March 2018 Wisconsin Professional Agent by Professional Insurance Agents of Wisconsin

PROFESSIONAL AGENT March 2018

What's Inside? Could This Happen in Your Agency....................11 Present Your Way to the Top.............................12 Financial Impact of a Data Breach..........................14 Put Management Pillars into Practice............18 Winter Get-Away......... 20-21 Education Section..............22 New CISR Elites....................22 Wisconsin Legislative Update....................................28 Sales Tips for More Success in 2018...................32

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

FEATURED MEMBER BENEFIT:

Sample/Producer Contracts See details on page......31

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From the

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

2018 Winter Get Away – Another Success! “This was my first PIA Get Away. Awesome training, great to network and get 10 CE!!!” – This was the first response to our survey that was completed for the 2018 Winter Get Away. This comment sums up and agrees with majority of the comments we received when we asked participants for their feedback on this event. The PIA Winter Get Away has proven to be one of the most successful events the PIAW puts on each year. WGA has continued to grow each year from its beginning in 2010. This year we grew by over 20% participation. This is largely a result of offering 3 days of great quality CE, affordable accommodations and registration, and the mix of socializing opportunities in a casual setting with fellow agents and company/ associate representatives. This year we had a total of 114 participants with over 70 of those being agents!! In case you missed this event, I want to walk you through the event and feedback received. Wednesday we open up with 3 hours of CE “Insurance for Cyber Liability Threats”. This was presented by Todd Davis (Todd actually was our speaker for all 10 credits at this event.) “With Todd Davis we learn so much!” “Good discussion on a tough topic….. it was well taught” That evening there was a social event with food, beverages, bowling and music. “I just love being able to get together in an informal setting and being able to talk to other agents and company people!” “Tuck Pence was very entertaining.” Thursday morning it was an early one, starting at 8:00 am, but there must be work before play. Again Todd Davis did what he does best and keeps people engaged and able to walk away with something to help them in their business. (Even though

some were a little tired from the evening before…) This 4 hours presentation was “The Art of Asking Questions”. “One of the best CE’s you are going to have available.” “Presenter gave a lot of pertinent ideas that we can use in our office.” Thursday afternoon was all about fun, social time, and bringing people together. The Northwoods Pub Adventure had social time, games, prizes, and just an all-around “up north” experience. “Awesome time was had by all” “Great opportunity to meet other attendees” Thursday evening was followed up by a nice dinner at Chef Rene’s. Again this is really about bringing agents together and creating network relationships that will continue for months to come. Lastly, we finished up this 3 day, 10 credit event with a 3hr WI Ethics CE class. “Good information, we remember so much more from a good teacher. Todd makes learning fun and we absorb a whole lot more” At the end of our survey when asked “Would you attend this event next year at this location or another location?” Overwhelming response of 93% said “YES”. I feel this survey is a great testament to the awesome event that really is for agents. It is a fun event to be a part of planning and the convention committee works hard to make this a memorable one for all that attend. Thank you to convention committee members that help make this event as fun as it is! Thank you to the sponsors than allow this event to be as great as it is and to keep extremely affordable for the agents.

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Memos from

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

“Another Election Year...” Hibiscus Or Marijuana – It Makes A Difference: A Pennsylvania couple (age 66) is suing the local police department, their insurance agent, and their insurer after being arrested at gunpoint, handcuffed and stuck in the back of a police cruiser for hours – all because their insurance agent couldn’t tell the difference between landscaping and pot farming. The roots of the arrest stretch back to September, when a tree fell on to the side of Edward and Audrey Cramer’s house, damaging both the home and an antique garden tractor. When the couple’s insurance agent came to their home to assess the damage, he saw flowering hibiscus plants in their backyard and allegedly mistook them for marijuana. The agent then sent photos of the plants to the Buffalo Township, Pa., police, who obtained a search warrant. Three weeks after the police executed a daring anti-hibiscus raid, the Cramers received a letter from their insurance company claiming that marijuana had been found on their property and their insurance would be canceled if the marijuana wasn’t removed. The Cramers, are suing the police, the insurance agent who started the debacle, and their insurance carrier. Who knew an insurance agent should know the difference between marijuana and hibiscus? Another Election Year. This November, the entire State Assembly and half of the State Senate will be up for reelection. Following the tone of recent elections, this will undoubtedly be a rock throwing contest between candidates. Accusations, slurs, misstatements and perhaps even outright lies will dominate the airwaves and public meetings of candidates and constituents. And in the end, a winner will emerge, bloodied but still standing. The victor will ready themselves to take a seat in

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the Wisconsin legislature, where the battles are even more contentious. One side will see daylight; the other side will see darkness. Compromises will be few and far between on major issues affecting our citizens. Both sides will proudly claim that they own the moral high ground and that the other side is unworthy of public trust and confidence. We have seen this scenario too many times in the past many years. It is hard to sort out and even harder to watch. Fortunately, our citizens have the power to vote their conscience and convictions. They control the balance of power with a checkmark in a private polling booth and by supporting the candidates they feel are most closely aligned with their views. That’s where PIA can help. A contribution to the PIAW Legislative Conduit will allow your association to give financial support to candidates that support independent agents and small businesses. PIA has an incredible winning record of supporting candidates who share our viewpoint. Our lobbying team and legislative committee is expert at sorting through the rhetoric to determine the true positions and ideals of the folks running for state office. Go to www.piaw.org to make a contribution to the PIA Legislative Conduit. We need your financial support to continue our efforts on your behalf. You control where your money goes from the conduit and we will not let you down. AND REMEMBER….. In America we don’t have government by the majority, we have government by the majority that participate...Thomas Jefferson.

Independent Insurance Agents Every day, you as independent agents put on a rocking show for your clients. We are proud to give you a standing ovation!

From the

Boardroom Sandy Hardrath, CIC, IIA, AAI, CPIA, Director of PIAW

"Professional Insurance Agents, So Much More Than Insurance" Professional Insurance Agents provide financial protection to the communities they live-in and beyond. Providing piece of mind to its policyholders is only a small part of what professional insurance agents provide to their communities. The PIA Agent Service Committee is conducting a survey to determine the number of hours our members return to their communities and also looking for testimonials that members are willing to share. It has become very apparent to our committee that many members give so much back in time, talent and treasure. Many members are involved in various organization whether it is serving on a board, serving meals at a homeless shelters, building homes in areas of the country that have been devastated by hurricanes, floods or any other type of disaster, being a Big Brother/Big Sister, raising money for a new sport or cultural facility in their communities and the list could go on to fill many pages of the variety of organizations our professional insurance agent members and their staffs' support. In addition to supporting many wonderful organizations many also serve on the Board of Directors for the Professional Insurance Agents of WI, committees at the national level for the National Association of Professional Insurance Agents or on one of the many committees that help make the PIAW the successful organization that it is. Volunteering at any level provides benefits to the organization you serve. In addition it also provides a platform for networking at a different level. The people you serve, the boards you serve on sets you apart from

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others as you earn the respect as a â&#x20AC;&#x153;trusted advisor.â&#x20AC;? Your community will look to you for your expertise in many areas which in turn can present you with new opportunities to protect the communities that you serve. Many of the volunteer activities also provide fun for you and your families; you may even make some lifelong friends that share your passion. Please take the time to complete the survey so we can share all the good our members are doing to make their communities a better place to live, raise a family and to establish a career. Also as we start planning for the 2018-2019 year ahead consider being a part of the PIAW, by stepping up to be a board member or being a chair or member of one the following PIAW committees; Agent Services/ Public Relations, Automation, Convention, Education, Legislative, Membership/Nominations & Awards or Young Professionals Club. It is easy to register today at www. piaw.org under the committee tab and you will be glad you did. Watch for the short survey; complete the three questions, return immediately as your input is invaluable. We look forward to hearing from you!

OCI Administrative

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

Madison, WIâ&#x20AC;&#x201D;OCI has taken the following administrative actions. In many of these cases the respondent denied the allegations but consented to the action taken. Any forfeitures paid in these administrative actions are deposited in the Common School Fund which is administered by the Board of Commissioners of Public Lands. The earnings from this fund are distributed to all public K-12 schools in Wisconsin and are used by school libraries to purchase books. Copies of the administrative action orders may be viewed online at https://ociaccess.oci.wi.gov/OrderInfo/OrdInfo.oci. OCI is responsible for overseeing the operations and marketing of insurance companies and agents in Wisconsin. OCI encourages anyone with a question or a complaint regarding an insurance company or agent to contact the office at this toll-free telephone number: 1-800-236-8517.

Allegations and Actions Against Agents Lori A. Banks, 4703 W. Medford Ave., Milwaukee, WI 53216, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Ashley Clark, 1128 Morraine View Dr., Apt. 306, Madison, WI 53719, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Rodney P. Crandall, 1730 White Oak Dr., Algonquin, IL 60102, 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 Ohio on a licensing application. Jason Drapes, 2941 Bimini Ct., Plover, WI 54467, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Janet Ferrici, 10936 N. Port Washington Rd., #218, Mequon, WI 53092, had her application for an insurance license denied for 60 days. This action was taken based on allegations of failing to disclose administrative actions taken by the state of Wisconsin on a licensing application. Cheryl A. Flood, 88 County Rd., 925 E., Montrose, IL 62445, was ordered to pay a forfeiture of $1,000.00 and was ordered to timely and fully report all required matters to OCI. These actions were taken based on allegations of failing to timely report an administrative action taken by the state of Indiana and failing to disclose it on a licensing renewal application. Jose E. Gonzalez Gonzalez, Jr., 960 Mary Ln., Apt. 7, Lomira, WI 53048, had his insurance license revoked. This action 8 MARCH 18

was taken based on allegations of failing to pay delinquent Wisconsin taxes. Christopher R. Hagle, 240 Lookout Pl., Maitland, FL 32751, agreed to the 45 day denial of his licensing application. This action was taken based on allegations of having administrative actions taken in other states. Jeremy Kersey, 1608 Diana Dr., Round Rock, TX 78664, had his application for an insurance license denied for 30 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Texas on a licensing application. Angela M. Krueger, 1801 W. Pershing St., Apt. 603, Appleton, WI 54914, had her application for an insurance license denied for 60 days. This action was taken based on allegations of failing to disclose administrative actions taken by the state of Wisconsin on a licensing application. Charles I. Krugh, c/o Doctor Disability Insurance, 1271 Puerta Del Sol, Ste. 100, San Clemente, CA 92673, was ordered to pay a forfeiture of $500.00 and was ordered to timely and fully report all matters requiring disclosure to OCI. These actions were taken based on allegations of failing to timely report a criminal conviction. Patrick K. Kuhnmuench, 1733 N. Cambridge Ave., Apt. 207, Milwaukee, WI 53202, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Darrel L. Kurtz, 217 St. Albans Ave., Madison, WI 53714, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose

an insurance company employment termination for cause on a licensing application, failing to disclose an administrative action taken by FINRA on a licensing application, and having an administrative action that may be substantially related to insurance marketing type conduct. Derek F. Lyght, 9315 Fortunate Pl., Apt. 307, Verona, WI 53593, had his application for an insurance license denied. This action was taken based on allegations of providing false information on an insurance licensing application and owing delinquent Wisconsin taxes. David E. McKenzie, 1365 Lucerne Dr., Apt. 7, Menasha, WI 54952, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Mark A. Michaud, P.O. Box 14, Eagle, WI 53119, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Michael D. Morrow, c/o Aspen Creek Wealth Strategies, 7222 Commerce Center Dr., Ste. 245, Colorado Springs, CO 80919, agreed to the issuance of a two-year conditional insurance license with certain restrictions and reporting requirements. This action was taken based on allegations of failing to disclose a lawsuit on a licensing application; having administrative actions taken by the states of Colorado and Texas; exhibiting evidence of financial irresponsibility; having employment with an insurance company terminated for cause; and having involvement in lawsuits alleging fraud, misrepresentation, and unsuitable investment advice.

Valencia Parkinson, 6209 W. Port Ave., Milwaukee, WI 53223, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Andrea D. Phillip, 2601 Buchanan St., Appleton, WI 54913, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Sandro Ramirez, 319 Parsons Woods Dr., Seffner, FL 33584, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Florida, Louisiana, and South Carolina on a licensing application; failing to disclose a lawsuit or arbitration involving allegations of fraud, misrepresentation, misappropriation or breach of fiduciary duty and financial irresponsibility on a licensing application; and having a history of administrative actions substantially related to insurance marketing type conduct. Travis J. Ross, 204 S. 4th St., Delavan, WI 53115, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Shanette Rowe, 5533 W. Cheyenne Ave., Unit B, Las Vegas, NV 89108, 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. Robin J. Sperry, 796 Quinnell Ave. N., Lakeland, MN 55043, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Remy J. Nice, 413 Sacramento St., Berlin, WI 54923, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Carl M. Steen-Wilson, 1513 Farnam St., La Crosse, WI 54601, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

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

Gregory F. Stronczek, Jr., 4640 Adamson Ln., Unit 2, Machesney Park, IL 61115, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Azriel R. Pabon, 722 S. Hoskins, Charlotte, NC 28208, had her application for an insurance license denied. This action was taken based on allegations of failing to disclose criminal convictions on a licensing application; having criminal convictions that may be substantially related to insurance marketing type conduct; failing to comply with the terms of a deferred prosecution agreement and failing to timely pay the related money judgment; and failing to respond promptly to inquiries from OCI.

Jill M. Stych, 1961 S. 80th St., Milwaukee, WI 53219, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Makala S. Parker (aka Makala S. Dalcanton), 800 Vista Valet, Apt. 2108, San Antonio, TX 78216, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Joshua A. Taylor, 908 Seymour St., Reedsburg, WI 53959, had his application for an insurance license denied and his request for an administrative hearing dismissed. These actions were taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct, having unpaid civil money judgments, and failing to appear for a scheduled hearing. Hannah R. Turner, 1130 Weather Ridge Rd., Unit 4, Chippewa Falls, WI 54729, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent (Continued on page 10) MARCH 18 9

(Continued from page 9 - Administrative Actions)

Wisconsin taxes. Peter Vang, 2628 Meadowlark Dr., Kronenwetter, WI 54455, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Devarius K. Washington, 1167 W. Pleasant, Freeport, IL 61032, had his application for an insurance license denied for 30 days. This action was taken based on allegations of failing to accurately complete a licensing application.

Allegations and Actions Against Companies None to report.

Essential skills Business success The three most signature skills for success in business: 1. Think analytically 2. Communicate effectively 3. Demonstrate confidence [Source: GrahamComm]

How to be a successful presenter • Be brief • Be prepared • Be inspiring • Be gone Good advice from J.A. Rodriguez, Jr. of Make My Day Strategies. We might add one for the top of the list: Be on time.

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JANUARY 18 11

By: John Graham

How Presenting Makes Careers

Present Your Way To The Top Why presenting has power It’s easy to understand why so many otherwise capable people are distressed, anxiety-ridden, and almost paralyzed if they’re called upon to make a presentation—even a friendly audience of three—let alone 300. They often reveal how they feel by starting out with “I only wish I had more time to prepare” or “I’m not really good at public speaking.” Unfortunately, what follows proves it. It isn’t surprising that with successful presenters the story is different. We view them as possessing leadership capabilities, as well as being committed, competent, and rising stars. As more than one person has said after a presentation by such a person, “That’s my future boss” or “She’s going to run the place.” What is it that separates capable presenters from those who struggle? Why do some presentations elicit enthusiastic responses, while others are, frankly, dismal failures? Is it the content, the preparation, the person, or something else? Research by Caroline J. Wesson, Ph.D., at the University of Wolverhampton in the UK, may help to understand the issue: The perceived confidence that listeners have in a speaker determines how they regard the person’s “accuracy, competence, and knowledge level.” Then, Dr. Wesson adds, “The more confidently expressed that information is, the more likely it is to be followed.” Is it possible that the primary difference between a highlyregarded presentation and one that gets low ratings is the speaker’s confidence? Is it possible that a superbly prepared presentation can fall flat because of the presenter’s lack of confidence? By all measures, Jack Welch, the former GE CEO and Chairman, was not just brilliant but an exceptional business leader. Although he gave hundreds of speeches and presentations during his career, he didn’t

take chances on how they would be received. For example, when he was getting ready to speak on the occasion of his retirement, he engaged a well-known former radio and TV news correspondent to coach him. For Jack Welch, every presentation made a difference. He understood that his legacy depended on more than his words. As a child, he stuttered, but he learned from his mother that confidence could help him overcome his limitations. Why is confidence so formidable and influential in presenting? We can find the answer in what presentations are meant to accomplish. Whatever else they may do, their goal is to persuade. Listeners throw down the gauntlet. They challenge presenters to convince, sway, and motivate them. They want to know why they should buy what you’re selling. They want to know why they should join your cause or accept your proposal. In other words, listeners want to know what to do. Logic alone doesn’t do it; it requires confidence. Why should you take presenting seriously? Why is it worth your time and effort to send the message that you will do what others fear. Why is it one of the most valued skillsets in business? It demonstrates that you have the ability—the skill—to influence others—and opens the doors to advancement. Rules for building confidence Just saying that confidence is needed isn’t enough. Here are rules that help achieve the confidence goal. Rule #1. Prepare properly. Creating an outline doesn't do it, and neither does “having in mind” what you want to say. Proper preparation means writing out every word you’re going to say. This is how to shape and focus your message—and get rid of what’s useless or irrelevant. Every presenter is nervous—but knowing what you’re (Continued on page 34)

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The Financial Impact of a Data Breach By: Jeanmarie F. Moore & Scott Schindewolf, Klatzkin & Co. LLP

Insurance agents and brokers should be on high alert to protect client data from a cyberattack. IT security professionals, the Internal Revenue Service and media frequently disseminate warnings on new phishing schemes, ransomware and other methods that hackers use to break into systems to steal data. And, for a good reason: Cybercrime is increasing and businesses must be proactive to protect their data. Insurance agencies that are victims of a data breach can face financial, legal and other consequences if sensitive personal and financial information is stolen on their clients. Cybersecurity needs to be taken seriously because: • • • • •

The law requires insurance agents, brokers, accountants and other professionals to protect sensitive client data. Clients expect you to safeguard information they entrusted you with to do your job. Your agency’s reputation and goodwill could be compromised if there is a data breach. The cost of a data breach is high. Even one successful attack can put you out of business.

Cost of a data breach is escalating According to a report published by IBM Security and the Ponemon Institute (2017 Cost of Data Breach Security: United States), the average total cost experienced by organizations over the past year increased 5 percent from $7.01 million to $7.36 million. The per capita cost of a data breach is based on the number of records compromised. So, the more records that are stolen, the higher the loss. It cost companies with more than 50,000 compromised records $10.3 million, compared to $4.5 million for 10,000 or less stolen records. The average cost of a data breach across all industry sectors is $225 per capita. This number includes both direct costs of $79 to resolve the data breach for investments in technology or legal fees, as well 14

MARCH 18

as indirect costs of $146, which includes higher client turnover (churn) than in the normal course of business. The cost of a data breach in the financial services industry is more at $336 per compromised record. The financial services industry has the highest churn rate at 7.1 percent compared to 5.5 percent in health care and 1.9 percent in retail. Across all industry sectors, customer turnover increased by 5 percent after a data breach. In addition to the cost of the data breach, companies lost $4.03 million in 2016 due to client attrition, reputation losses, diminished goodwill and increased new business development and marketing expenses. Factors that affect the cost of a data breach Many factors affect the cost of a data breach. Compliance failures increased the per capita cost by more than $19 and the migration to the cloud, lost or stolen devices, third-party errors, and notifying internal and external stakeholders of the attack by $10. Companies can reduce the cost of a data breach loss by an average of $9 per capita by being proactive. This includes: having a response plan; training employees on how to recognize phishing schemes and ransomware threats; putting policies and procedures in place on the use of personal computers, mobile devices and public internet access; securing passwords; encrypting data; and investing in data loss-prevention technology. Malicious attacks are common More than half (52 percent) of the companies that participated in the previously mentioned study experienced a malicious or criminal attack at a per capita cost of $244, which is above the average of $225. Data breaches due to employee negligence or computer glitches, including IT and business process failure are less common (both 24

percent) and less costly ($209 and $200 per capita, respectively). How to protect your agency

• • •

Password-protect and encrypt client documents. Implement two-factor authentication for additional login protection. Consider using fingerprint, eye scans and other biometric ID checks. Ensure your website is secure and communications protocol is HTTPS compliant.

Cybercrime is not going away. Hackers are finding innovative ways to launch cyberattacks and no one is immune. Therefore, it is in your best interest to be diligent about protecting your data. Here are some recommendations:

•

• • • • • •

If you receive a suspicious email, do not open an attachment or click on a link. Ransomware can hijack your data and cybercriminals may demand that you pay to get it back. According to the FBI, attackers collected more than $209 million in ransom during the first three months of 2016. Security experts warn against paying the ransom because stolen data usually is not returned.

• • • • • • • •

Audit your IT security and data protection practices annually. Engage an expert in the field for the audit. Back up your files on a regular basis. Train employees on cybersecurity. Ensure that employees are aware of new threats by cybercriminals. Enforce security policies and procedures to make employees accountable. Never allow employees to leave computers on when they are not in the office. Have computers go in sleep mode after a period of inactivity and require a password to sign back on. Don’t allow employees to access client data on their personal computers or mobile devices. Prohibit employees from using public Wi-Fi to access the company server and data. Make sure that your Wi-Fi network is secure with strong passwords and encryption protocols. Consider “plugging in” instead of using wireless technology for certain computers, printers and scanners. Have a secure portal for clients to send you and access their data. Avoid sending or accepting sensitive client data via email.

One final note

The best protection against ransomware is to back up data daily, keep operating systems and software up to date on all devices, invest in email, mobile and social-media security solutions and train employees. Moore is a certified public accountant and partner with Klatzkin & Co. LLP, and has more than 30 years of experience in the field of accounting. She is the firm’s technology partner and holds the designation of Certified Information Technology Professional. Reach her at jmoore@klatzkin.com. Schindewolf is Klatzkin’s IT manager. He oversees and manages the firm’s IT infrastructure. Reach him at sschindewolf@klatzkin.com. —Reprinted with permission from PIA Management Services Inc.—

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SalesInsight

Why Keeping it Simple Wins Sales Studies show we think we know more than we do, say, authors Steven Sloman and Philip Fernbach in their book, The Illusion of Knowledge. For example, participants in a study were asked to rate their understanding of something. Then they were asked to write a detailed explanation of it, and, and finally, to rate their understanding again: this time their rating went down. We say we know something because others know it. And this can be a huge problem in selling. The customers nod their head and the salesperson keeps on explaining a car’s safety technology devices, the tax-saving strategies of a financial investment, or the finer points of a linked refrigerator. Few of us have the courage to say, “You lost me somewhere along the way.” It’s not easy to keep the sales conversation simple and clear, but that’s what it takes. Here’s what to do: • Avoid talking down to customers. Jargon and special terminology makes them feel ignorant and stupid. • Go slowly. Salespeople tend to race through their spiels and not even know it, the result of doing it over and over. Let your ideas sink in. • Actively encourage discussion. Tell customers to interrupt you if something isn’t clear. Takeaway: Just remember that you’re also a customer and you can remember what it’s like when a salesperson makes you feel ignorant or worse.

[Source: GrahamComm]

MARCH 18

SalesInsight

What to Look for in a Salesperson A recent article on what three things to look for in a sales professional caught my attention: • Strong track record of exceeding quotas • Experience selling in our industry • An ability to quickly create rapport Certainly, these three qualities are the template countless companies use when seeking salespeople. Yet, they rule out others who fail to pass the test. What about them? To meet the challenges of the current business environment, other qualities may be even more valuable: • An ability to communicate effectively • Confidence in yourself and your abilities • Inquisitiveness, the desire to learn more • Flexibility, the ability to adapt to change While there are other possibilities, these can help serve as a launching pad for a successful sales career.

[Source: GrahamComm]

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MARCH 18 17

Seven Methods to Put Management Pillars into Practice

By Jan Makela

People management has drastically changed since earlier decades, where the corporation was king and people were just workers to serve operational efficiency. The operational model for today is mission, purpose and sustainability. Today, teams and team leaders are kings. How can you improve your team or organizational bottom line? Here are seven proven methods that will help. 1. Vision and mission

3. Expectations

In his book The 7 Habits of Highly Successful People, Stephen Covey wrote, “Start with the end in mind.” What is it that you want? What is in it for others to follow you? There has to be something bigger than you that others can grasp and buy in too. Why does your organization exist? It is not to make money that is a result. Workers today want to work for organizations that can show a purpose or cause. Google‘s mission, for example, is “to organize the world's information and make it universally accessible and useful.” Today Google dominates 75% of the U.S. online search market.

Only 30% of employees know what is expected of them at work. Your goal is to get people to work and perform together. People will live up or down to the perception of your expectations of them. If they think you believe in their abilities and expect them to do well, they will. Remember, if people don’t know what you expect, don’t be surprised by what you get.

2. Goals Everyone sets them in January. Whether it’s to lose weight or exceed your sales forecast, most people begin setting and evaluating their goals at the first of the year. And then what happens? The goals go in a drawer or hidden in an electronic file never to see the light of day until someone asks. So put your goals on display so that the team and you can see the goals on a daily basis. Why? Out of sight means out of mind. Keep your goals in front of the people in charge of accomplishing them and ask them about their progress on a routine basis—preferably on a weekly basis. Ask them how they are doing and what can you do to make the goals easier to accomplish. Watch what your team does. 18 MARCH 18

4. Feedback Feedback is craved by high performers and by all employees as well. Positive feedback grows and negative feedback stifles. Catch your employees or team members doing the job right and watch when they continue. They will do more of what generates positive feedback. 5. Treat everyone fairly but not equal The people you work with are all unique individuals, and although you need to treat each one fairly, that does not necessarily mean equally. They have different values, wants, backgrounds, skillsets, experience, and most likely are at different stages of their careers. One size fits nobody. Great managers play chess; average managers play checkers. In checkers all of the pieces move in the same direction. In chess, all of the pieces move differently and the key to success is knowing the differences between the pieces, how each piece moves

and how to create a strategy that maximizes the moves for all of them. Another key piece of the puzzle is showing your team that you genuinely care about them. They need to know you have their interest at heart, people want to know that someone at work cares about them as a person.

are important too. Write notes to your people, yes the old fashioned hand-written notes, saying thank for what they did and how their contribution lead to the overall achievement of the group. They might even post them on the wall of their work space, on their desk or possibly even on the family refrigerator!

6. Provide tools and resources to do quality work

The seven pillars can help separate your organization from the competition in your industry. If you are team leader, it can help you and your team standout within any organization. People who are working in organizations with purpose are much more likely to be promoters of their employers and managers. Not only do they come to work to do quality work, they are less likely to leave and go elsewhere for employment.

Most people don’t wake up in the morning and say to themselves, “I think I will go to work today and do a bad job.” Most people want to do quality work. Part of that is having the tools and resources to do a quality job. Ask your people what you can do to make their job easier. Reaffirm your commitment and caring to them. If they say, “I need a new widget maker,” get it. Provide them with the resources they need to succeed. If they say they don’t need anything, your response should be – “I guess I can expect quality work.” You want to take away any and all reasons people can conjure up for failure. You only leave a path to success. 7. Celebrate success What do organizations do when they accomplish a big thing? Well, they move on to the next “big” thing. It is important to stop and celebrate with your teams. Allow people to share the memory of what has been accomplished. Simple things like handwritten notes

ABOUT THE AUTHOR: Jan Makela is an executive coach, highly-sought after speaker, and best-selling author of Cracking the Code to Success and Be the Manager People Won’t Leave. Jan has a long and successful history of working with companies to ensure quality hiring and training practices. His specialty revolves around strength-based leadership development, with a particular focus on working with senior and mid-level executives, business owners, and professionals. For more information on Jan Makela, please visit www. StrengthBasedLeadership.net.

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22 MARCH 18

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Certified Insurance Service Representative

Open to Anyone!

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

PERSONAL LINES - MISCELLANEOUS 7 WI CE Credits Course # 69340

Course Instructor

Scott Treen, CIC, CPIA

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

• • • •

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

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

March 22 - Appleton

LIFE & HEALTH ESSENTIALS 7 WI CE Credits Course # 69351

This course will help build a better understanding of what your clients need to know about life and health insurance. Explaining the benefits of having the proper life and health insurance is key to the financial wellbeing of your clients’ families and businesses. Be better prepared to answer questions about analyzing the need for and placement of life insurance.

• • • • • •

Course Instructor

Victor Puleo,PhD., CIC, CFP

Introduction to Life Insurance Term Insurance Permanent Life Insurance Health Insurance Concepts Regulation Consumer Driven Plans

April 25 – Madison April 26 - Tomah

CLASS SCHEDULE Instruction Group Lunch Optional Exam

8:00 a.m. – 3:45 p.m. 12:00 p.m. – 12:45 p.m. 4:15 p.m. – 5:15 p.m.

$170 Per Course Includes Lunch

MARCH 18 23

educati o n

STAND OUT! Set yourself apart with the CPIA designation. The PIA of Wisconsin is a proud sponsor of the Certified Professional Insurance Agent (CPIA) professional designation program. These three, one-day workshops teach practical "before", "during", and "after" sale techniques for insurance producers, sales managers, account managers and company marketing representatives. Completion rule, 3 years from first course. No exams. You do not need to commit to all three to attend one. Participants leave with ideas that will produce increased sales results immediately. In fact, they are guaranteed: Implement the principles covered in these sessions and experience a 20% increase in personal production within six months, or your registration fee will be refunded! The CPIA designation is maintained with a bi-annual attendance at one CPIA course or membership in the AIMS Society..

The AIMS Society is a national organization dedicated to providing interactive marketing and sales training, ongoing resources and networking opportunities to insurance professionals. www.aimssociety.org No Test. Approved for 7 Wisconsin CE credits. Utica approved. While it is not required, it is recommended courses are taken in order. CPIA 1 - Position for Success

CPIA 2 - Implement for Success

During this program, participants are encouraged to focus on internal and external factors affecting the development of effective business development plans. Factors discussed include a review of the state of the insurance marketplace; analysis of competitive pressures; necessary insurance carrier underwriting criteria; and consumer expectations and understanding.

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

WI CE Course # 65338

WI CE Course # 65340

CPIA 3 - Sustain Success WI CE Course # 65339

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

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

Seminar Materials, CE Fees & Light Break Items

 PIAW Member $172.00  Non Member $207.00

Back by popular demand! Steve Becher, CIC, CPIA Register at piaw.org

CPIA 1 – July 24, 2018

CPIA 2 – July 25, 2018

CPIA 3 – July 26, 2018

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

24 MARCH 18

educati o n

New Topics! Each Approved for 3 WI CE Credits. Live. No Test. No Proctor. Visit the Education tab at piaw.org for a complete list of topics, descriptions, webinar demo and registration. Several approved for Utica credit. Ethics is offered each month. Fee per Webinar: $55 PIAW Member, $70 Non Member – Includes WI CE fees.

March 2018 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

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

3/7

8-11a

Karin Klaassen, CLU, LUTCF

Additional Insureds: The Quandary 3 WI CE # 1012432

3/15

8-11a

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

Time Element for Commercial Risks 3 CE # 1011193

3/15

12-3p

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

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

3/20

8-11a

Jerry Rhinehart, CIC, CLU, ChFC, RHU

Regarding Ethics 3 Ethics CE # 1010868, Utica Approved

3/20

12-3p

Kevin Amrhein, CIC

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

3/21

8-11a

Chris Amrhein, AAI

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

3/21

12-3p

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

Flood Insurance – FEMA Approved 3 CE # 1011252

3/22

8-11a

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

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

3/22

12-3p

Chris Amrhein, AAI

Commercial Property Claims that Cause Problems 3 CE # 1012434

3/27

1-4p

Terry Tadlock, CIC, CPCU, CRIS

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

3/28

8-11a

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

The New ISO PAP: A Look Backwards and a Look Forwards 3 WI CE # 6000015527

3/28

12-3p

Bill Wilson, Chris Amrhein, AAI

Register online at piaw.org or call 1-800-261-7429. Contact Brenda for in-house webinar opportunities. bsteinbach@piaw.org MARCH 18 25

educati o n

PIAW January Graduate Ruble Seminar

Paul Burkett, J.D., CIC, CRM, CPCU, ARM, ALCM, presenting Cyber Liability

PIA’s Education and Convention Director, Brenda Steinbach visited with her brother Brad Steinbach, CIC, PIA Past President, during a break.

UTICA

Gives You the Credit You Deserve! The following PIAW education classes are approved for the Utica premium credit. • Any CIC Update • CIC Agency Management • CISR Agency Operations • Dynamics of Service • Select PIAW Webinars • PIAW Conducted Ethics and E&O Seminars (classroom or in house) To register online and view upcoming CE courses visit www.piaw.org

26 MARCH 18

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

Each Approved for 20 Wisconsin CE Credits

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COMMERCIAL INLAND MARINE CONCEPTS & COVERAGES Bernard Neff, CIC, CPCU

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UNDERSTANDING & MANAGING FINANCIAL STRENGTH

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AGENCY PLANNING Bruce McCreadie, CIC, AI, CPIA

•

HUMAN RESOURCES

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AGENCY PRODUCTIVIITY & EFFECTIVENESS Becky Lathrop, CIC, CPIA

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CRIME COVERAGE & ENDORSEMENTS John Dismukes, CIC, CPCU, AAI, AIS

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CYBER EXPOSURES & COVERAGES

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EMPLOYMENT PRACTICES LIABALITY INSURANCE

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EXCESS LIABILITY/COMMERCIAL UMBRELLA COVERAGES Bettye Buffington, CIC,CRM,CPCU,ARMCPIA,AA

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WI CE COURSE #69165 INCLUDES 4 HOURS OF WI ETHICS / UTICA APPROVED

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

Day Two: 8:00 – 5:00

LEGAL & ETHICAL RESPONSIBILITIES John Dismukes, CIC, CPCU, AAI, AIS

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

$415.00 per institute Register at www.piaw.org or call 800-261-7429.

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

May 16 & 17 | Graduate Ruble | Crowne Plaza – Madison WI October 10 & 11 / Graduate Ruble / Radisson – Green Bay, WI Visit www.piaw.org or call PIA at 1-800-261-7429

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Insurance and Securities Pre-license Training MARCH 18 27

educati o n

Certified Insurance Counselor

Wisconsin Legislative Update: PIA is successful in Personal Property Tax Repeal By Jordan Lamb and Wes Webendorfer

2018 Ushers In New Personal Property Tax Exemption Wisconsin businesses have long-advocated for the repeal of the state’s personal property tax, arguing that is it unfair, antiquated, and stifles private sector investment. Compliance with the tax is also challenging and expensive. Every year, businesses are required to inventory and determine the fair market value of a wide range of business personal property and report the figures to local tax assessors. This can take many hours and distracts owners, managers, and employees from running their businesses. Fortunately, since January 1, 2018, Wisconsin businesses have utilized a new exemption to the personal property tax for “machinery” that was included in the 2017-2019 Biennial Budget Act (Budget Act) and signed into law in the fall of 2017. Machinery is defined as “a structure or assemblage of parts that transmits forces, motion or energy from one part to another in a predetermined way by electrical, mechanical or chemical means.” A device is now likely exempt from personal property tax if it plugs in, is fueled in some manner, or contains a mechanism to make it run. PIAW members will be able to exempt an array of office equipment under the “machinery” exemption that was previously subject to tax. In practice, this means that members will no longer report property that was previously listed under Schedules C (machinery, tools and patterns) and D-1 (regarding computer equipment and software) of the Statement of Personal Property form issued by the Wisconsin Department of Revenue. March 1, 2018 was the due date for businesses to self-report taxable personal property to their local 28 MARCH 18

assessors on the Statement of Personal Property. While the new exemption for “machinery” is a welcome change, PIAW members should consider the following actions to ensure they are obtaining the benefits of the new tax law: •

Consult a tax accountant and/or attorney to determine whether specific items of personal property are subject to the “machinery” exemption;

•

Update your list of personal property and ensure tax records are well-organized; and

•

Compile evidence to justify items previously reported as taxable that may be exempt beginning in 2018, as assessors may ask to examine personal property listed on the Statement of Personal Property.

The PIAW was part of the business coalition that advocated for the personal property tax exemption in the Biennial Budget Act. We will continue to support future efforts in the Wisconsin legislature to completely repeal the state’s business personal property tax. Jordan is a member of PIA’s crack lobbying team at the State Capitol. We are very proud of our successes for independent agents and small businesses.

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

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

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

State

Zip

Contributions are NOT tax deductible for income tax purposes. Donations must be made from Personal accounts only. NO Corporate or Business Checks or Credit Cards accepted Return to: PIAW Legislative Conduit Account PIA of Wisconsin, Inc. ● 6401 Odana Rd. ● Madison, WI 53719 Fax: 608-274-8195 ● www.piaw.org ● Email: rvonhaden@piaw.org MARCH 18 29

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Overlooked Sales Tips

Four Sales Tips to Make You More Successful in 2018 By: John Chapin Tip #1: Stop working smart and get back to working hard. Most salespeople use “working smart” as an excuse to avoid hard work, especially the traditional methods of prospecting such as cold calling. They think work smart means work easy. As a result, they look for shortcuts and safe alternatives to prospecting on the phone and in-person. They try to prospect via social media and e-mail and kill so much time looking up information on prospects, that they don’t have time to make the number of calls necessary for success. While there are times you want to look up information on a prospect, use e-mail, and be on social media, the average salesperson takes it way too far because all of these are easier than talking to a live human being and facing possible rejection. In one case a new insurance agent was spending two hours looking up information before he made his initial call on a prospect. Instead of making the necessary 25 calls a day, he was making 2. Ouch! Stop looking for the easy button: the half-the-work, ten-times-theleads scheme, or the next break-through prospecting method, and stick to the tried-and-true: lots of calls in-person and on the phone. Hard work. The most successful salespeople work the hardest and spend the business day talking to people who can buy from them, not working on a sales letter, their phone script, social media, cleaning their desk, or doing research. Again, there are times for social media and technology. Just don’t get in the habit of using them at the expense of talking to the number of people you need to talk to in order to make the number of sales you need to make. Also, don’t do it during prime calling hours. Tip #2: Get your daily dosage of fear, pain, and discomfort. Every single day you need to be stepping out of your comfort zone, doing things that scare you, and growing personally and professionally. The good news is that many of these things overlap 32 MARCH 18

so usually one or two activities will fit the bill when it comes to this tip. Again, for salespeople it is typically cold calling, or making that particular call that for some reason they’re afraid to make, that is the most fearful and uncomfortable. The better you get at handling fear, discomfort, and mental pain, the better and stronger you and your business will be. Tip #2a: Cold call every day. Okay, you saw this one coming, right? This is tip 2a because again, for most people following this tip will give you your daily dose of tip #2. As a salesperson cold calling is more than likely the thing you dread most and the most difficult thing you do. If you get great at cold calling, most other things in you sales career will be a breeze. Also, while you may be great at getting referrals, using LinkedIn for leads, and have more business than you can handle, you should never stop cold calling. Why? Nothing keeps you as sharp as cold calling, nothing builds your intestinal fortitude like cold calling, and nothing will give you more confidence and success than being able to cold call and get the interest and attention of a complete stranger. Also, no matter how many people you know, there may be a time in life in which you can’t rely on your LinkedIn Network, Facebook friends, a center of influence, or your uncle. Like my friend who had to talk his way into a secure area reserved for executives during a mass shooting, there will be a time in life when you have to sell a stranger. Or as my first manager Don Roche Jr. used to say, a true salesperson can sell the stranger on the street first and foremost. Tip #3: Stop wishing it was easier. The person you become over the span of your life will pretty much be determined by the obstacles you’ve had to overcome and whether

or not you overcame them. Believe me, if you want to do anything significant with your life, you don’t want the easy road. There are no challenges or growth on the easy road. The easy road does not build persistence and resilience, which you when need when life gets tough, and which you need if you’re going to be successful in business and life over the long haul. This doesn’t mean you hope for tragedy to befall you, it means that when you run into plane delays, personal issues, professional obstacles, and anything else that life throws at you, that you accept them as part of life on planet Earth. No amount of wishing will make them go away. Rise above any negative feelings, move on, and realize that you’ll probably grow and learn something in the process. What stops most people from reaching their dreams is their inability to mentally overcome everyday roadblocks and problems they encounter along the way. They simply get beaten down until they give up. Tip #4: Get back to the basics. • Put people first and always do what’s best for them. • Have annual, monthly, and weekly goals, break that down to daily activity, and get those daily activities done no matter what. • Spend 80% of prime-calling time prospecting, presenting, and closing. • Get great at selling, knowing your product, and your solutions. • Build relationships and your network. • Work hard… okay, and smart, but make sure it’s intelligent work that builds your business, not easy work that has you looking for the sales version of a unicorn or Bigfoot. John Chapin is a motivational sales speaker and trainer. For his free newsletter, or to have him speak at your next event, go to: www. completeselling.com John has over 29 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia. You can reprint provided you keep contact information in place. E-mail: johnchapin@completeselling. com

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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.

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MARCH 18 33

(Continued from page 12 - Present Your Way to the Top)

going to say creates confidence. Rule #2. Control the situation. Presenters are actors—and they're also directors. It’s their job to set the stage—to take control. A wealth management firm engaged a well-known business school professor to speak at a client event. When more guests than expected showed up, the speaker was put in an untenable position of standing by himself in the middle of the room, surrounded by the guests. No one could succeed in such conditions, and he didn’t. Experienced speakers make their expectations known so they can be successful. Rule #3. Never apologize. Avoid such statements as “I’m not a speaker” or “I only wish I had more time to prepare” or “My grandmother’s cat died.” What they do is broadcast your lack of self-confidence. Those listening may still be sitting there, but they’re gone, never to return. Presenting isn’t about you, so don’t let yourself down. Rule #4. Break the PowerPoint habit. Dependence slides is an addiction, and once it has you in its grasp, it won’t let loose. Use slides and other props, such as videos and graphics, sparingly to support your presentation. Never read from the screen; keep the focus on you and what you’re saying. Rule #5. Start strong. Demonstrate confidence from the get-go. Drop the “warm up” stuff and stay away from jokes, unless you’re an experienced stand-up comic. What works may be telling a story about

how your product or service helps customers and how it can benefit them. Don’t waste time; get to why you’re there and why it’s in the best interest of your listeners to hear what you have to say. Rule #6. Give them a roadmap. Don’t let listeners get lost in a swamp, make a wrong turn, or be distracted by other sights along the way. To keep listeners focused on what you’re saying, let them know where you’re going. Example: “Here’s where we are today. We have three choices. Only one of them will get us where we want to be.” The roadmap enhances confidence. Rule #7. Compelling close. Never leave listeners confused or up in the air. That only shatters their confidence in you and your message. The closing task is to reaffirm why your proposal, plan, concept, or initiative is correct, and most importantly, what can be lost if it isn't approved or adopted. Why is presenting a skill that’s key to career advancement? It demonstrates all the right qualities—the ability to analyze issues, leadership, and most of all instill confidence. 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.

SAVE THE DATE!

AUTO | CONTRACTORS GENERAL LIABILITY COMMERCIAL AUTO | TNC (Uber, Lyft, etc.)

www.FirstChicagoInsurance.com 708-552-4623 or email JDurkin@FirstChicagoInsurance.com 34 MARCH 18

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

Q: What markets do you have?

Q: How does carrier contingency work?

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

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

Q: Will I make more money?

Q: Do you have a solid perpetuation plan?

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

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

Q: How can I maximize my time? A. We handle staff management, HR, accounting, IT, rating, office management and other administrative details. This allows Producers to spend more time with their families or growing their book on their terms.

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

Learn More: Chris Illman I cillman@robertsonryan.com I 800.258.0277 I www.RobertsonRyan.com

Protect the Reputation and Assets You’ve Worked Hard to Build: Choose the Right Agents’ Errors and Omissions Program! Utica National and Agents Service Corporation can help. More than 10,000 agencies have placed their trust in Utica National over the last 50 years because they offer:

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

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

combination of protection and premium you need! Contact Heidi Hodel at PIA Wisconsin by phone at 608-274-8188 or via email at hhodel@piaw.org for more information.

MARCH 18 35

We know what it took to build this unique business.

And we know what it takes to protect it. Underwriters who know and understand what coverages are necessary for each unique business. Loss prevention professionals who use a hands-on approach to help develop programs tailored to each specialty business. Claim reps with the expertise and technology to process claims quickly and efficiently. As an Official Supplier of the Silver LiningÂŽ, you and West Bend will find a specialized insurance plan for your valued customers. To find out more, talk to your West Bend underwriter.

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

MARCH 18 37

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

DIRECTORS Mr. Thomas Budzisz, CPIA BWO Insurance Group, LLC 2111 E Rawson Ave. Oak Creek, WI 53154 Phone 414-768-8100 Fax 414-768-8110 tom@bwoinsurance.com Mr. Jeremy Cordova, CIC Cordova Agency, Inc. 716 E 2nd St. Merrill, WI Phone 715-536-9576 Fax 715-539-3349 jeremy.cordova@cordovaagency.com Ms. Sandy L. Hardrath, CIC, CPIA Ansay & Associates 4712 Expo Dr. Manitowoc, WI 54220 Phone 920-370-4283 Fax 920-682-7799 Sandy.Hardrath@Ansay.com

Mr. Sean M. Paterson, CIC Treasurer Robertson Ryan & Associates 12750 W. North Ave., Building A Brookfield, WI 53005 Phone 262-782-5373 Fax 262-782-6327 spaterson@robertsonryan.com

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

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

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

STAFF

Fax 608-441-8787 johnk@affiliatedllc.com

PIA of Wisconsin, Inc. 6401 Odana Road Madison WI 53719 Phone: 608-274-8188 Toll Free: 800-261-7429 Fax: 608-274-8195 Toll Free Fax: 866-203-7461 www.piaw.org

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

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

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

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

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

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

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

Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

Coming Events MARCH 2018 14-16

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

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

APRIL 2018

MAY 2018

11-13

CIC Commercial Multiline West Bend, WI (20 WI CE)

CISR Life & Health Essentials Madison, WI (7 WI CE)

CISR Life & Health Essentials Tomah, WI (7 WI CE)

JUNE 2018 6

CISR Commercial Casualty 1 Madison, WI (7 WI CE)

CISR Personal Auto Rothschild, WI (7 WI CE)

16-17

CISR Personal Auto Madison, WI (7 WI CE)

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

CISR Agency Operations Eau Claire, WI (7 WI CE, 1 is Ethics)

20-22

CIC Agency Management Eau Claire, WI (20 WI CE, 4 of 20 are Ethics)

CISR Commercial Property Green Bay, WI (7 WI CE)

CISR Commercial Property Waukesha, WI (7 WI CE) 38 MARCH 18

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 Male o Licensed Owner o Female o Licensed Producer

Part-time

Magazine

Nat’l Voting

Privilege

INCL INCL

Agency Information: Agency Type:

o Sole Owner

Top 3 P&C Companies (list in order)

o Partnership

o Corporation

Other Association affiliated with_______________________________

1)__________________________ 2)__________________________ 3)____________________________

Which Agency Management System are you using________________________ E&O Carrier_________________________________________ Exp. Date______________ Annual P&C Prem. Vol.________________________________

Calculate Membership Amount Due:

Part-time employees count as one-half. If count ends in half, drop half. # Owners_________+ # Producers_________+ # Licensed staff_________+ # Unlicensed staff_________= Total Agency Size_____________________ DUES SCHEDULE Total Agency Size $Amount Total Agency Size $ Amount 1 385 16 1025 2 430 17 1070 3 475 18 1110 4 520 19 1155 5 565 20 1185 6 605 21 1230 7 655 22 1270 8 695 23 1320 9 735 24 1360 10 775 25 1405 11 820 26 1445 12 865 27 1490 13 900 28 1530 14 940 29 1575 15 985 30 & Over 1610 I certify that the information on this application is true and correct. Signed_________________________________ Dated_______________________

Total Amount from Dues Schedule $__________________ Send:

o Check

o MC

o VISA

o DIS

o AMEX

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