY 2 Milwaukee (7 WI CE)

23-24

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

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)

20

CISR Life & Health Essentials Rothschild (7 WI CE)

21

CISR Commercial Casualty 1 Tomah (7 WI CE)

21-23

CIC LIFE & HEALTH Rothschild (20 WI CE)

July 2017

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

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 ­West Bend (7 WI CE)

August 2017

2-4

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

13-15

CIC Personal lines West Bend (20 WI CE)

20,21

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

Sept 2017

Coming Events

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

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

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.