professional agent APRIL | 2013
Wh at’s Inside? . . .......................................12
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www.piaw.org
Your customers deserve a
Silver Lining.
®
When something happens to your customer’s home, car, or business, it may not be a disaster. But no matter what it is, your customers always deserve fast and fair service from their insurance company. West Bend provides a Silver Lining, no matter what the claim may be. When a clothes dryer started a fire while drying towels, repairing the damage and getting Anna’s hair salon back up and running was important. So that’s just what we did. Sometimes little things mean a lot. And every day, when something bad happens to someone, West Bend makes sure our customers experience the Silver Lining. Because the worst brings out our best.®
2 APRIL 13
From the
President Tracy Oestreich, CIC, CPIA, AU — President, PIA of Wisconsin
PIA Mission Our mission at Professional Insurance Agents of Wisconsin, Inc is: An association dedicated to the growth and perpetuation of our members as professional business people who market insurance products to fulfill the needs of consumers. National PIA was founded in 1931 with objectives that are just as relevant today as they were back then: • Educate agency owners and staff about insurance concepts; • Keep agents informed about the changing company offerings; • Allow agents to assist one another in property underwriting of their business; • Increase cooperation between carriers and agents; • Advocate for agents in legislative matters; • Foster acquaintanceship among agents so they could support one another; • Protect the American Agency System The National Association of Professional Insurance Agents represents independent insurance agents in all states, Puerto Rico and the District of Columbia. Our members are insurance professionals who can be found in small towns, big cities and everywhere in between across America. We are “Local Agents Serving Main Street America”. PIA works with carriers and industry organizations, such as NAIC (National Association of Insurance Commissioners), NCOIL (National Council of Insurance Legislators, ACCORD (Association for Cooperative Operations Research and Development and others to help ensure the concerns of independent agents are addressed. PIA offers members access to materials to strengthen their agency and to keep them up to date with industry trends and regulations. PIA offers a wide variety of programs and tools for success to benefit you. From education and networking to advocacy and resources, you will find insurance solutions that work for your business. Take some time to browse the websites for your local association (www.piaw.org) and your national association (www.pianet.org).
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PIA National committees are hard at work focusing their efforts on: terrorism insurance; providing guidance to members on cyber liability; crop insurance; monitoring implementation of flood insurance reforms; assisting agents’ interests in the face of healthcare reform; advocating for common sense public policy on natural disasters; encouraging streamlined producer licensing; monitoring and providing information on electronic proof of insurance; opposing federal insurance regulation and defending state regulation; and working to reduce tax and regulatory burdens on small businesses. Our involvement on issues critical to YOU produces results. PIA members from across the country will meet on Capitol Hill on April 10-11 as Congress debates issues important to our industry, such as healthcare implementation, crop insurance reform through the Farm Bill, flood insurance and efforts to federally regulate the industry. Your local PIA association is sending members to take part in this advocacy event. With so much misunderstanding and inaccurate information circulating the halls of Congress, it is important that agents band together to better educate and persuade decision-makers. Schookits for Kids is the theme for our PIAW annual charity drive. We are calling on our members and communities to collect backpacks and school supplies to help give kids a great start to the upcoming school year in fall of 2013. See more information on this charity drive in the article by our Public Relations Committee chair, Jodi Cordes. We have a great class offering coming up in May which focuses on National Health Care Reform. National expert, Jerry Rhinehart will address what you need to know and much more! Check our website, www.piaw.org for details and dates of this very pertinent class. As you can see, you PIA is working hard for you, keeping you informed, educating you, working within the industry, offering tools for success and giving you a powerful collective voice in government. Thank YOU for being a member of the best agents association.
The trouble with jogging is that by the time you realize you're not in shape for it, it's too far to walk back. — Franklin Jones
APRIL 13 3
Memos from
Madison Ron Von Haden, CIC — Executive Vice President, PIA of Wisconsin
National Health Care Reform National Health Care, Obama Care, PPACA, Affordable Care Act or whatever you choose to call it is heading towards us like a steaming locomotive. It’s the law and will be implemented in just a few short months. You absolutely must know what is contained in the program (unlike the legislature when they passed it) and how you intend to deal with it for yourself, your agency and your clients. This is not an issue that you can simply ignore and let someone else worry about because it will touch every one of us in some manner. Fortunately, on May 14, 15 and 16 in Rothschild, Green Bay and Milwaukee respectively, PIA will present a four hour seminar on National Health Care Reform. We have secured one of the leading national authorities to give you the insight and information you need. Jerry Rhinehart, from Panama City, Florida will be your guide and will lead you through the maze of questions and details to get to the straight answers you need. This seminar is approved for four CE hours in Wisconsin. Take a look at the questions below. If you know all the answers, stay home….you already know more than 99% of your peers. But if you see questions that you can’t answer, you’d better load up the car, hitch up the wagon or saddle the camel and head for one of these sessions. You can register by completing the form in this magazine or visit www.piaw.org, click on Coming Events and scroll to the May dates. • How will the Affordable Care Act affect me, my family and my business? • What will a health insurance plan look like in 2014? What will it cover and for what limits?
4 APRIL 13
• Are there taxes, fees and penalties that may impact me and my business? • Do I have to provide health insurance for my employees? • What is an “Exchange” and how might it affect me? • Are there any alternatives to mandated federal coverage? • Could I have to pay a penalty even if I provide coverage to my employees? The provisions of the Act change almost daily and you cannot possibly keep up without expert guidance. Mr. Rhinehart’s program materials are constantly updated to give you the latest information about this massive federal program. Bring your friends, your staff and your clients!
AS PART OF OUR continuing effort to give you timely and accurate information about your associations legislative efforts on your behalf, we will soon be sending, via email, a monthly synopsis of legislation and regulatory affairs from the PIA National Federal Affairs department. This will be a quick and easy-to-read overview of issues that keep us busy on Capitol Hill. I would appreciate your feedback when we implement this new service. I understand that some of you are very interested in federal issues and others are not so we will have the “unsubscribe” button available on every for you to use if you feel this is not valuable to you. Just click and we will remove you from this list.
AND REMEMBER …..It’s not what you do that determines who you are. It’s what you do when no one is looking that determines who you are.
$1,000,000,000 CELEBRATING ONE BILLION IN WRITTEN PREMIUM! DOUBLE DIGIT GROWTH has pushed ACUITY over the $1 billion revenue mark! In the past 14 years, we’ve quadrupled our written premium and you are responsible for that. Thank you! We have the agents, employees, and strategic plan to allow our growth to keep compounding on the path to becoming a multibillion-dollar insurer.
www.acuity.com For All That Matters
facebook.com/acuitywow APRIL 13 5
From the
Boardroom By Jeff Glass, A F Glass Insurance Center — Vice President, PIA of Wisconsin
Plan for Your Dreams Last weekend (March 9th) while ripping through the U.P. of Michigan on my snowmobile, I drifted off into a state of mind called “Helmet Time”. Helmet time is a place you go mentally to ponder life while you are covering countless miles of nothing….it’s a fancy phrase for “Day Dreaming”. While enjoying my “Helmet Time”, I started pondering the positives and negatives of being self-employed……. working 24 years plus in the insurance industry. The one thought that kept occupying my “Helmet Time” was my business and the business of my fellow agents and peers. Is your business providing you with everything you want out of life?? None of us really know the answer to that question until we take the time to create the “Dream List”. The “Dream List” is an exercise I’ve done for years…..usually every 3 years or so…..the exercise can be a huge eye opener in hindsight if you’ve retained your previous “dream List” goals. Here’s what I want you to do. Start with your yellow tablet (I know you have one) and number 1 through 12 down the left hand margin of the paper. Let your imagination run crazy wild and put down the 12 things you want most out of life for you personally and, if you have a family, for them as well. It’s “no holds barred”. Go completely crazy, expressing what you really want. Stop reading and go complete your list. When you have finished, come back.
Now that you have completed your list, go back and take a serious look and compare what you want out of life with what you think the agency is capable of providing you. If the agency’s ability to provide you with everything you want falls well short of what’s on your “Dream List”, you now have a new lease on life…..a new focus. Everything on your “Dream List” is achievable if you get busy and plan the future of your agency or employment. That’s what it boils down to – planning. You can’t go to the office each day, unlock the door and then wait to see what happens. You must be in charge of everyday, week, and month and be on top of your business/personal plan if you are going to get everything you want out of life. Get busy planning the future of your career or agency; it’s amazing how many personal or business goals can be achieved by having a plan and following the plan……. I personally have exceeded many expectations in life, and it wasn’t the hard work, timing, or luck…….It was good planning and follow through. Today, planning is everything and proper execution on those plans is the ultimate in achievement…..get your “Helmet Time” on and start that “Dream List” Cheers J.J.Glass P.S. If anyone wants “Helmet Time” with me next year snowmobiling, give me a call…..let’s ride.
Right in your backyard!
With Continental Western Group® in your backyard, you have the comfort of knowing we are responsive to your needs and the confidence of knowing we are dedicated to our partnership! Call Fritz Weitendorf, our Wisconsin Representative at 1-877-643-0219 ext 3828.
www.cwgins.com
6 APRIL 13
Retention Strategy #6 CLAIMS METRICS
“ When it comes to claims, we know the score!” Beckie Januszewski, Milwaukee Branch Claims Supervisor EMC does more than handle claims, we score them. Information gathered from adjusters and customers provides us with metrics to continually enhance the quality and promptness of EMC’s claims handling. It’s just one of the many reasons policyholders Count on EMC®.
Milwaukee Branch: 800.236.1800
| Home Office: Des Moines, IA
www.emcins.com © Copyright Employers Mutual Casualty Company 2011 All rights reserved
OCI Administrative
Actions Ted Nickel — Commissioner of the Office of Insurance
Madison, WI—OCI has taken the following administrative actions. In many of these cases the respondent denied the allegations but consented to the action taken. Any forfeitures paid in these administrative actions are deposited in the Common School Fund which is administered by the Board of Commissioners of Public Lands. The earnings from this fund are distributed to all public K-12 schools in Wisconsin and are used by school libraries to purchase books. Copies of the administrative action orders may be viewed online at https://ociaccess.oci.wi.gov/OrderInfo/OrdInfo.oci. OCI is responsible for overseeing the operations and marketing of insurance companies and agents in Wisconsin. OCI encourages anyone with a question or a complaint regarding an insurance company or agent to contact the office at this toll-free telephone number: 1-800-236-8517.
Allegations
and
Actions Against Agents
Kuldip S. Bagga, 1573 Hillsboro S.E., Grand Rapids, MI 49546, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to disclose an administrative action taken by the state of Minnesota on a licensing application. Mashelle Barker, 219 E. Maple St., Ste. 3000, North Canton, OH 44720, agreed to have her application for an insurance license denied for 248 days. This action was taken based on allegations of having a criminal conviction which may be substantially related to insurance marketing type conduct. Haroon Binwalee, 6714 Greenshire Dr., Indianapolis, IN 46220, had his insurance license revoked and was ordered to pay a forfeiture of $250.00. These actions were taken based on allegations of failing to report an administrative action taken by the state of California on a licensing application, failing to report criminal convictions on a licensing application, and failing to respond to OCI inquiries. Rossana M. Colon, 1222 S. 23rd St., Milwaukee, WI 53204, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide evidence of resident surplus lines licensure. Emma Costilla, 700 N. 10th St., Apt. 16, Oostburg, WI 53070, had her application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose criminal convictions on a licensing application. Nichole M. Day, 840 Roosevelt St., Fennimore, WI 53809, agreed to the denial of her insurance license for 31 days. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application. Retha Dale Dowells Coble, 5150 Regent Blvd., Irving, TX 75063, had her application for an insurance license denied. 8 APRIL 13
This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having a criminal conviction which may be substantially related to insurance marketing type conduct. Peter Stephen Goeser, N4232 County Rd. D, Oakfield, WI 53065, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due. Timothy M. Greguire, 605 Grand Ave., Rothschild, WI 54401, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having a criminal conviction which may be substantially related to insurance marketing type conduct. Craig D. Huguet, W192S6347 Regency Ct., Apt. F, Muskego, WI 53150, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due. Javan T. Jones, 736 W. Cook Ave., Glenolden, PA 19036, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having a criminal conviction which may be substantially related to insurance marketing type conduct. Travis Kurey, 1421 Kevin Dr., Kaukauna, WI 54130, had his application for an insurance license denied. This action was taken based on allegations of having a criminal conviction which may be substantially related to insurance marketing type conduct. Christopher Aaron Lenzendorf, 5153 Ninebark Dr., Madison, WI 53711, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due. [continued on page 10]
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OCI Administrative Actions [continued from page 8] Thomas E. Monson, S5675 Cty. Rd. B, Eau Claire, WI 54701, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due. Nicholas M. Neitzel, N53 W34959 Rd. B, Okauchee, WI 53069, agreed to have his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose a criminal charge or conviction on a licensing application and failing to promptly reply to questions from OCI. Christopher Edward Porter, 887 Mitten Rd., Ste. 200, Burlingame, CA 94010, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide required proof of resident state licensing. Lucinda M. Stanford, 826 Hwy. K, Wisconsin Dells, WI 53965, was ordered to have her insurance license suspended for a period of three months or until court-ordered restitution is fully repaid, whichever is longer; was ordered to pay a $500.00 forfeiture; was ordered not to have any employment involving cash handling for five years; was ordered to notify employers and provide them with copies of the order; and was ordered to the automatic revocation of her insurance license upon any further regulatory violation, violation of the order, or any demonstration of any kind that she is not trustworthy or of good character. These actions were taken based on allegations of failing to disclose criminal convictions to OCI. Melissa Saje Stephen, 4021 South 700 E., Ste. 500, Salt Lake City, UT 84107, had her application for an insurance license denied. This action was taken based on allegations of having a criminal conviction which may be substantially related to insurance marketing type conduct, being delinquent in child support payments, and failing to respond promptly to inquiries from OCI. Johnny B. Tate Jr., 2415 Salem Park Dr., Indianapolis, IN 46239, had his application for an insurance license denied.
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 10 APRIL 13
This action was taken based on allegations of failing to respond promptly to inquiries from OCI and owing delinquent child support. Cody Thomas, 5013 Grace Rd., North Olmstead, OH 44070, had his application for an insurance license denied. This action was taken based on allegations of having a criminal conviction which may be substantially related to insurance marketing type conduct and failing to respond promptly to inquiries from OCI. Eric E. Trulson, 7751 157th Ave., Bloomer, WI 54724, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application, having a criminal conviction which may be substantially related to insurance marketing type conduct, failing to complete prelicensing education, and failing to respond promptly to inquiries from OCI. Benjamin James Wanamaker, 10975 Sterling View Dr., Ste. A1, South Jordan, UT 84095, had his application for an insurance license denied. This action was taken based on allegations of having a criminal conviction which may be substantially related to insurance marketing type conduct and failing to respond promptly to inquiries from OCI. Michael Wenzel, 2768 County Rd. F, Eau Claire, WI 54703, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due. Darren C. Woods, 19601 W. Bluemound Rd., Brookfield, WI 53045, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due. Kou Xiong, 5934 N. 69th St., Milwaukee, WI 53218, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application.
Š 2013 Society Insurance
One experienced employee. Small detail. Big difference. On average, Society underwriters remain with the company for more than 10 years, giving you the full benefit of our knowledge and expertise. Meanwhile at other insurance companies, the position is more likely to turn over a few times. And when you’re a busy agent trying to get the job done right, that can feel like a few times too many. If you agree that details like these can make a big difference, give us a call at 888-5-SOCIETY or visit societyinsurance.com.
Micromanaging vs Coaching
Micromanaging is a tactic, not a style
O
By Nathan Jamail
One of the greatest misunderstandings in leadership and coaching is the term “micromanaging”. Most leaders never want to be thought of as a micro manager. In fact, it could be considered an insult or weakness of any manager. When micromanaging is used as a coaching or leadership style it will most likely deliver bad results, stifle creativity, limit employees’ selfworth and without a doubt limit productivity. On the other hand when a coach or leader must deal with a bad performer it is imperative to help the employee either become a better performer or help them find a job that is a better fit. Leaders should strive to be a coach who when necessary, uses micromanaging activities to improve specific areas, but uses coaching skills when getting the team ready to win.
Why micromanaging and coaching are often confused Micromanaging and coaching are often confused because from the surface, the activities and the leader’s involvement look very similar. The key difference is the leader’s intent and desired goals of their action. Both require the involvement of the leader; setting clear expectations, well defined activity management, accountability and a huge time commitment from the leader as well as the employees. The difference lies in the purpose of these activities. For example:
• A micromanager does this with the intent to set boundaries and rules. A coach shows his commitment to the team by holding everyone accountable. • A micromanager uses accountability to ensure the employee is earning their paycheck (oftentimes focusing on single employees versus the team). A coach manages activities to ensure the employees are on the right track and that they are in the best position to succeed. • A micromanager uses the activities to justify effort or
a leader is setting expectations to ensure there is complete
discipline. The micromanaging method is proved wrong
understanding of what they expect from each employee in
when a coach understands it is not the amount of time
order to maximize productivity and limit confusion:
an employee contributes as much as it is the focus and
12 APRIL 13
effectiveness of the time they contribute. The intent of coaching is to develop and prepare the employees to succeed using the leader’s knowledge and experience to guide the employees, not to justify actions. Action item: Don’t afraid of being a coach because you don’t want to micromanage. Get involved and share the intent of your actions with your team so they understand your goals for not only yourself, but for them- which ultimately is the goal for success.
plan of daily and weekly activities and micromanage those activities to help them move up in performance or out of the position that does not fit them. You owe it to them as their leader and coach.
Why most leaders don’t like to coach All leaders, or at the least the majority of leaders, prefer to avoid confrontation. This is unfortunate as only in constructive confrontations and discussions can progress be made. It is all in the intent of the confrontation. If the
Every great coach must use micromanaging tactics
intent is to just belittle, or point out all the obvious issues
As stated, the main issue with leaders and managers is they misunderstand what “micromanaging” is and is not. Micromanaging is a tactic of coaching (or should be); it is not a leadership style. Micromanaging should be used as a consequence of those employees that are not meeting expectations or are bad performers. A bad performer does not necessarily mean a bad employee (and definitely does not mean a bad person). There are many employees that are not performing well because they are in the wrong job, not because they are bad people, or they are not doing what they are passionate about in general, thus have no desire to be successful. By micromanaging the details of such an employee it allows the leader and the employee to make the best decision of what action should be taken next.
conversation and understandable as to why one would want
When to micromanage and how long Let’s say there is an employee who appears to be unhappy and their activity and results are not meeting expectations. The leader should get involved early to determine if the shortcoming is a lack of desire or ability, or both. To help determine the issue, the leader should implement more disciplined expectations and activities and explain to the employee why this action is being taken as well as the desired outcome. The desired outcome should be to either help the employee reach the expected activities, attitude and results or help them find a role that is a better fit. These micromanaging activities should be short-term activities. The leader needs to make assessments quickly and take on the continued shortcomings, which results in moving the employee out of the position. In turn, the leaders should also take quick action to recognize great efforts and achievements as warranted. A leader should not have to implement a micromanaging activity for an employee for more than 90 days and can be stopped in as little as 30 days depending on the level of involvement, improvement and accountability, as well as overall attitude and commitment of the employee. Action item: Micromanaging is a tactic, not a style. When you have a poor performing employee, implement a performance
with an employee, then yes that is a destructive and useless to avoid it. However, in order to be an effective coach, a leader must approach confrontation with the intent of helping the employee. It is absolutely impossible to coach without confrontation and discussion regarding areas of opportunity. When an employee is confronted by a leader who expresses the desire to help them achieve success, points out areas of opportunity for improvement and suggests a game plan to help them achieve such improvement, the confrontation just took the route of establishing a plan for success. It is a win-win for both parties. Of course at this point it is up to the employee to demonstrate their desire for success and jump on board, but it is also the leader’s job to micromanage through the issues until a satisfactory ending is in sight. Is this hard to do? It is, only if the intent is wrong. Is it necessary? Absolutely.
Final thought Not every hire is the right hire and not every job is the right job, but accepting either one just because it is easier is wrong. Micromanage through the issues by helping your employees either become great at what they do, or helping them to find something they will be great at. Outside of issues with poor performing employees, your job as a leader is to coach your entire team to success.
Nathan Jamail, president of the Jamail Development Group and author of “The Sales Leaders Playbook,” is a motivational speaker, entrepreneur and corporate coach. As a former Executive Director for Sprint, and business owner of several small businesses, Nathan travels the country helping individuals and organizations achieve maximum success. His clients include US Army Reserves, Nationwide Insurance, Metro PCS, State Farm Insurance, Century 21, Jackson National Insurance Company and ThyssenKrupp Elevators. To book Nathan, visit www.NathanJamail.com or contact 972-377-0030.
APRIL 13 13
July 31- August 2, 2013 Chula Vista, Wisconsin Dells gold sponsors
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Exhibitors: For Trade Show Exhibit Booth information and registration visit our website or call PIA. If you would like to attend any events outside the Trade Show please register using this form.
Professional Insurance Agents of Wisconsin, Inc.
•
1-800-261-7429
•
www.piaw.org
www.sheboyganfallsinsurance.com
July 31- August 2, 2013
Chula Vista, Wisconsin Dells
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14 APRIL 13 July 31- August 2, 2013
Registration materials will be available early May
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al Conv u n en An
SA V E T H E D ATE !
stration
e Attend
NATIONAL HEALTH CARE REFORM! 3 DAYS ONLY – SPACE WILL GO QUICKLY
WWW.PIAW.ORG
Register your key business clients, your client’s attorneys, CPAs and human resource personnel. National expert, Jerry Rhinehart, CIC, CLU, ChFC, RHU, will address the following questions and much more! • • • Delete text and place photo here.
• • •
NATIONAL HEALTH CARE
•
4 WI CE CREDITS 8:00 – 11:45 a.m.
•
May 14 Holiday Inn - Rothschild May 15 Radisson - Green Bay May 16 Paul Davis Restoration – Milwaukee
How will the Affordable Care Act affect me, my family and my business? What will a health insurance plan look like in 2014? What will it cover and for what policy limits? Are there taxes, fees and penalties that may impact me and a business? As a business owner do I have to provide health insurance for my employees? What might happen to a business owner if they provide a plan now but stop in 2014? Is it possible to have a penalty even if a high quality health insurance plan is provided to the employees? Will income paid to employees impact potential penalties that could be levied on the business owner? I have heard a lot of conversation about the “Exchange”, what it is and how might if effect me?
PIA Members and Guests $65 each Non Members and Guests $90 each Fee includes continental breakfast & program.
*******************************One form per attendee please, plus non-licensed guest/s.*************************** ______May 14
______May 15
______May 16
Total Amount Enclosed $________
Full Name_____________________________________________Nick Name ____________________________ Agency/Company ____________________________________________________________________________ Address__________________________________________City_______________State__________Zip _______ Phone__________________________________Cell or After Hours ____________________________________ Email___________________________________________WI License Number __________________________ Guest/s Name____________________ ______________________ ________________________ _____Check Payable to PIA
_____ M/C
_____ Visa
_____ AMEX _____ DIS
Card #_______________________________________________________ Exp. Date ______________________ Return to: PIAW, 6401 Odana Rd., Madison, WI 53719 Fax: 608-274-8195 Register online www.piaw.org Confirmation will be emailed upon receipt of registration. No refunds without 7 days notice, substitutions only. Call PIA for assistance. 1-800-261-7429 APRIL 13 15
When was the last time you
Read your E &O Policy? While most agencies have an errors and omissions policy, it is questionable whether they have the time to review it and truly know how to use it. Sometimes the situation is obvious, such as if you are presented with a summons and complaint, while other times it may be questionable whether it is appropriate to contact your E&O carrier. Because any two situations are rarely exactly alike, there are some good rules to go by- do's and don'ts- that can help in these instances. The Do's
Use the resources/expertise of your E&O carrier. Your
Read your E&O policy. This is great way to understand what your E&O policy covers and what is doesn't. Every E&O policy has exclusions, so review them to determine to what degree those exclusions are of concern for your agency. Check to ensure you are covered for what you do and what you sell. Over the years, there have been many situations where the agent found out, after being presented with an E&O claim, that the agency didn't have the coverage the agent thought they did.
E&O is more than just a policy. Most E&O carriers provide their agent-customers with resources to help those agents manage their E&O exposure. In most cases, this involves the usual articles and tips. However, the staff of many E&O carriers (typically the claims and underwriting folks) are readily available to answer questions on procedures or a multitude of other E&O matters. If a potential E&O matter surfaces, agents should not hesitate to contact the claims staff for their perspective. They will help guide you
Know your limits and how they work. Typically, agents only have one time a year to modify their limits- at renewal time. In determining the "right" limit for your agency, realize that the size of the agency is not a determinant of the potential size of an E&O claim. Big claims happen even with small agencies. While E&O claims arising from personal lines tend to be smaller, big E&O claims happen with all types of agencies.
regarding your future actions.
E&O limits are provided on a per-claim/aggregate basis, so don't hesitate to ask the underwriter for options. Regarding the per-claim limit, $1 million is insufficient. Regarding the aggregate, secure a limit that is a multiple of the per-claim limit. For example, $2 million per claim/$6 million aggregate.
Don't admit liability or commit to a payment. Over the
Understand how the deductible works. Are you only required to pay the deductible if your agency is determined to be liable - or are you responsible for defense costs on claims even where your agency is absolved of any wrongdoing? If you are unsure, contact the underwriter or a representative of the agents' association, if you secured coverage through it. Don't wait for an E&O claim to occur to find out.
need to proven before the policy will pay. There are many
16 APRIL 13
Report any claim, error or concern promptly. The earlier the agent advises the E&O carrier of an issue, the quicker the carrier can begin to begin its discovery to determine what happened.
The Don'ts years, there have been situations where after an agent committed an error, he or she automatically presumed the E&O policy would pay. This is not always the case. An E&O policy is based on the concept of legal liability. In other words, if the agent made a mistake, legal liability would still defenses E&O carriers can apply to eliminate or reduce the degree of the agent's legal liability. For example, in most states the client has a duty to read his or her policy. By doing so, the client would be able to determine, hopefully before the claim, that coverage was not what they thought it was. If it was determined that the client did not read the policy, any eventual settlement could potentially be modified.
It might be natural for an agent to want to admit they made a mistake and to advise a client that the agency's E&O policy will pay. After all, the agent probably feels terrible and wants the customer taken care of. However, just as an agent advises a customer not to admit liability if the customer is involved in an auto accident, agents should follow their own advice. If a client suffers a loss only to find out they will not be fully paid or not paid at all, the agency should contact its E&O carrier immediately for guidance/direction. An admission of liability could impair the ability of your errors and omissions carrier to settle the claim at the best possible terms. In some situations, it could actually jeopardize your E&O coverage.
Get 24 WI CE Credits on a NEW-NAIFA CE cruise
Other Don'ts • Don't approve any recorded or written statements concerning the alleged error or omission. • Don't alter or make changes to any records pertinent to the claim. • Don't discuss the matter with anyone other than your own personal counsel or E&O carrier representative • Don't allow the inspection, copying or removal of any records without discussing it with your E&O carrier.
Your E&O is serious business
For more information, visit www.cecruise.org
In many respects, the decisions you make regarding your errors and omissions coverage-carrier, limit, deductible, etc.- are among the most important decisions you will make during the year, and can only be made before the claim. Yet the other set of decisions, those made after you have been presented with a claim, are equally important. Work with your E&O carrier to make sure you understand your coverage and how it works. This should give you the peace of mind to help you sleep better at night.
Curtis M. Pearsall, CPCU, AIAF, CPIA President, Pearsall Associates Inc. and Special Consultant to the Utica National E&O Program
Selective has been a trusted provider of insurance solutions since 1926. Working with our elite group of agents, we focus on providing the business and personal insurance solutions that best meet our customers’ needs. Get to know us today. Metro Milwaukee Bonnie.Weiss@selective.com
West & Central WI James.Wasserburger@selective.com
Green Bay/Fox Valley Robert.Reinke@selective.com
©2012 Selective Ins. Group, Inc. (Branchville, NJ). “Selective” insurers include Selective Ins. Co. of America, Selective Ins. Co. of New England, Selective Ins. Co. of N.Y., Selective Ins. Co. of South Carolina, Selective Ins. Co. of the Southeast, Selective Way Ins. Co. and Selective Auto Ins. Co. of N.J. Insurers and products available vary by jurisdiction. SI-12-077
APRIL 13 17
Get Online With PIA Eservices
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Right Mix Austin Mutual Insurance Company’s rich tradition and strong Wisconsin presence set us apart from
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other property/casualty carriers. As the newest affiliate of super regional The Main Street America Group, our two companies are committed to providing you with commercial and personal lines, as well as fidelity and surety bond, products that are competitive in the marketplace.
Need More information? Call (800) 328-4628 or Visit www.msagroup.com
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{
GIGGLES 18 APRIL 13
The man who smiles when things go wrong has thought of someone to blame it on. —Robert Bloch
ÂŽ
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
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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.
APRIL 13 19
new MEMBERS
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AGENCY
A & L Insurance Group LLC Madison, WI AIM Group, Inc. Sheboygan, WI Allen Insurance Agency LLC Greenville, WI American Advantage – Nugent Agency Hartland, WI American Adv. TU - Todos Unidos Agencia LLC Milwaukee, WI American One Insurance LLC West Milwaukee, WI Associated Insurers Inc Franksville, WI Central Insurance Agency LLC Osceola, WI DSB Insurance Agency Dorchester, WI Eastling Insurance Services LLC Manawa, WI
Express – Excess Ins. Agency Milwaukee, WI
Point Insurance Agency LLC Plover, WI
Fox River Insurance & Financial Services Appleton, WI
Professional Insurance Programs West Allis, WI
Frank Marchan Agency, LLC Milwaukee, WI Hillside Insurance Agency Eau Claire, WI Joel Jorgensen Insurance Agency, LLC Appleton, WI Keuler Insurance Agency Inc. Mineral Point, WI Kolb & Associates Grafton, WI Marathon Financial Services LLC Marathon, WI Martin Insurance Agency Lake Geneva, WI MidState Insurance & Investment Services Mequon, WI Nolan Anderson Agency Waunakee, WI
OPPORTUNITY KNOCKS. Join AAA’s Network of Independent Insurance Agents and Enjoy Tremendous Benefits. • AAA brand strength • Competitive commission program • Outstanding contingency program • Innovative co-op advertising resources For even more great reasons to add our powerful brand to your insurance carrier line-up, contact:
Heidi Nienow at 608-828-2614 or hqnienow@AAAWisconsin.com today! Insurance underwritten by Auto Club Insurance Association or Auto Club Group Insurance Company.
20 APRIL 13
Reilly Insurance Services, Inc. Milwaukee, WI Rodrian Insurance Brookfield, WI The Skogg Agency LLC Green Bay, WI Total Insurance Services Inc. Green Bay, WI Van Gilder Insurance Agency Inc. Rice Lake, WI Wallace, Cooper & Elliott Insurance Richland Center, WI
ASSOCIATE Euler Hermes Wauwatosa, WI
Midwest Select Enrollment Solutions Mosinee, WI
2013 Ethics & Hot Topics
All Approved for the Utica Premium Discount! 4 Credit CE Day: $65 PIA Member / $90 Non Member 8 Credit CE Day: $145 (includes lunch)
an C e n Anyo end! Att John Dismukes CIC, CPCU, AAI, AIS
The full days, also known as William T. Hold Seminars, are an approved CISR update option. No dues required.
april 30
Cranberry Country Lodge – Tomah 8:00 – 4:15 p.m. Things I Wish I Knew 40 Years Ago: Personal & Commercial Lines, E&O Prevention, Ethics (John Dismukes) 8 WI CE, 3 of 8 Ethics - Course #s 67952 & 67953
NOVEMBER 12
Radisson – Green Bay 8:00 – 4:15 p.m. Insuring Toys, Certificates of Insurance Additional Insureds, Workers Compensation (John Dismukes) 8 WI CE – Course # Coming
December 10
Hilton Garden Inn – Milwaukee 1:00 – 4:45 p.m. Ethics & Legal Considerations (John Dismukes) 4 WI Ethics CE – Course #61059 For more information & registration options please visit www.piaw.org or call 1-800-261-7429 APRIL 13 21
Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits LIFE & HEALTH
commercial casualty
May 1-3, 2013 Radisson / Oneida Casino – Green Bay, WI 920-494-7300 $99 rate through 4/14/13 includes full breakfast
June 19-21, 2013 Marriott Madison West – Middleton, WI 414-481-8000 $109 rate through 5/19/13 includes internet
• life insurance concepts • health insurance concepts Daniel Engelhardt, CIC, CFP, LUTCF, LIC, RFC • long term care insurance • disability income insurance • business continuation and succession planning Hudson Clayton Bush • RETIREMENT PLANNING AND ANNUITIES • PLANNING FOR PERSONAL NEEDS Fred Stoor, CIC
• commercial general liability Jerry Milton, CIC • WORKERS COMPENSATION John Dismukes, CIC, CPCU, AAI, AIS • BUSINESS AUTOMOBILE COVERAGES • ADDITIONAL INSUREDS • EXCESS LIABILITY/COMMERCIAL UMBRELLA COVERAGES David Pauly, CIC, CPCU, ARM, AAI
WI CE Course # 66244
Day One: 8:00 – 5:15
WI CE Course # 66247
Day Two: 8:00 – 5:00
Day Three: 8:00 – noon, Optional Exam 2:00 – 4:00
$390.00 per Institute. Register at www.piaw.org or call 800-261-7429.
The Worry-Free Bucket We are seeking quality agency appointments to become part of our “Worry Free” family. Simply bundle your customer’s auto, home and business insurance into IMT’s “Worry Free” bucket, and you will be worry free too.
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800.274.3531
www.imtins.com 10/20/11 4:03 PM
APRIL 13 23
2013
s hould be a
Good Year to borrow
24 APRIL 13
Agents and brokers will benefit from available credit in 2013 By Rick Dennen
The financial crisis of 2008 and subsequent Great Recession created challenges the United States hadn’t experienced in more than a half-century. It also created a lot of pain for consumers, government and business alike. It’s not surprising that the chatter, speculation and anticipation over what the next few years may hold for Americans has been at a fever pitch.
I
In the midst of the recession and struggling recovery, businesses have been in a quandary over how to manage their strategic direction. Many have remained in a holding pattern, awaiting strong signals of an economic rebound, while others have taken advantage of any opportunities they could squeeze out of the adverse circumstances. Now that we’re entering 2013, what’s next? Despite the uncertainty of the last few years, one fact remains: it’s awfully difficult to grow without capital. Whether business owners want to grow through acquisitions, by hiring new producers or through refinancing debt to improve cash flow, the capital to do this has to come from somewhere.
Thankfully, it appears that insurance agents and brokers can anticipate a positive capital outlook for 2013. The July 2012 Senior Loan Officer Opinion Survey on Bank Lending Practices published by the Federal Reserve System, along with other signs in the market, point to a year that should bring good conditions to take on debt in the form of a loan, working capital or refinancing: • The Federal Reserve announced that it will likely keep rates low through 2013. • Banks are loosening credit standards on commercial and industrial loans for large and mid-market firms. • While the economy has seen sustained growth, the slow pace should continue along with improvements in unemployment. • Borrowing money should be relatively cheap, and credit should be available. Knowing where to find the right credit is important. Many business owners seek capital at banks, through personal or business credit cards, and through loans from friends and family. However, there are more options and choosing the right source can significantly increase the probability of getting funding. Here are the major sources of funding and what the outlook is for credit availability in 2013.
Larger banks Larger banks are often top-of-mind with agency owners when they need a loan, but banks haven’t traditionally favored making loans to insurance agents and brokers. Banks shun collateralizing any type of future cash flow, such as commissions. In addition, banks tend to make sizable loans. This works for larger organizations that need millions of dollars; however, just 5 percent of loans made by big banks are to small businesses. In 2011, some of largest banks committed to increase small business lending over a threeyear timeframe. The Federal Reserve survey mentioned above showed loosening credit standards for large and mid-market firms, however; it also revealed little changes in credit for small firms. Thus, a trend in small business loan increases by larger banks remains to be seen. In light of the financial crisis in 2008, bank regulators still have great concern over losses. In addition, new regulations will force compliance that may decrease business loans. The Dodd Frank Act and Basel III impose capital minimums and liquidity limitations so banks are now required to have more cash available for emergencies. This may result in credit that is primarily extended to larger companies with tangible assets. As proof, commercial loans of less than $1 million dropped 14 percent from 2008 levels (FDIC data) and banks have yet to feel the brunt of regulatory changes.
Community banks Smaller, community banks provide more loans to small business as a percentage of their total loans. However, the increased cash requirements to which they are subject may translate into fewer loans extended to businesses in 2013. To make matters worse, several smaller banks that received Troubled Asset Relief Program (TARP) funds from the federal government are faced with repaying those funds now through next year, and many are struggling to do so.
Credit unions Credit unions have increased business loans by 22 percent since 2008 (National Credit Union Administration). If they get their way, credit unions will continue that upward trend. A new bill was introduced that could potentially give credit (continued on page 25) APRIL 13 25
MAPLE VALLEY MUTUAL Insurance Company “The Promise You Can Trust” Maple Valley Mutual’s vision is to be the best smaller mutual insurance carrier in northeastern Wisconsin. This means providing exceptional service and top-notch products to our Agents and Policyholders/Owners while maintaining the Company’s excellent financial condition and A.M. Best Rating of A- (EXCELLENT). • Well Established, Competitive Farmowners Program • Comprehensive Modern Homeowners Program • Competitive BOP & Commercial Programs Writing Territory Northeastern Wisconsin
• Unique Quotation System for New Business • Above Average Commissions For more information Contact
Al Schuettpelz, President, at: al@maplevalleymutual.com | 800-23MAPLE | www.maplevalleymutual.com
Good Year . . . (continued from page 25) unions greater capacity to fund small businesses. If passed, the bill will raise credit union limits on loans to 27.5 percent of their assets from 12.25 percent today. With the average business loan from a credit union approaching $200,000 (NCUA), 2013 could see more loans to smaller businesses, although it’s not clear if credit unions will want to fund businesses that collateralize their commission stream.
Non-banks/Non-traditional lenders/Niche lenders/Re-lenders Re-lenders have been a good source of funds for small, medium and large businesses. While they are just as concerned about avoiding losses as other lenders, they are not subject to the same regulations as banks and credit unions. As a result, re-lenders can extend credit to businesses that might otherwise be ineligible for a traditional bank loan that leverages tangible assets. Since the business model of these entities is to target markets that banks won’t, their unique position allows re-lenders to meet capital needs across several industries, business types and industries. Within the insurance agency and brokerage arena there are niche lenders that provide financing exclusively for insurance professionals. For those re-lenders that are financially strong and have consistently demonstrated sound, stable portfolios, loan capacity should continue to be great. Credit facilities (like wholesale banks, equity investors, etc.) tend to favor their relationships with re-lenders. Because commissions
are usually the biggest assets for insurance agencies and brokerages, owners should match up with the right funding sources and put their business in a good financial position to meet lending requirements. With the right lender, insurance businesses will have to be financially solid with favorable credit, but they won’t have to be perfect. In addition to the availability of capital at relatively low rates, 2013 will provide good opportunities that will require capital. The insurance market is hardening, leading to greater cash flows for agents, carrier consolidation should continue, and widespread retirements are looming as more than 50 percent of insurance agents are 63 years old or more. This means a record number of agencies and books of business may be for sale and capital will be needed to finance acquisitions. Lastly, 2013 will be a good time to borrow capital because agents can’t continue to put off plans for growth. While no one can predict when the economy will reach pre-Recession levels, successful entrepreneurs can determine a way to grow despite adversity, especially with the right capital. Rick Dennen is president and CEO of Oak Street Funding, which provides commission-based lending for insurance agents that need capital to buy, build or sell their agency. Dennen is a licensed agent in the State of Indiana for Life, Accident & Health products and a licensed Certified Public Accountant in the State of Indiana. In addition, he holds an MBA in finance and is an instructor of venture capital (continued on page 26)
26 APRIL 13
Rely on
teamwork. Rely on Wilson. Quality . Stability . Teamwork . Service . Integrity
Our people make the difference. Contact us today to see how you can become part of the Wilson Mutual family. Lori Kulpinski, District Sales Manager
3330 Stahl Road • Sheboygan, WI 53081 800-242-7708 www.wilsonmutual.com
Pekin PAK ad2_WI-IIA 2/26/13 10:56 AM Page 1
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APRIL 13 27
A
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N O I T TTEN
St
s t n e ud
gold sponsors
The PIA of Wisconsin's Young Professionals Club wishes to award:
TEN $2,500 Scholarships!!!
FIVE for High School Seniors
and
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Go to www.piaw.org to fill out a scholarship form.
Sponsored by:
PEOPLE WHO EARNED THIS ALSO EARNED MORE
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PER YEAR.
If you’re looking to jump start a new career or make more with the one you are in, education is your best investment. Now, more than ever, it is important to invest in your greatest assets—yourself and your people. According to The National Alliance Producer Profile, commercial lines producers with the Certified Insurance Counselor (CIC) designation earn 30% more than those without the designation. To learn more about the CIC Program, call or visit us on the web.
The most successful training programs for insurance professionals
28 APRIL 13
Register at www.piaw.org or call 1-800-261-7429
As a PIAW Member you can receive FREE sample producer contracts and employee contracts from PIAW! Developed for PIAW by an employment law attorney, these contracts contain non-compete and non-piracy clauses as well as other standard employment provisions. We can send them to you via email as word documents to you can customize them with your agency information. Call or email Mandy at (800) 261-7429; mbehrens@piaw.org for information or to order.
Good Year . . . (continued from page 27) entrepreneurial finance at the Indiana University Kelly School of Business. He can be reached at rick.dennen@ oakstreetfunding.com. The materials in this article are for informational purposes only. They are not offered as and do not constitute an offer for a loan, professional or legal advice or legal opinion and should not be used as a substitute for obtaining professional or legal advice. The use of this article, including sending an email, voice mail or any other communication to Oak Street, does not create a relationship of any kind between you and Oak Street.or legal advice. The use of this article, including sending an email, voice mail or any other communication to Oak Street, does not create a relationship of any kind between you and Oak Street.
Choose 5 of 9 to improve your 9 to 5. CISR EDUCATION FOR INSURANCE & RISK MANAGEMENT PROFESSIONALS
It still takes 5 courses to earn a CISR designation but now you have the flexibility of 9 course options. This allows you to focus on what’s important to you. We understand not everyone learns the same way or even at the same pace, so we offer courses in the classroom, online and in-house. Find out how CISR can improve your 9 to 5. Call or visit us on the web today.
• • • • • • • • •
Commercial Casualty I Commercial Casualty II Insuring Commercial Property Insuring Personal Auto Exposures Insuring Personal Residential Property Personal Lines Miscellaneous Agency Operations Elements of Risk Management Life & Health Essentials
www.piaw.org 1-800-261-7429 APRIL 13 29
30 APRIL 13
How to keep a
Positive Attitude in challenging times byAndres Lara
Y
You’ve probably heard the ancient story of the 3 blind men trying to describe an elephant. One touches the tail and describes the elephant as a snake. Another stumbles against the side and describes the elephant as a wall. Yet the other touches the leg and describes the elephant as a tall tree. The point? Perhaps the issue in front of you is not of as much significance as the angle you are experiencing it from. Learning to position yourself at an advantageous angle can make the difference of whether you experience the best or the worst of your current circumstances. There are millions of things you can do to position yourself on the right side of a stressful situation, but here are four simple mindsets that you can adopt today regardless of the obstacle at hand: 1. Nothing in life is permanent, not even you. So if you are impermanent, how can your problems be permanent? While this might sound negative, understanding that everything in life is transitory will give you an empowering viewpoint in regards to your current challenges. Reminding yourself that whatever turbulence you are experiencing at this moment is temporary will encourage you to keep elevating yourself in search of that perfect cruising altitude. On the other hand, even when things are perfect, embracing a temporary mindset can be very helpful. You see, people’s zest for life is frequently killed not by misfortunes but by their inability to appreciate what’s already great around them. Therefore, if you begin to remind yourself that this moment, no matter how perfect, will too come to an end, you will start appreciating all of the positives in your life that you have been taking for granted.
2. Failure is a prerequisite. Your failures exist for one and only one reason: to make your future successes possible. Instead of complaining and asking life to stop throwing things at you, start recognizing your current dilemma as building material. Life tosses bricks to all of us; it’s up to you to build an artistic masterpiece or to end up with a pile of rubbles. Keep this thought in mind by Ralph Waldo Emerson: “Cultivate the habit of being grateful for every good thing that comes to you, and to give thanks continuously. And because all things have contributed to your advancement, you should include all things in your gratitude.” Be thankful even for failures, for they are an indispensable piece of your success puzzle. 3. Find the silver lining. Constantly ask yourself one simple question: what great opportunity can come out of my current circumstances? Asking this question will direct your energy to look for the hidden positives that lie within your challenges and keep you from wasting it on complaining about the negatives. Once you start seeing the silver lining in every incident, your challenges will cease to be the heavy blocks that previously burdened you; for they will now become stepping stones from where you can stand just a little taller. It’s at this point that you will experience a new height regardless of the negatives thrown your way. 4. Trust the bigger plan. You no doubt have big plans. But understand that however big your plans are, the universe has much bigger plans for you. When you are discouraged and things are not working according to your plans, realize that there’s something else out there guiding you; and that (continued on page 31) APRIL 13 31
HOUSTON INTERNATIONAL INSURANCE GROUP Imperium Insurance Company Houston Specialty Insurance Company Oklahoma Specialty Insurance Company Great Midwest Insurance Company All carriers are rated A– or better by AM Best. 800 Gessner, Suite 600 ⋅ Houston, TX 77024 ⋅ 713.935.7400 Positive Attitude . . .
like anything, being positive is a habit that can be developed.
(continued from page 31)
All you have to do is for the next 30 days when you are faced
which you perceive as a detour might be the actual road you
with a challenge adopt one of the 4 mindsets by reminding
must travel on. Don’t get so caught up on the way things should’ve been, could’ve been, or would’ve been because looking from where you stand you will never be able to comprehend the magnitude of the grand plan that’s in store for you. Trust that
yourself that (1) Whatever is troubling you is temporary, (2) Your current setback is an indispensable part of the success puzzle, (3) There is a silver lining or a great opportunity within every challenge and (4) No matter what happens, you must trust that you are part of a much bigger plan.
you are where you are because that’s where you need to be; then you might get a glimpse at how insignificant your initial
Andres Lara is an international-selling author and sought-after
plan was and how grandiose your current one is.
motivational speaker who speaks to companies and groups from all
Call to Action
walks of life on the psychology of how to move forward when you
Everyone says in life you have to be positive if you want
feel like quitting. Connect with him at info@TheCubanGuy.com,
to get somewhere. The question is how can you become
www.TheCubanGuy.com, www.Facebook.com/Motivation911, @
positive when negative things keep happening to you? Just
motivation911 or call 239-424-9152.
SURVEY
32 APRIL 13
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Dental Patients try everything but duct tape Some of us carry the do it yourself concept a little too far. In a survey of more than 300 dentists conducted by the Chicago Dental Association. 70 percent reported treating patients who had attempted some sort of home solution before calling a professional. Among the fixes super glue to fix broken crowns and dentures, emery boards to file down chipped teeth, and self administered root canal procedures. Ouch!
Certified Insurance Service Representative Open to Anyone!
8 WI CE Credits Course #68231 Insurance professionals need training in the risk management process for two reasons. First, insurance is an integral part of their client’s overall risk management program. Second, services provided by carriers, agencies and brokerages are often significant items in the organization’s cost of risk. The course will cover the five powerful steps in this process, which protects not only the organization’s assets, but also its mission and its brand. • The Risk Management Process & Risk Terms • Risk Identification • Risk Analysis • Risk Control • Risk Finance • Risk Administration
CLASS SCHEDULE Course Instructor Patti Gardner CIC, CRM, CPCU ACUITY
Instruction 8:00 a.m. – 3:45 p.m. Group Lunch 12:00 p.m. – 12:45 p.m. Optional Exam 4:15 p.m. – 5:15 p.m.
June 12 June 13
• •
Fond du Lac Madison
$145 Per Course Register at www.piaw.org or call 800-261-7429
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APRIL 13 33
AUTOMATION c rner Building up
T
your
Social Media Presense
The Automation Committee of the PIA of Wisconsin held an event called “Building Up Your Social Media Presence,” on Wednesday, March 27, 2013. Secura Insurance Companies was gracious enough to allow us to hold the event at their location in Appleton, WI. The Automation Committee wishes to thank Secura wholeheartedly for allowing us to have the event at their location. Their generosity was greatly appreciated.
The seminar this year was a hands-on, step-by-step seminar whereby the attendees were able to set-up their social media presence utilizing Facebook, Twitter and LinkedIn. They also received ideas on how to build and use their business’ social media pages for the most success, including the use of YouTube. Examples of successful agencies using social media were presented, as well. Seth Pfaehler, from Project 42 Design, presented the event for us. Seth was able to lead the set-up of social media packages for over 30 attendees. Seth brings over 15 years of extensive business experience in marketing, graphic design, relationship building and electronic media. Seth is a passionate individual with what he does and it showed in his presentation. For as long as Automation Committee has known and worked with Seth, he has always looked for new challenges and ideas and is constantly learning as things move and change fast in this technological world in which we live. Of course, we couldn’t have been as successful without the continued support of our sponsors. These sponsors make it
possible for us to offer these types of events and seminars for our association members at more than reasonable rates. So, we would like to take the time to say a big “Thank You!” to our sponsors; Secura Insurance, Cincinnati Insurance Company, Germantown Mutual Insurance Company, Hastings Mutual Insurance Company, Mt. Morris Mutual Insurance Company, Pekin Insurance, Progressive, The Hanover Insurance Group, The IMT Group & Wisconsin Mutual Insurance Company. I would like to also personally thank the PIA of Wisconsin Staff and the Automation Committee members for their continued support, involvement and expertise. Without you folks, we just couldn’t do what we do, let alone be successful. You folks are just awesome to work with! Lastly, with the way that technology is moving in the area of social media, and as the insurance customer becomes more savvy and reliant on a social media presence in which to make their purchasing decisions, it will be imperative that the independent agent is up to speed with and utilizing a website and other social media venues. It is becoming apparent that the younger generation utilizes the social media scene to begin their shopping process, to learn, to become comfortable with and then to decide with whom they will do business. So, if you haven’t decided to jump in the social media pool just yet, please take the opportunities that the PIA has to offer. It would be worth your while.
Attention CICs! Exciting update options. CIC Graduate Ruble Seminar July 18 & 19, 2013 | Hilton Garden Inn – Milwaukee, WI October 3 & 4, 2013 | Marriott Madison West – Middleton, WI 16 WI CE (4 are optional Ethics)
visit www.piaw.org or call PIA at 1-800-261-7429
34 APRIL 13
Dennis Rupers CIC, CISR, Don-Rich, Inc. Director PIA Wisconsin Automation Chairman
WISCONSIN PIA IS A PROUD SPONSOR OF THE CPIA DESIGNATION PROGRAM The PIA of Wisconsin is a proud sponsor of the Certified Professional Insurance Agent (CPIA) professional designation program. The CPIA designation is comprised of a series of Insurance Success Seminars. These three, one-day workshops teach practical "before", "during", and "after" the sale techniques for insurance producers, sales managers, account managers and company marketing representatives. Participants leave with ideas that will produce increased sales results immediately. In fact, The Insurance Success Seminars are guaranteed: Implement the principles covered in these sessions and experience a 20% increase in personal production within six months, or your registration fee will be refunded!
To maintain the CPIA designation, CPIA’s must fulfill an update every two years by attending an Agency Management Boot Camp, or attend one of the core Insurance Success Seminars, or attend a Pro-to-Pro Retreat, or maintain an active 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.
You can attend the CPIA courses in any order. No Test. Approved for 7 Wisconsin CE credits.
CPIA 1 - Position for Success
CPIA 2 – Implement for Success
CPIA 3 - Sustain Success
During this program, participants are encouraged to focus on internal and external factors affecting the development of effective business development plans. Factors discussed include a review of the state of the insurance marketplace; analysis of competitive pressures; necessary insurance carrier underwriting criteria; and consumer expectations and understanding.
During this session participants will be provided with specific tools for analyzing consumer needs; will learn to utilize risk identification techniques to gather pertinent prospect information; will develop skills necessary to assimilate information gathered into a customized protection program; and will participate in exercises designed to promote effective delivery of proven solutions.
This program focuses on fulfilling the implied promises contained in the insuring agreement. Students will review methods of providing evidence of insurance coverage; will discuss policies and procedures for controlling errors and omissions including policy review and delivery, endorsements, claims-processing, and handling of client complaints. This course includes a review of the Professional Expectations; the Law of Agency; and Legal and Ethical Standards.
CPIA 2 – May 1, 2013 CPIA 3 – September 11, 2013 Radisson Kelmann Corporation CPIA CPIA11 - November 9, 2011 CPIA 2 - February 15, 2012 CPIA 3 - August 1, 2012 Green Bay, WI Wauwatosa, WI Radisson Marriott Madison West Grand Geneva Resort Fall 2012 Paper Valley Hotel Appleton, WI Middleton, WI Lake Geneva, WI Dates to be Announced Course Schedule 8:30 a.m. - 4:30 p.m.
8:30 – 4:30 Lunchp.m. On Your Own 12:00 p.m. - 12:45 p.m. Feenot perinclude Seminar: Fee PerRegistration Course (does lunch): PIA Member $155.00 / Non Member $190 Includes Materials, Coffee in the AM & Soda in the PM at > PIA Member $155.00 or call PIA at 1-800-261-7429 Register www.piaw.org > Non Member $190.00 Register at www.piaw.org or call PIA at 1-800-261-7429 APRIL 13 35
O n -L i n e E d u c a t i o n Open to Anyone & Everyone
On-Line educatiOn OppOrtunities thrOugh ! piaW For The New Employee (MERG) – no CE
[
For The New Employee (MERG) - NO CE
New Agency Employee Orientation • New Agency Employee Orientation Delivering Quality • D e l i vService ering Quality Service Personal Lines • P eCoverage r s o n a l L i nBasics es Coverage Basics C o m mCoverage e r c i a l L i nBasics es Coverage Basics Commercial• Lines
Pre-Licensing Pre-Licensing
Open tO AnyOne
[
• • • •
• Insurance, Securities • Insurance Willia m T. Hold Se min a r s – 4 WI C E • Securities • Variety of 12 Topics
William T. Hold Seminars – 4 WI CE
F l o o dof –Topics 4 WI • Variety
CE E t–h4i WI c sCE – 4 W I C E Flood • R NFIP CIS O Approved nLine – 8 WI CE
•Ethics Comm r c iCE al Casualty I – 4e WI • Commercial Casualty II • Elements of Risk Management CISR•OnLine L i f e –& 8HWI e aCE lth Essentials • I n s uPersonal r i n g C o mResidential m e r c i a l P r Property operty • Insuring • I n s uPersonal r a n c e P eAuto r s o n Exposures al Residential Property • Insuring • I n s uCommercial r i n g P e r s o nProperty al Auto Exposures • Insuring • Personal Lines Miscellaneous • Insuring Exposures • A g e Commercial n c y O p e r a t i oCasualty ns • Agency Operations Webinars (Insurance Community Center) • 2-4 WI CE, No Exam For more information and registration visit www.piaw.org or call (800) 261•7429. For more information and registration visit www.piaw.org or call (800) 261-7429 MARCH 12 21
36 APRIL 13
Colors: Black • Modified By: PMH File Location: PrepressMAIN:Active:R:Rockford Mutual Insurance Company_RMIC:RMIC-Ads:RMIC-Ad_3-625x5_WI Pro Comments:
Since 1896
ROCKFORDMUTUAL I N S U R A N C E C O M P A N Y Putting Lives Back Together
SM
When the unexpected happens... From the friendly voices of our customer service staff to the personal visits by our marketing managers and underwriters, to the promptness of our claims adjusters, we are told time and again …
Our people set us apart. For information about becoming a Partners Mutual Insurance Agent please contact Lyn Schumann at 262.432.3430 or schumann.lyn@partnersmutual.com
Rely on RMIC
Where Better Service Matters | Since 1931
Contact our Marketing Department at 815-489-3158 Rockford Mutual Insurance Company P.O. Box 5626 • Rockford, IL 61125 www.rockfordmutual.com
MARCH 13 37
PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. OFFICERS
DIRECTORS
Ms. Tracy A. Oestreich, CIC, AU, CPIA President Anderson Ins. Associates, Inc. W177N9856 Rivercrest Dr., Ste. 215 Germantown, WI 53022 Phone 262-789-8500 Fax 262-754-6038 tracyo@iaanetwork.com
Mr. Dennis Kuhnke, CIC, CPIA PIAW National Director Jack C. Loyda & Associates, Ltd. 4414 N. Oakland Ave. Shorewood, WI 53211 Phone 414-332-5150 Fax 414-332-7267 dkuhnke@loyda.com
Mr. Jeff J. Glass, Vice President A.F. Glass Insurance Agency PO Box 1149 Lake Geneva, WI 53147 Phone 262-248-5555 Fax 262-248-5544 jglass@glassinsurancecenter.com
Mr. John W. Klinzing, CIC Affiliated Ins. Agencies of WI, LLC 3830 Atwood Ave. Madison, WI 53714 Phone 608-310-3924 Fax 608-441-8787 johnk@affiliatedllc.com
Ms. LouAnn Herriges, CIC, CISR Treasurer Johannesen-Farrar Inc. PO Box 347 Delavan, WI 53115 Phone 262-728-2631 Fax 262-728-2312 louannh@jfinsurance.com
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
Mr. Rick Clements, LUTCF, MDRT Secretary Clements Ins. Agency, Inc. 317 N. 6th St. Wausau, WI 54402 Phone 715-842-1664 Fax 715-848-3337 rick@clementsagency.com
Ms. Kathy M. Mulder Nolan Insurance Agency LLC PO Box 238 Brandon, WI 53919 Phone 920-346-2241 Fax 920-346-5600 kmulder@nolanins.com
Mr. Trey Neher, CIC, CISR THZ Insurance Group 420 E. Northland Ave. Appleton, WI 54911 Phone 920-730-0123 Fax 920-833-6870 tneher@thzins.com Mr. Steve Rodgers Premier Insurance Services 400 E. Cedar St Pulaski, WI 54162-8828 Phone 920-822-3695 Fax 920-822-1177 srodgers@premiercommunity.com Mr. Dennis Rupers, CIC, CISR Don Rick, Inc. PO Box 465 Portage, WI 53901 Phone 608-742-5548 Fax 608-742-5540 dennis@don-rick.com Ms. Kori Sagen Sagen & Associates 1002 1st Center Avenue Brodhead, WI 53520 Phone 608-897-9100 Fax 866-803-5135 kori@sageninsurance.com
STAFF PIA of Wisconsin, Inc. 6401 Odana Road Madison WI 53719 Phone: 608-274-8188 Toll Free: 800-261-7429 Fax: 608-274-8195 Toll Free Fax: 866-203-7461 www.piaw.org Ronald Von Haden, CIC Executive Vice President rvonhaden@piaw.org Mandy Behrens Administrative Assistant mbehrens@piaw.org Darcy Brown Member Benefits Coordinator dbrown@piaw.org Heather Falk, CISR Bookkeeping hfalk@piaw.org Becca Prestbroten Special Project Coordinator bprestbroten@piaw.org Brenda Steinbach Education & Convention Director bsteinbach@piaw.org
1 YPC Brewer Game Milwaukee
1-3
CIC LIFE & HEALTH Green Bay (20 WI CE)
14, 15, 16
NATIONAL HEALTH CARE REFORM Rothschild, Green Bay, Brookfield (4 WI CE)
June 2013
12-14 CIC Agency management Milwaukee (20 WI CE–4 are Ethics)
July 2013
August 2013
September 2013
38 APRIL 13
May 2013
November October 2013 2013
Coming Events
1 CPIA Green Bay (7 WI CE)
19, 20, 21
CISR AGENCY OPERATIONS Brookfield, Green Bay, Madison (8 WI CE)
17
CISR LIFE & HEALTH Milwaukee (8 WI CE)
18-19 CIC/ruble Milwaukee (16 WI CE, 4 of 16 optional Ethics) 31
64 th ANNUAL CONVENTION Wisconsin Dells
1-2
64 th ANNUAL CONVENTION Wisconsin Dells
10
CISR AGENCY operations Rothschild (8 WI CE)
11
CPIA Wauwatosa (7 WI CE)
11, 12
CIC AGENCY MANAGEMENT Rothschild (20 WI CE)
24, 25
CISR PERSONAL AUTO Green Bay, Brookfield (8 WI CE)
2
CISR PERSONAL RESIDENTIAL Madison (8 WI CE)
3-4
CIC/RUBLE Middleton (16 WI CE credits, 4 of 16 are optional Ethics)
12
WTH Green Bay (8 WI CE)
13-15
CIC COMMERCIAL PROPERTY Green Bay (20 WI CE)
6401 Odana Road Madison, WI 53719 Change Service Requested
Professional Insurance Agents of Wisconsin, Inc. 6401 Odana Road • Madison, WI 53719 (608) 274-8188 • (800) 261-PIAW • FAX (608) 274-8195 • TOLL FREE FAX: (866) 203-7461 www.piaw.org
MEMBERSHIP APPLICATION Agency Name_______________________________________________________________________________________________________________ Street Address_______________________________________________ PO Box_______________________________________________________ City, State, Zip_______________________________________________ County_______________________________________________________ Phone_______________________________________________________ FAX_________________________________________________________ E-mail Address_______________________________________________ Website Address______________________________________________
Primary Contact Information:
The Primary Contact will receive a copy of the Wisconsin Professional Agent magazine and all mailings from PIA State and National. The Primary Contact will have voting privileges at both PIA State and National.
Name & Designation
DOB
Gender
Employment Status
Part-time
Magazine
Nat’l Voting
Privilege
o o
Male Female
o o
o
Corporation
Licensed Owner Licensed Producer
INCL INCL
o
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 1 335 16 890 2 375 17 930 3 415 18 965 4 450 19 1005 5 490 20 1030 6 525 21 1070 7 570 22 1105 8 605 23 1145 9 640 24 1180 10 675 25 1220 11 710 26 1255 12 750 27 1295 13 780 28 1330 14 815 29 1370 15 855 30 & Over 1400 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.