August 2018 Professional Agent

PROFESSIONAL AGENT August 2018

What's Inside?

Served with a Subpoena? ...........................11 Prepare for Success ..........13 PIA Market Access .............16 Close More Sales................18 CSR of the Year Winner ...20 Education Section .............21 YPC Scholarship Winners .................................27 Get Prospects to Find You..........................................28 Avoid Sales Gimmicks......32 Create a Strong Feedback Culture ..............37

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

FeATURed memBeR BeneFiT:

Child I.D. Kits See details on page ..... 30

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Acuity Loves You! P RO U D TO PA RT N E R W I T H T H E B E ST I N D E P E N DE N T AG E NTS I N T H E B US I N E S S !

From the

President Matt Cranney, CIC, CRM — President, PIA of Wisconsin

What’s Your Story?

The author Janet Litherland says: “Stories have power. They delight, enchant, touch, teach, recall, inspire, motivate, challenge.

They help us understand. They imprint a picture on our minds.

Want to make a point or raise an issue? Tell a story.”

My name is Matt Cranney, I’m a Vice President and partner at M3 Insurance in Madison, and I’m humbled and honored to be your incoming PIAW President for 2018/2019. In the few words I have with you this month, I want to share a little about my story and make a critical ask of each of you.

I’m originally from the UK and got my start in our amazing industry with an insurance company called Norwich Union. The process of building risk by figuring out different factors was like a puzzle; I loved it. I was incredibly blessed to move into senior underwriting and marketing consultancy roles and remained with the same company until I moved to the US in 2005.

President and CEO of M3 Insurance.

Mike was amazing. He exuded care, concern, energy and enthusiasm. Based on our interaction, I knew this was a special company. A year later I started my first day at M3. It’s the only company in the United States that I've ever interviewed with, and it’s been a privilege and a blessing to be able to work here.

In next month's article, I look forward to sharing all of the things we plan to work on together this year, but I want to make one critical ask of each of you now:

What I learned early in my career was that I loved, and still do, working in an industry where regardless of whether you've been working for six months or six years, you never quite feel like you have your arms around it. There's always something new to learn.

Please register for the upcoming online committee kickoff meeting on September 12th by reaching out to the PIA Office. We have taken your feedback and reimagined our committee kickoff. You should already have seen emails and invites not only encouraging you to sign up, but also alerting you that this will be an online meeting instead of an in-person one. We want to make serving easier for everyone regardless of where in the state you live and work. So sign up today! Your association needs you and is better off with all members playing an active role.

My life completely changed when I met my now wife in Schladming, Austria. That is a story for a different day, but two years after we met we got married and I moved to Madison and have been here ever since. With a wife, a strange accent and only UK insurance experience, how did I manage to land a job here? The day after proposing to Amanda her then roommate asked me if I would join her the next morning for breakfast with “an insurance guy.” That guy turned out to be Mike Victorson,

My hope for this next year is that in some small way our portion of the PIA story tells of how we moved the organization forward and made all of your decisions to support it easier, whether that be paying your membership dues or as a strategic carrier partner.

May we look back a year from now and be hugely proud of our story and all that we achieved together. Thank you again for the immense privilege of serving you as president of the PIA of Wisconsin.

AUGUST 18 3

Memos from

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

PIA Market Access a partnership with InsureZone, Inc. is a win-win for agents everywhere.

PET INSURANCE is a rapidly growing specialty insurance arena. According to the North American Pet Health Insurance Association (yes, there is such an organization), insured pets in North America reached an all-time high of just over 2 million cats and dogs in 2017. However, that represents only about 1 percent of all pets in North America.

According to the American Pet Products Association, “pet parents” will spend more than $72 billion this year on pet industry expenditures, with an estimated $17 billion on veterinary care. Advances in veterinary medicine mean pets have more treatment options than ever before and the cost of pet healthcare can rival that of humans.

The cost of pet insurance is determined by the age, breed, zip code of residence, deductible, reimbursement rate, dollar limit of coverage, and additional coverages such as cancer, dental, alternative therapies (aka acupuncture) and pre-existing conditions.

There is no doubt that the pet insurance industry will continue to grow in the coming years. I suspect that someday a movement will be started to have free care for all pets and then the strays will sneak into vet clinics demanding to be taken care of in the same manner as legitimately “parented” pets.

PIA MARKET ACCESS IS HERE! PIA Market Access is now available through PIA’s partnership with InsureZone, Inc. PIA members who enroll in the PIA Market Access Program are able to access over 50 national and specialty personal and commercial lines markets from a number of admitted “A” or better-rated companies. Agents who submit applications through

the platform can receive quotes from most of these companies through a technologically advanced personal and commercial lines rater. “PIA Market Access can help those agents who may have difficulty obtaining appointments with carriers while initially growing their book of business gain access by utilizing InsureZone’s contracts,” said PIA National President Timothy Russell, CPCU, of Southport, Connecticut. “Not only will agents in this program retain ownership of their book of business, but if they should choose to leave, there are no exit fees. A win-win for agents everywhere.” PIA has negotiated an exclusive low monthly rate for the use of InsureZone technology and market access and agents can expect to see competitive commission rates. Agents who enroll in the PIA Market Access Program will receive the first two months free.

Learn more about PIA Market Access: www.PIAMarketAccess. com.

NEED LIFE INSURANCE? The newest benefit for members of PIA of Wisconsin is guaranteed issue life insurance, up to $250,000, without any medical underwriting and at lower group rates. Coverage is available for agency owners, spouses, employees and dependents and is issued through Reliance Standard Insurance Company, part of the Tokyo Marine Group, rated A++ by A. M. Best. Life, long term disability and critical illness coverage can be purchased on an individual or group basis and is easy to quote and bind through an automated system. Watch for more details in coming weeks.

AND REMEMBER…..How long a minute is depends on which side of the bathroom door you are on.

Cyber Liability coverage: Don’t run your agency without it.

The average cyber claim payout is nearly $1 Million. Will your agency survive a cyber breach without the proper coverage? Don’t take the risk….get a cyber policy from PIA today!

Your agency depends on your computer system, confidential client information and website operation every day. PIA’s cyber policy gives you options to protect your agency and your livelihood. Get special “PIA only” coverage enhancements from an “A” rated company.

As an insurance agency, you are trusted with storing private client data such as driver’s license numbers, birthdates, addresses, credit history, health information and more. The bottom line is….you are responsible for protecting your client’s data and you can be liable if it is compromised.

Protect yourself. Call or email Heidi at PIA. (800) 261-7429 or hhodel@piaw.org .

4 AUGUST 18

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From the

Boardroom Dennis Kuhnke, CIC, CPIA, PIA of Wisconsin National Director

WHAT’S HAPPENING AT PIA NATIONAL? Most of the members have some idea what PIA National does for its members. We all know that advocating for the independent agent in the Halls of Congress is high on the list.

PIA National affairs director, Jon Gentile, and Attorney Lauren Pachman are our watch dogs on every piece of legislation that may affect the agents in any manner. They are ever watchful of addendums added to bills that reduce agent compensation or limit our input on behalf of our clients. PIA was instrumental in getting at least an extension of the National Flood Program.

We also supported the importance of crop insurance and the crop insurance agent in the recently passed Farm Bill.

However, did you also know that PIA National has come up with a new program called PIA Market Access in partnership with InsureZone, Inc.? This is a wholesale insurance market access program that will help PIA members access personal and commercial lines markets from a number of admitted “A” or better rated companies. Agents submitting applications through this platform can receive quotes from many of the companies through a technologically advanced personal and commercial lines rater. We also offer webinars on this topic to see if this program meets your business needs.

Since 2004 PIA and the Hartford have joined to offer PIA agents the opportunity to write flood insurance policies. They offer both personal and commercial lines flood policies.

Hartford also will provide you with easy to use marketing and sales tools to help you succeed and also pays competitive commissions If you weren’t aware of this, please go to the PIA

National Website which can be reached through our own piaw. org website.

PIA also offers the Agency Marketing Guide with the latest print addition of 2018. This was mailed to all PIA members. If you go to the PIA National Website, PIANET.COM, you can also download a version copy. This will offer you strategies to help your agency grow and prosper.

Cyber liability is still a very important topic and PIA National now offers a product called Cyber 101 for your agency’s protection and to sell to small and mid-sized businesses.

They have partnered with ABA Insurance Services and Great American Insurance Company to offer this product. Free Webinars are available to review coverages as well as product education.

The PIA Connection Magazine offers insightful industry articles every month keeping members in the know.

PIA National has many more benefits available to its agency members that get overlooked. Take a look at the website PIANET.COM and you may be surprised at what is offered in addition to advocacy.

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6 AUGUST 18

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

AUGUST 18 7

OCI Administrative

Actions Ted Nickel — Commissioner of the Office of Insurance

Madison, WI—OCI has taken the following administrative actions. In many of these cases the respondent denied the allegations but consented to the action taken. Any forfeitures paid in these administrative actions are deposited in the Common School Fund which is administered by the Board of Commissioners of Public Lands. The earnings from this fund are distributed to all public K-12 schools in Wisconsin and are used by school libraries to purchase books. Copies of the administrative action orders may be viewed online at https://ociaccess.oci.wi.gov/OrderInfo/OrdInfo.oci.

OCI is responsible for overseeing the operations and marketing of insurance companies and agents in Wisconsin. OCI encourages anyone with a question or a complaint regarding an insurance company or agent to contact the office at this tollfree telephone number: 1-800-236-8517.

AlleGATionS And AcTionS AGAinST AGenTS Sarah R. Ballard, 304 Darling St., Berlin, WI 54923, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Rodney E. Cole, 8266 N. 50th St., Brown Deer, WI 53223, had his application for an insurance license denied and his hearing request dismissed. These actions were taken based on allegations of owing delinquent child support, failing to respond to inquiries from OCI and its motion for summary judgment, and failing to comply with orders from the administrative law judge.

Haley M. Cummings, 765 S. Gibson St., Apt. 11, Medford, WI 54451, 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 and an administrative action taken by the state of Wisconsin on a licensing application.

Daimen Fleming, 801 Maple Tree Ln., Orlando, FL 32828, agreed to the revocation of his insurance license. This action was taken based on allegations of failing to timely disclose to OCI administrative actions taken by the states of Kansas, Missouri, Louisiana, North Carolina, Virginia, New Hampshire, and Florida.

Benjamin T. Foley, 344 Elm St., Milton, WI 53563, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Arlo A. Herron, 4442 N. 66th St., Milwaukee, WI 53218, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Stacy L. Hill, N4961 750th St., Ellsworth, WI 54011, had her insurance license revoked. This action was taken based on 8 AUGUST 18

allegations of owing delinquent Wisconsin taxes.

Justin D. Hively, 4303 Millsbrae Ave., Cincinnati, OH 45209, was ordered to pay a $1000.00 forfeiture and was ordered to timely and fully report to OCI all matters requiring disclosure.

These actions were taken based on allegations of failing to timely report an administrative action taken by the state of Kentucky and failing to disclose it on a licensing renewal application.

Alex M. Klitzka, 2807 S. 19th St., Sheboygan, WI 53081, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Heina P. Lee, 7811 N. 64th Ct., Milwaukee, WI 53223, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Angela Lenz, aka Angela Sampone and Angela Bani, 1312 W. Walnut Dr., Sturgeon Bay, WI 54235, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Morrelia D. Marable, 2604 N. Murray Ave., Apt. 107, Milwaukee, WI 53211, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Kevin J. Maszak, N33 W29256 Millridge Rd., Pewaukee, WI 53072, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Craig D. Miller, 330 E. North Ave., P.O. Box 577, Luck, WI 54853, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Michael R. Morman, 26254 W. Silver Stream Dr., Channahon, IL 60410, had his insurance license summarily suspended and was ordered to cease and desist acting as an insurance intermediary.

He then agreed to immediately surrender his insurance license, agreed not to reapply for licensure for a minimum period of five years, and agreed to OCI's reservation of rights to seek forfeitures and restitution. These actions were taken based on allegations of misappropriating insurance premiums.

Kristen A. Nissen, N8440 North St., Apt. 6, Ixonia, WI 53036, 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, and providing misleading information to OCI. Jessica J. Olson, aka Jessica J. Dombrovski, 691 104th St., Roberts, WI 54023, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Matthew Panzer, 8585 Watercrest Cir. E., Parkland, FL 33076, was ordered to pay a $500.00 forfeiture and was ordered to timely and fully report to OCI all matters requiring disclosure. These actions were taken based on allegations of failing to timely report to OCI criminal convictions and administrative actions taken by the states of Louisiana, Virginia, North Carolina, and Ohio, and failing to disclose the information on a licensing renewal application.

Jonathan M. Peterman, 1226 West Lawn Ave., Racine, WI 53405, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Michael V. Polselli, 260 Jimmy Ann Dr., Daytona Beach, FL 32114, had his application for an insurance license denied and his hearing request dismissed. These actions were taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct, failing to respond promptly to inquiries from OCI, failing to complete a licensing application, failing to disclose criminal convictions on a licensing application, and failing to appear at a scheduled administrative hearing.

Desiderio Ramos, Jr., 10 E. Doty St., Ste. 800, Madison, WI 53703, had his insurance license summarily suspended and was ordered to cease and desist acting as an insurance intermediary.

He then agreed to immediately surrender his insurance license, agreed not to reapply for licensure for a minimum period of five years, and agreed to OCI's reservation of rights to seek forfeitures and restitution. These actions were taken based on allegations of

misappropriating insurance premiums.

Nathanael Rosemond, 1225A School Ave., Oshkosh, WI 54901, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Farhan Tahir, 700 College St., Beloit, WI 53511, agreed to the automatic termination of his insurance license effective August 21, 2018, unless evidence of employment authorization for an extended period of time is provided to OCI. This action was taken based on allegations of having restricted dates of employment authorization issued by the U.S. Department of Homeland Security.

Joshua Terens, 624 6th St., Menasha, WI 54952, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support.

Nikolas J. Tries, P.O. Box 494, Lac du Flambeau, WI 54538, agreed to certain reporting requirements and agreed to the immediate revocation of his insurance license upon failure to comply with the terms of the stipulation and order. These actions were taken based on allegations of failing to timely respond to OCI, failing to timely pay an ordered forfeiture, failing to timely notify OCI of criminal charges and convictions, and failing to notify OCI of address changes.

Douglas M. Trumbower, 232 Demilo Way, Madison, WI 53718, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Mark S. Walker, c/o Contemporary Solutions-USA, Inc., 103 W. McDermott Dr., Allen, TX 75013, was ordered to pay a $1,500.00 forfeiture and was ordered to timely and fully report to OCI all matters requiring disclosure. These actions were taken based on allegations of failing to timely report administrative actions taken by the states of New York, Virginia, Delaware, and Louisiana and failing to disclose them on a licensing renewal application.

Donald Wesson, 3024 S. Washington St., Tacoma, WA 98409, was ordered to pay a forfeiture of $1,500.00 and was ordered to timely and fully report to OCI all matters requiring disclosure.

These actions were taken based on allegations of failing to timely report administrative actions taken by the states of South Dakota, Louisiana, and North Carolina.

Michele Yishi, 1280 Greenway Terr., Apt. 5, Brookfield, WI 53005, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Allegations and Actions Against Companies Action Powersports, Inc., 202 Travis Ln., Waukesha, WI 53189, was ordered to pay its annual licensing fee and was ordered to timely and fully report all required information to OCI. These actions were taken based on allegations of failing to pay a fee when due and failing to provide current financial security and other information required by OCI.

Breaman Merrill Ford Mercury, Inc., 1301 N. Center Ave., Merrill, WI 54452, was ordered to pay its annual licensing fee and was ordered to timely and fully report all required information to OCI. These actions were taken based on allegations of failing to pay a fee when due and failing to provide current financial security and other information required by OCI. [Continued on page 31] AUGUST 18 9

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11 AUGUST18 18 11 JAnUARY

Preparation Breeds Confidence: Four Strategies to Prepare for

Success Mo s t p e ople want to take sh o rtcu ts; h o w eve r, t he mo re t ho ro u g h yo u r pr e par at ion, t he greater th e l i kel i h o o d i s th a t yo u wi l l ha v e s u cces s .

Pr e par at ion is e ss e nti al to h avi n g co n fi d en ce i n yo u rs el f n o ma t t er wha t s e t t in g you ar e in—th i s w i l l b u i l d y o u r co n fiden ce when yo u a re i n hi g h pr e s s u re s it uat ions su ch as i n tervi ew i n g fo r a j o b o r dea l i n g wi t h hi g herl eve l b o ss e s.

It takes time to build your skills to a deep level of mastery. It does not happen overnight. With practice, you will build deeper awareness of yourself. You will develop greater confidence.

You will demonstrate your emerging growth in mastering your new skill. This preparation will prepare you to maximize your opportunities for success.

1) Daily Efforts are Essential for Success If you aspire to leadership in any area of your career, you need to invest time in each of the many components required to be effective. By engaging in your practice on a daily basis, you create a more manageable method to prepare yourself for success.

Breaking your skill development down into smaller components so you can practice your progressions in more manageable chunks is essential. This is especially true with all the demands we have on our time and attention.

Each day you must determine at a micro level what you need to do to be prepared for your advancement to your next level of success.

How you then practice those required skills is your preparation.

As you elevate, your opportunities will get tighter. Fewer people move on to reach the highest-level leadership roles. Those who decide they will progress to higher rungs of success figure out a path to get there, and beyond. They’re confident in what they know because they are prepared.

2) Build Your Skills Before You Need Them

By: Jill J. Johnson, MBA

You know the saying, “Luck is what happens when preparation meets opportunity.” It is so true. If you’re not prepared, you won’t have any confidence in yourself when the opportunity to move forward toward your dreams presents itself.

You must always be preparing so you have developed your skills before you need them. To be prepared to progress to a level beyond where you are now, you need to look ahead. Pay attention to what others at that level are doing. Ask yourself, “What else is going to be needed from me as I move up to my next level of success?”

You can practice your skill development anywhere—at home, at school, in your job, in a church group. You can even practice while you are interacting with your children, shopping at the grocery store or coaching soccer. Anywhere.

Finding opportunities to practice new skills are all around you.

You should plan to practice your new skills both inside and outside of work.

3) Volunteering Accelerates Your Preparation For Success You probably think you are too busy to volunteer for a leadership role in an association, community group or nonprofit organization. Work and family responsibilities likely leave very little room in your schedule for taking on any kind of outside leadership role. Yet this view limits your opportunities to accelerate your potential for success. The truth is, engaging in volunteer leadership experience can have an exceptional impact on your entire career.

[Continued on page 14] AUGUST 18 13

[Continued from page 13 - Preparation...]

By agreeing to serve in any leadership role, you will have an opportunity to practice skills you need to work on and helps you gain exposure to new skills you will need for long-term career success. Confidence comes to you faster when you practice in a lower risk environment when you volunteer.

Whatever you need to practice, you can do this when you volunteer. You can practice some element of a skill you will need to prepare for your next promotion. You can use a volunteer role to practice speaking up with confidence.

Your confidence will compound because you will have multiple opportunities to develop your expertise. Volunteering allows you a venue to learn to work more effectively with different generations. You will expand your network of contacts, as well.

4) Working Through Learning Curves As you build your skills, you will have learning curves. There will be times when you’re going to fumble and bumble. Mistakes happen to everyone. You must always be willing to learn from the experience. No matter what the skill, you will need to practice.

Sometimes you’ll blow it. It’s okay. Chalk it up to a learning curve. Resolve to do better next time. Don’t make a habit out of the failure. Don’t let a mistake or lack of expertise shatter you.

Move forward and learn from it.

You cannot take big leaps toward success unless you first take small leaps to build your confidence. The success you learn in those leaps compounds over time. By repeatedly testing yourself, and by preparing yourself for your next opportunity to win, you’ll be ready because you’re practicing and you are progressing in your skill development. These two confidence keys are now intertwined.

14

AUGUST 18

Final Thoughts Always have an ongoing focus as you practice. This will deeply embed your skills so you can call on them with growing ease every time you need them. Then you can work on mastering them to develop your skills to a highly refined degree of finesse.

Consider how you will prepare for your next level of success.

To consistently move forward, you need to intentionally develop new skills and probe for deeper insights of understanding as the issues you address become more complex. The search to understand what it will take to propel you toward your next leadership challenge never stops. Each one is a progression for you.

Make the effort to find people who can provide you with new insights about other possibilities you may not have considered.

As you see the greater possibilities for your life, you will begin searching for opportunities to make them real. As you practice and prepare for your future, you will build more confidence, and the sky can be your limit.

ABOUT THE AUTHOR: Jill J. Johnson is the President and Founder of Johnson Consulting Services, a highly accomplished speaker, an awardwinning management consultant, and author of the bestselling book Compounding Your Confidence. Jill helps her clients make critical business decisions and develop market-based strategic plans for turnarounds or growth. Her consulting work has impacted more than $4 billion worth of decisions. She has a proven track record of dealing with complex business issues and getting results. For more information on Jill J. Johnson, please visit www.jcs-usa.com.

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PIA Market Access     

 •  •  •  •  •  R

r o F New ! s t n e g A A PI



MARKET ACCESS

    

Available Carriers Include: American Modern • Amtrust • ASI • Berkshire Hathaway CBIC • Chubb • CNA • Cypress Insurance • Employers Encompass Insurance • Fireman's Fund • First Comp Foremost • Infinity • Kemper Preferred • Kemper Specialty Liberty Mutual • Mercury • MetLife • National General Nationwide • Pacific Specialty • Philadelphia Progressive • Travelers • UPC • USLI

PIAMarketAccess.com *Current PIA Membership Required. Available in the 50 U.S. states and DC. Carrier availablity varies by state.

Provided through partnership with InsureZone.com of Texas, Inc.

PIA Partners With InsureZone to Launch PIA Market Access PIA is proud to announce a partnership with InsureZone, Inc., based in Fort Worth, Texas. Through PIA’s partnership with InsureZone, PIA members will be able to access over 50 national and specialty carriers plus real-time, online rating for personal and commercial lines.

PIA Market Access, available at www.PIAMarketAccess.com, is a wholesale market access program that will help PIA members access personal and commercial lines markets from a number of admitted “A” or better-rated companies. Agents submitting applications through the platform can receive quotes from most of these companies through a technologically advanced personal and commercial lines rater.

“PIA Market Access can help those agents who may have difficulty obtaining carrier appointments while initially growing their book of business gain access by utilizing InsureZone’s contracts,” said PIA National President Timothy Russell, CPCU, of Southport, Connecticut. “Not only will agents in this program retain ownership of their book of business, but if they should choose to leave, there are no exit fees. A win-win for agents everywhere.”

If agents already have their own carrier appointments but are seeking a comparative rater with the PIA Market Access “Best of Both Worlds” Program, agents can also augment their existing carrier contracts with the InsureZone contracts within the platform. Agents using their own contracts will receive 100 percent of the commission.

“PIA members have been asking for a market access program for some time and we are excited to be able to offer a program that will meet many of our members’ needs,” said PIA National Executive Vice President & CEO Mike Becker. “We are dedicated to helping agents grow their businesses. It’s exciting to think that going forward many PIA members will start writing business with the carriers on the PIA Market Access platform and eventually qualify to have their own contracts with those carriers.”

Through the PIA Market Access Program, PIA members will have access to over 50 national and specialty carriers. For a current list of carriers available in each state, please refer to the Carrier page at www.PIAMarketAccess.com.

PIA has negotiated an exclusive low monthly rate for the use of InsureZone technology and market access and agents can expect to see competitive commission rates. Agents who enroll in the PIA Market Access Program will receive the first two months free.

InsureZone is a full-service provider that is fully staffed with underwriters to answer agents’ questions and make the sales process as smooth as possible. The program provides insurance CSRs to make requested policy changes and the standard of service is to begin processing all requests the same business day.

PIA Market Access is available to PIA members in all 50 states and the District of Columbia. Carrier availability varies by state.

Register for a free webinar to learn more about PIA Market Access.

Solving Problems Makes Us Attorneys; Anticipating Them, Makes Us a Partner.

Our attorneys have extensive experience in the unique legal needs of insurance agencies. We have represented hundreds of agencies, agents and brokers in all aspects of their business.

Agency Ownership & Operations • CSR & Producer Employment • Appearances Before OCI • Drafting Contracts • Mergers & Acquisitions • Perpetuation & Succession • E&O Consultations

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AUGUST 18 17

Three Critical Ways Marketing Can Be Applied to Close More Sales

By: Andy Slipher Do you operate in an organization where sales begins with a capital “S” and marketing with a lower case “m?” Sales-centric organizations often operate at such a high level in sales, they lack marketing prowess. Some are even altogether marketing-phobic, believing marketers exist to usurp the importance of salespeople or to replace them altogether. What happens, as a result, is that sales-centric organizations fail to integrate fundamental marketing principles into the sales process—principles that could actually improve their effectiveness. Although this phenomenon is not uncommon, it can leave customers with feelings that range from a lack of a clear understanding to downright confusion. Who does this kind of thinking benefit? Certainly not the customer.

The bottom line regarding marketing and its place in a salesdependent organization is that it should thrive upon supporting sales, and not to supplanting it. It’s a simple fact that in certain environments where customer relationships must be continually nurtured and where product investment is high (business-to-business environments, for example), sales and good salespeople are of paramount importance. They help solve customer problems, bestow benefits, share product knowledge, behave proactively, and are simply there for customers when called upon.

At the same time, such organizations can have blind spots when it comes to using marketing to their collective advantage. They don’t see that marketing is there to extend and expand the sales opportunity. As a result, their salespeople aren’t fully prepared and equipped with what they need to do their best while enabling better outcomes for their customers.

Want to improve your odds of success in sales by using marketing to your advantage? Here are three ways: 1. Understand what marketing is and what it is not.

Marketing is not simply media. It’s not cheap or cheesy gimmicks designed to get the attention of your customer.

Rather, proper marketing is anything you do in good faith to get your product or service into the hands of the customer. The breadth of marketing spans the entire buying cycle, and beyond.

As such, effective marketing involves planning, investment 18 AUGUST 18

and understanding of the needs of your customer. Think of it as everything else that wraps around your sales approach (in front of, during and beyond) to ensure that the customer has a positive and persuasive experience.

For example, what if, by asking your business-to-business customer, you learn that he or she will have to champion your business and product to others within his or her organization?

What do you do? It’s not feasible to be at every internal meeting. You might instead think in terms of clear, succinct messaging and professional materials to leave with your customer—ones that upon initial presentation by you, he or she could then represent to others with an adequate degree of confidence and knowledge. This is one possible marketing tool.

But, it begins by discovering and understanding customer’s own mindset, needs and buying process.

2. Embrace the visual.

Effective salespeople are generally great at the verbal aspect of selling—persuading with words. However, virtually all customers today also rely upon and expect the visual. For example, who would have thought 20 years ago that we could manage a significant part of buying a new home by taking virtual home tours from anywhere? Yet this is the world we now live in, thanks to technology. The lesson is that people are now accustomed to buying only what they can see. It’s a studied fact that people generally remember only 20% of what they hear, but up to 50% of what they both hear and see. Therefore, the

more you can help them visualize what they are buying (even if what you sell is a service), the greater your odds of success. How does this play into your sales process? How could you improve upon the visual beauty of what you sell? What objects, models, graphs, photos, maps, videos, tables or illustrations could you use to better persuade? What is both practical and effective? If you cannot yet answer these questions, start by asking your customers what they would want to see more of.

3. Integrate your process.

Have you identified and broken down your sales process? What is the first thing you do? Second, third and so on? How does your process both move the sale forward and serve the needs of the customer? These are wider questions beyond, “How do I get more chances in front the customer?” Yet, by asking such questions, you have the opportunity to integrate a wider range of tactics into your sales process that work toward a common goal. For example, rather than focusing on getting a sales call first, what about an approach that begins with having a wider conversation with would-be customers about their needs and challenges? How would you ask such questions? Would you engage with them around a common issue through social media? Would you mail them an old-school letter? Would you offer a free lunch-and-learn session? Or would you make a gratis overture to solve a relevant problem in order to build even more goodwill and trust? This opening up of the sale to a larger process engages a marketing

mindset. It integrates your everyday sales tools with a broader set of options that work together for better outcomes.

Sales and marketing shouldn’t be thought of as mutually exclusive. After all, they serve a common goal. Even if you are deep in a sales-centric organization, you can still integrate strategic marketing thinking and tactics into your own approach to improve your chances for success, while delighting more of your customers in the process.

ABOUT THE AUTHOR: Andy Slipher is founder of Slipher Marketing, a consultancy where strategy comes first, followed by tangible marketing results. He is an accomplished strategist, interim CMO, speaker and writer on marketing strategy. He is marketing lecturer for SMU’s accredited Bank Operations Institute for professional bankers, and for the Independent Bankers Association of Texas (IBAT). Andy is the author of The Big How: Where Strategy Meets Success. For more information, visit TheBigHow.com.

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AAA Bicycle Service is a new benefit with every membership that provides transportation for you and your bicycle if it breaks down on your ride.

It’s one more way AAA helps members relax and enjoy the ride!

Learn more today!

Contact Leo Plese (630) 328-7076 or lmplese@aaachicago.com AAA Bicycle Service is available in Florida, Georgia, Iowa, Michigan, Minnesota, Nebraska, North Dakota, Tennessee, Wisconsin and portions of Illinois and Indiana. 17-IA-2064A

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AUGUST 18 19

Wisconsin's Outstanding CSR of the Year Stacey Migliano, CISR / Trottier Agency, Inc., Kenosha

Congratulations!

The Outstanding CSR of the Year Award is one of the greatest professional honors a customer service representative can receive. It confers recognition of the highest order - an acknowledgment of the recipient's dedication and ability, commitment and outstanding achievement . Wisconsin's recipient Kathleen Grossen will go on to compete for the National Outstanding CSR of the Year.

Stacey's Winning Essay

“In today’s business environment, CSRs are finding that more work is required from a smaller staff pool. As a CSR, what four ways have you found beneficial in helping you accomplish work tasks while still providing excellent customer service? In short, how do you do more with less?”

Ready, set, focus! If I were to ask you what your job description entailed, would you be able to tell me everything that you do? Most would probably forget a detail or two when passing along information to the next trainee or even refresh their own résumé. Some may even lack the enthusiasm to help a new trainee if their own “boat” is already rocking and ready to tip over. But do not worry!! I am here to tell you how I have survived over the years when the demands are high and the amount of staffed employees are deficient. Please take note: What I am about to tell you may be slightly blunt but it is all too true and very relatable in multiple offices over even a wide variety of industries.

Be Organized! By this I do not mean all the fancy racks, crates, boxes, pen holders, paper clip shakers, binder clips, etc. on your desk (although I personally LOVE them). What I do mean, is have a day to day plan.

Use calendars, task checklists, reminders, or anything else that helps you follow up on the duties at hand. Whether those be client changes to process, a variety of calls to return, supplies to order, or an inbox full of emails. A few of the items I use daily for organization include: •

Email Sub Folders: As items in my inbox are complete or work is delegated to another service representative, I label each individual email with colors and then file them into individual folders. Some are broken down as internal office mail by each employee, external mail separated into clients (even broken down by month & year), companies, morning activity tasks/logs, personal business and continuing education.

•

Notebook Tasks: If an account/client is tricky and has lots of items that need in-depth review, I list them on a separate legal pad notebook. Once I have them recorded, I will rate them by priority date and an estimated due date that I feel is early enough. This allows extra time for any hiccups that may arise prior to the exact due date.

•

Software Management Systems: In our Agency Management system, I also set activity tasks that alert me daily for items due for attention as of a certain date. If items are not yet able to be completed or waiting for additional information, I make sure to reset the follow-up reminder within the next week or two – depending on the urgency of the assignment.

20 AUGUST 18

Have Initiative! Please do not be the employee that sits in the corner with “nothing to do” or works on personal items constantly!! Take initiative to find tasks or assignments that you can complete otherwise assist another coworker with some of their duties. Spend some extra time with a client and review in detail their account. DO SOMETHING PLEASE! Make projects for yourself that will benefit the company or your job security. Go the extra mile to set yourself above and beyond the bar.

Gain Knowledge! It does not matter what industry of business you are in, if you are not constantly learning – you are losing knowledge.

Find something within your company that you do not know how to do and study it! Whether it be through self-instruction, shadowing another employee, being trained in a new task or attending continuing education courses. It is ALWAYS worth it to gain more knowledge and skills. The world is ever changing with each generation becoming more technologically savvy while diligently working their way to the next level. Knowledge will also help you stay in front of the curve while still raising that bar by taking initiative.

Time Management! Use the two minute rule. If you do not know what I mean by this, pay attention. If a follow-up task, email, or phone call will take only two minutes or less, do it right away. Do not push it off and push it off and push it off until it is the end of day and you finally tell yourself that you will just “do it tomorrow”. This is completely unnecessary and an unproductive way to manage your days. Arrive at your place of employment on time and take your lunch breaks as scheduled. If you need to step away for a quick moment to gather your thoughts, refill your water bottle or grab that third cup of coffee, go ahead. However, please do not be the one standing at the water cooler or pot of coffee ALL dang day. If you need that many refills of hydration, buy a bigger bottle or mug; heck double fist it if you need to.

When it comes to doing more work with less staff to assist clients or carrier representatives, I have found that having multiple ways of organization, taking initiative on job tasks, gaining knowledge by continuing education and managing my time has made my efforts to provide outstanding customer service a lot more easier. I hope you have found my four tips to success in the workplace useful. If not, I hope it at least brought a smile to your face. Thank you!

2018 Wisconsin Outstanding CSR of the Year candidates

Peggy Bradley, CIC – Robertson Ryan & Associates, Inc. Amy Garcia, CISR Elite – HNI Risk Services, LLC Marlys Maciona, CPCU, ARM, AU, AMIM, AAI – Robertson Ryan & Associates, Inc. Kelly Staerzl, CIC – M3 Insurance, Inc.

edUcATion

WHY CISR? Earning the CISR distinction is tangible proof of your commitment to a superior level of techical expertise and exceptional account management for your clients, as well as for your organization.

Be Great At What You Do!

WHERE EXPERTS BECOME EXPERTS

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

Step Up To Elite Status CISR Elite, That is.

For CISRs who aspire to be more-who seek to distinguish themselves as Elite.

When you love what you do, and want to be the best, It’s time to step up. it time to Become a CISR Elite.

www.piaw.org 800-261-7429

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

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

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

Contact PIA of Wisconsin today!

1-800-261-7429 • www.piaw.org

AUGUST 18 21

EDUCATION TESTIMONIAL edUcATion

Another very satisfied CIC attendee!

“The CIC class last week was one of the best classes I have ever attended. Great, great, great information. However, I think I just created another 6 months of additional work for myself. LOL” Thanks again, Perian M. Heffner, CIC Personal Lines Manager/Agent

EDUCATION TESTIMONIAL

WHY CIC? Become the expert your clients, agency, and career depend on.

“I attended my very first Graduate Ruble Seminar to update my CIC designation in January. I can say without a doubt the four hours on Cyber Liability presented by Paul Burkett were by far the most beneficial education I have ever experienced. Truly an eye opener. There were over 100 CICs in the room and the comments from so many echoed mine. Job well done” Sean Paterson, CIC Robertson Ryan & Associates, Inc.

Earning the CIC designation shows you’re committed to your clients, your organization, and your career.

Impact Credibility Respect

CIC Graduate Ruble Seminars are open to all dues paying CICs, CRMs, CISRs, CSRMs. Paul Burkett will be presenting 8 hours at the October Graduate Ruble in Green Bay. Visit piaw.org for Paul’s topics and the complete agenda.

WHERE EXPERTS BECOME EXPERTS

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

CIC RUBLE SEMINARS

Exciting update options for CICs, CRMs & now CISRs! 16 WI CE (Includes 4 optional Ethics) October 10 & 11 / Graduate Ruble / Radisson – Green Bay, WI February 13 & 14 / Graduate Ruble / Crowne Plaza – Milwaukee, WI Visit www.piaw.org or call PIA at 1-800-261-7429

22 AUGUST 18

ceRTiFied inSURAnce SeRVice RepReSenTATiVe ELEMENTS OF RISK MANAGEMENT 7 WI CE Credits. Course # 69357

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.

• • • • • •

coURSe inSTRUcToR GloRiA THompSon, cic

The Risk Management Process & Risk Terms Risk Identification Risk Analysis Risk Control Risk Finance Risk Administration

September 27 – Rothschild

CLASS SCHEDULE

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.

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

$170 Per Course Includes Lunch

Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits COMMERCIAL PROPERTY

LIFE & HEALTH

September 19-21, 2018 Crowne Plaza Milwaukee Airport – Milwaukee, WI 414-764-5300 $109 PIA room rate through 8/19/18 •

COMMERCIAL PROPERTY COVERAGE FORMS & ENDORSEMENTS Kevin Amrhein, CIC

•

COMMERCIAL PROPERTY CAUSES OF LOSS FORMS John Dismukes, CIC, CPCU, AAI, AIS

•

EQUIPMENT BREAKDOWN

•

TIME ELEMENT COVERAGES Patti Gardner, CIC, CRM, CPCU

WI CE COURSE # 1012423 Day One: 8:00 – 5:15

Day Two: 8:00 – 5:00

November 14-16, 2018 Crowne Plaza – Madison, WI 866-424-0835 $111 PIA room rate through 10/14/18 •

LIFE INSURANCE CONCEPTS David Grunke, CHC, RHU

•

HEALTH INSURANCE CONCEPTS

•

LONG TERM CARE INSURANCE

•

DISABILITY INCOME INSURANCE Corey Wilkins, CIC, LUTCF

•

BUSINESS CONTUNUATION AND SUCCESSION PLANNING

•

RETIREMENT PLANNING AND ANNUITIES

•

PLANNING FOR PERSONAL NEEDS Jerry Rhinehart, CIC, CLU, ChFC, RHU

WI CE COURSE # 69162 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.

AUGUST 18 23

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Open to Anyone!

edUcATion

For an upcoming schedule and to register, visit the Education tab at www.piaw.org or call 1-800-261-7429.

24 AUGUST 18

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.

August 2018 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

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

8/1

8-11a

Jerry Rhinehart, CIC, CLU, ChFC, RHU

Contractors, Contractors, Contractors 3 WI CE # 6000023797

8/8

12-3p

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

Certificates of Insurance and Additional Insureds: Making Sense of it All 3 WI CE # 6000023796

8/9

8-11a

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

Health and Disability Insurance: Just the Facts 3 CE # 6000022214

8/9

12-3p

Karin Klaassen, CLU, LUTCF

A Walk Around the Farm-Farm Liability Considerations 3 WI CE # 6000022370

8/14

12-3p

Sam Bennett, CIC, AFIS, CRIS, CPIA

E&O Reasons and Solutions 3 WI CE # 6000018528 Utica Approved

8/15

8-11a

Becky Lathrop, CIC, CPIA

Bonding: Or How Our Insured Went Bankrupt 3 WI CE # 6000023798

8/15

12-3p

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

Hope I Die Before I Get Old 3 WI CE # 6000022417

8/16

12-3p

Chris Amrhein, CIC

Cyber Insurance: When Convenience Turns Catastrophic 3 WI CE # 6000031623

8/21

1-4p

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

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

8/22

12-3p

Excess and Umbrella Fundamentals PLUS 3 CE # 6000023799

8/28

12-3p

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

On Ethics: Data, Dilemmas, and Knuckleheads 3 WI CE # 6000018541 Utica Approved

8/30

12-3p

Kevin Amrhein, CIC

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 AUGUST 18 25

e d u c at i o n

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

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CRM Financing of Risk

August 14-17, 2018 – Milwaukee, WI Conducted by PIA and The National Alliance Register directly with The National Alliance at www.thenationalalliance.com The Certified Risk Manager courses provide you with an in-depth knowledge about today's' highest priorities identifying, analyzing, controlling, financing, and administering operational risks- as well as political risks, catastrophic loss exposures, third-party exposures, fiduciary exposures, employee injury exposures, juridical risks, legal risks, and more - whether insurable or not. The skills you learn will make you more proactive and valuable to your organization in discovering how risks can interrupt the flow of earnings and how to protect against it.

• • • • • • •

Introduction to Financing Risk Quantitative Analysis: Tools and Methods Simple Financing Options Loss-Sensitive Transfer Options Alternative Financing Options Actuarial, Accounting, and Auditing Perspectives Case Study

Take all five CRM courses and pass all five CRM exams within five calendar years after you complete your first CRM exam. Each course is 2½ days of instruction, followed by an optional exam. Any eligible individual may attend classes without taking the examinations to receive 20 WI CE.

UTICA

Gives You the Credit You Deserve!

The following PIAW education classes are approved for the Utica premium credit.

• Any CIC Update • CIC Agency Management • CISR Agency Operations • Dynamics of Service • Select PIAW Webinars • PIAW Conducted Ethics and E&O Seminars (classroom or in house) To register online and view upcoming CE courses visit www.piaw.org 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.

26 AUGUST 18

CONGRATULATIONS TO THE WINNERS OF THE YPC SCHOLARSHIP!!! $1,000 scholarship presented to Thayne Neumann!

PIAW Board member Sandy Hardrath is proud to present a $1,000 YPC scholarship check to Thayne Neumann at Lincoln High School in Manitowoc. Thayne is planning to enter college to pursue an insurance related field of study and enter the insurance industry after graduation. Congratulations Thayne and thanks to Sandy and YPC.

Another YPC scholarship recipient!

Renee Rutland, a student at Madison College, is a proud recipient of a $2,000 scholarship from the PIAW Young Professionals Club (YPC) golf outing. Renee is planning to enter the insurance industry when she graduates from college. Congratulations Renee and YPC.

AUGUST 18 27

Getting the Fish on the Line How to Get Prospects to Find You

By: John Graham

The Prospecting Problem “I am looking to further my prospecting techniques,” the salesperson wrote in his email. “It seems I need to increase my ratios by the end of the quarter.” The story isn’t new.

Twenty years ago, salespeople were expected to get in front of prospects. Today, those doors are sealed shut. Voice mail and email messages are ignored. If all that isn’t enough, few customers are willing to stick their neck out and make referrals.

All of which makes prospecting frustrating and, unfortunately, bordering on useless. No wonder salespeople across the board plead for leads and, hoping to get lucky, keep their fingers crossed.

If you’re looking for an easy, quick way to find prospects, forget it. No matter what anyone may say, it doesn’t exist. Nevertheless, hope springs eternal, which is why there are 17,300,000 hits in .25 seconds when you Google “prospecting in sales.”

Here’s the problem: how is a salesperson to go about finding prospects who are not only interested in buying, but who are also willing to do business with someone they don’t know, let alone trust?

Getting negligible results from searching for prospects takes a lot of effort—wasted effort. Salespeople are often told, “It takes 10 calls to get one appointment.” They are also told that out of 10 appointments they can expect to make one sale. That means it will take 100 actual appointments to make 10 sales. Whether you do a 28 AUGUST 18

little better or worse, the message is clear: finding prospects who are interested and ready to buy is so inefficient it doesn’t work.

The Prospecting Possibility It should come as no surprise why there’s so much resistance to getting out and finding new customers. Even if we know who and where the prospects are, the obstacles to access thwart our efforts.

It’s time to step back and take a careful look at how selling and prospecting differ. When you think about it, they require two different types of skills: prospecting is all about getting the fish on the line and selling is getting it in the boat.

In other words, successful prospecting depends on getting customers to find you. Specifically, those who to want to do business with you. If you’re thinking this takes work, you’re right.

It does. But if you’re investing time and energy and not getting the results you want, that’s a lot of work, too. Besides, if prospects don’t know you and trust you, it’s easy for them to ignore you or say no.

So, why keep on doing what doesn’t work? Why not take a different approach, one that’s consistent with how prospects think and what they expect from today’s sales professionals?

The task is helping prospects find you, getting them to recognize that it’s in their best interest to seek you out and learn more so they can make informed decisions. This is how savvy restaurants, businesses, insurance advisors, and real estate agents, for example,

attract the customers they want. They use carefully crafted messaging, ratings and recommendations, testimonials and blog posts on social media, advertising, promotional campaigns, and, of course, word-of-mouth to attract prospects.

Instead of trying to get through a prospect’s door, the job of salespeople is shaping the way prospects think about them. No matter what you’re selling, it's all about pulling prospects into your orbit so they’re “sold” even before meeting you.

Four Principles That Pull Prospects To You Here are the four basic principles that attract prospects and bring prospects closer to you: 1. Never stop building your prospect and customer cultivation database and keep it up to date. Why is this so important? It’s your pot of gold at the end of the rainbow so never neglect it.

Without this database, picture yourself in a darkened room with no windows or doors.

2. Develop a prospect mindset. Here’s why: less than 24% of prospects open sales emails, according to TOPCO Associates.

So, if you want to engage them, it’s essential to let them know you understand their issues. They don’t care about what you sell; frankly, they tune it out. Always stay focused on what prospects want or need.

3. Share your competence. To do this, salespeople must answer one critical question that’s on every prospect’s mind: “Why should I believe you?” or to put it another way, “Why should I give you my money?” Selling is all about sharing what you know. To become customers, prospects must believe that your knowledge and experience will benefit them.

4. Cultivate prospects constantly. No salesperson is wise enough to know when a prospect is ready to buy. If you’re not top-ofmind, the chances are a competitor will get the sale. Prospects need reminding why they should do business with you. By staying in touch regularly with helpful information (not sales pitches) by email and social media, blogs, and presentations, you’re there when they have questions and are ready to buy.

Staying in contact sends the message that you care enough to stay in touch. When they’re ready, the chances are they will pay you back by becoming customers.

Those in sales spend considerable time talking about getting the fish in the boat, closing the sale. But something important needs to happen before that can occur and that’s getting the fish on the hook.

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 or johnrgraham.com.

There when it matters most. with

Commercial Insurance When it comes to the independent agency system, Donegal is all in! Donegal remains 100% committed to using the independent agency system exclusively to sell our products.

As an independent agency we realize you have lots of choices when it comes to recommending commercial and personal insurance coverage options for your clients. That’s why Donegal delivers competitively priced insurance products and outstanding claims service.

In addition, agencies appreciate our timely underwriting and superior technology that makes quoting and issuing Donegal policies easy.

Plus, Donegal’s total compensation package is recognized as one of the best in the industry.

A 100% commitment to the independent agency system, another way Donegal is “There When It Matters Most” for independent insurance agencies.

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

SheboyganFallsInsurance.com AUGUST 18 29

We look for the best independent agents and build relationships that last the duration. We are committed to the independent agency system as the only means to deliver our products. Because of that, we work hand-inhand to help our agencies grow profitably.

Our agents set us apart.

For information about becoming a Partners Mutual Insurance Agent please contact Brian Martin at 262.432.3439 or Mike Ottman at 262.432.3418.

A Website is All About Pull A website should answer one question: “How will it help me?” If the home page doesn’t pull them in, it’s over.

They’re gone.

No one is interested in being told what a company can do for them. That’s just talking about yourself. When you do that at a party, before long, you soon find that you’re standing there all by yourself. This is how it is with too many websites.

Effective websites attract the customers you want. Why? They’re the ones who say to themselves, “This makes sense to me.”

[Source: GrahamComm]

30 AUGUST 18

[Continued from page 9 - Administrative Actions...]

Glenn Curtis Motorsports, Inc., 4345 Hwy. 33, West Bend, WI 53095, was ordered to pay its annual licensing fee and was ordered to timely and fully report all required information to OCI. These actions were taken based on allegations of failing to pay a fee when due and failing to provide current financial security and other information required by OCI. Homan Ford, Inc., 1036 W. Fond du Lac St., Ripon, WI 54971, was ordered to pay its annual licensing fee and was ordered to timely and fully report all required information to OCI. These actions were taken based on allegations of failing to pay a fee when due and failing to provide current financial security and other information required by OCI. International Motor Sports, Inc., 7518 Hwy. 60, Cedarburg, WI 53012, was ordered to pay its annual licensing fee and was ordered to timely and fully report all required information to OCI. These actions were taken based on allegations of failing to pay a fee when due and failing to provide current financial security and other information required by OCI. Lone Rock Capital Partners, LLC, dba Acension Risk Services, 10 E. Doty St., Ste. 800, Madison, WI 53703, had its insurance license summarily suspended and was ordered to cease and desist insurance operations. It then agreed to immediately surrender its intermediary firm license, agreed not to reapply for licensure for a minimum period of five years, and agreed to OCI's reservation of rights to seek forfeitures and restitution. These actions were taken based on allegations of misappropriating insurance premiums.

Maritime Ford-Lincoln, Inc., 1305 Franklin St., Manitowoc, WI 54220, was ordered to pay its annual licensing fee and was ordered to timely and fully report all required information to OCI. These

actions were taken based on allegations of failing to pay a fee when due and failing to provide current financial security and other information required by OCI. Proven Power, Inc., N68 W36046 County Rd. K, Oconomowoc, WI 53066, was ordered to pay its annual licensing fee and was ordered to timely and fully report all required information to OCI. These actions were taken based on allegations of failing to pay a fee when due and failing to provide current financial security and other information required by OCI. Reo Motors, Inc., 2777 S. 27th St, Milwaukee, WI 53215, was ordered to pay its annual licensing fee and was ordered to timely and fully report all required information to OCI. These actions were taken based on allegations of failing to pay a fee when due and failing to provide current financial security and other information required by OCI. Road, Track & Trail, LLC, W228 S. 6932 Enterprise Dr., Big Bend, WI 53103, was ordered to pay its annual licensing fee and was ordered to timely and fully report all required information to OCI. These actions were taken based on allegations of failing to pay a fee when due and failing to provide current financial security and other information required by OCI. Unos Auto Sales & Service, Inc., 823 Oklahoma Ave., Milwaukee, WI 53215, was ordered to pay its annual licensing fee and was ordered to timely and fully report all required information to OCI. These actions were taken based on allegations of failing to pay a fee when due and failing to provide current financial security and other information required by OCI.

AUGUST 18 31

Follow the Tried & True Path to Sales Success – Avoid Sales Gimmicks DON'T QUIT

THOUGHTS FOR SUCCESS

DON'T TAKE ALOT OF TIME OFF

THE 10X RULE

HARD WORK Over the past week I’ve been inundated with e-mails for webinars, classes, and courses telling me that sales and business building is easy. They claim that you don’t have to work hard, just listen to the webinar and you’ll get the magic bullet to working a fraction of the hours you’re currently working while closing 90% of the people you talk to. Oh, and don’t worry about the fear and discomfort that usually stop you, with their secret formula those will magically disappear. It will be all sunshine and rainbows.

Unfortunately people still fall for schemes like these. Why? In the sales world what stops people is the pain and discomfort associated with contacting strangers about your product or service. As a result, the creative brain latches on to anything that will help you avoid this pain. We also want what we want now, instant gratification, so if I can get there now, why put in the years of work necessary for true sales and business success?

There’s one true path to success in sales and business, and pretty much anything else for that matter, and it starts with paying your dues. It’s putting in the time, effort, and energy necessary to learn your trade, and then it’s going out and getting beat up… a lot.

As Malcolm Gladwell put it, “It takes 10,000 hours of deliberate practice to become world-class in any field.” The reality is: if you don’t have enough prospects in your pipeline, you’re going to have to figure out how to get some there and the simplest way is going to be the hard work of either picking up the phone or knocking on doors and introducing yourself to strangers. Referrals are great, marketing is fantastic, centers of influence are awesome and yet, the reality is, very few salespeople or businesses, especially those just starting out, can rely on those sources to bring in the number of prospects necessary for sales and business success. That said, if you still think there’s a way to cheat the system, here are some thoughts to consider…

32 AUGUST 18

By: John Chapin

Thought #1: Tom Brady still puts in about 84 hours a week, seven months of the year.

Yes, one of the oldest players in professional football, with five Super Bowl rings, still puts in 84 hours a week during the preseason, regular season, and post season. Lebron James once said that if you show up only an hour early for practice, you simply aren’t serious. Michael Phelps was doing two to three times the average swimmers workout putting in 8 hours a day in the pool.

“Rudy” Ruettiger said, “People aren’t afraid of hard work, they’re afraid of the hard work not paying off.” You will be successful if you do the work on yourself and on your business. The hard work will pay off, but probably not tomorrow, next week, next month, maybe not even next year, or in five years, but if you hang in long enough, you’ll win. The only way you fail is if you quit before you succeed.

Thought #2: The best take few days off.

I once heard Jack Nicklaus tell a story related to this. When he was 18 he was playing a round of golf in the pouring rain. He was the only one on the course. When he came off the eighteen green, he noticed someone hitting balls on the practice range. He walked into the clubhouse and asked the man behind the counter who the guy on the practice range was… Arnold Palmer. And the rest, as they say, is history.

While you need to rest and take breaks, the best of the best don’t take a lot of time off. That’s probably because they love what they do, or at least the results, so to them it isn’t work. Think about something you absolutely love to do. A sport, a hobby, or watching the latest movies. Whatever it is, you probably put tons of time into it and time flies when you’re doing it. It’s not work, it’s fun.

And you’d probably do it every day if you could. If you don’t love what you do, what can you fall in love with about it? The future it provides for you and your loved ones? The professional and personal development? Giving you the means to live up to your obligations?

Thought #3: The 10X Rule In his best-selling book The 10X Rule, Grant Cardone says that most endeavors in life take about 10 times as much time, effort, and energy than you initially think they will take. If you think it will take 100 calls to achieve your goal, it will probably take more like 1000. With that in mind, if you think it will take 100, prepare to make 1000. If 1000, prepare for 10,000. If it ends up taking less than that, great, but either way, you want to go above and beyond and put in more effort, not just the minimum. The more you do, the more you can do. It’s how the rich get richer and the best get better. You prepare to run a 26.2 mile marathon by running thousands of miles.

If you expect to lift 50 pounds, prepare for 100, or 150, or more.

Thought #4: The way to Heaven is through hell.

While that may sound harsh on the surface, the hell you go through, the pain and discomfort of mental and physical transformation, and the person you ultimately become, will be well worth it. The person that survived the gauntlet of growth will carry you the rest of your life. That person will be able to handle any challenge, overcome any obstacle, and endure any hardship. It’s not the goal, it’s the person you must become to achieve it. It is true that what doesn’t kill us makes us stronger, and it also makes you wiser, better, and more resilient and determined. Why are 80% of lottery winners

financially worse off two years after they win the lottery? Because they got the prize without any work. They didn’t become more of a person to get the money. They didn’t change or grow.

As Les Brown said, “Once you begin to discover who you are then you really realize how you have been given authority over your life.

But you can only do that through the struggle of life… Most people go through life avoiding pain. When you’re working on a dream, at some point in time a transition takes place… you start challenging yourself to dig deeper. Something in you that you never activated, is lying dormant in there. Don’t try taking short cuts, do what you know is right.”

If you want mediocre, you can skate by half-assing it and you might be “okay.” On the other hand, if you want significance, and you want to make a contribution to the people in your life and the world, stop looking for the shortcut, the free lunch, and work for it. Take the proven path. Working smart is one thing, working to cheat the system, to avoid the hard work necessary for personal and business growth and success is quite another.

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

BECOME A BWO ASSOCIATE

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

“Good People to Know”

BUDZISZ WRUCK OSBORNE

INSURANCE GROUP, LLC

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

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AUGUST 4/24/15 8:48 18 AM

33

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.

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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 34 AUGUST 18

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

AUGUST 18 35

Why You Need to Create a Strong Feedback Culture

Feedback isn’t always easy to give — or receive.

But it’s integral to employee performance, motivation and engagement.

You may already do annual reviews. But that’s not what we’re talking about. Feedback culture means guidance and recommendations about an employee’s performance that are given in real time. It isn’t just from the top down, either: It’s a culture in which employees’ voices are heard just as much as managers’.

Creating a culture of feedback will enhance engagement, trust and collaboration within your sales team — and your organization at large.

Here’s how to do it: 1.

2.

3.

4.

5.

Foster a growth-focused mindset. Make learning and professional development a priority in your business. Invest in training programs and hire lifelong learners. Reward employees who seek out learning opportunities and be transparent about where employees could use some extra help.

Provide feedback often. It won’t work if it doesn’t become consistent. Stop having one big talk every year, and instead hold monthly or weekly discussions. If something comes up, talk about it right away instead of letting it slide or simmer. Show examples of how to communicate feedback effectively, too.

Empower employees to share too. This should be a two-way street. Just make sure everyone knows it’s a safe space. Employees should provide their own thoughts to managers and teammates. Everyone will benefit, and it will create an open culture where honesty is the only policy.

Offer multiple feedback channels. The variety of communication channels we have means there are a variety of ways to give and receive information. Talking face-to-face may not work for some people, so offer group chats and written options to ensure you’re giving everyone a chance to speak up in a way that’s comfortable for them.

Encourage both positive and negative comments. It’s more comfortable to focus on the positive. But ignoring problem areas and disregarding not-so-happy feedback won’t help. You’ll end up stagnating the growth of your employees and business.

It’s tough to start a new culture, especially if one has already been well-established. Just remember it will take time and you’ll need to commit to change. But once the shift happens, you’ll see profound changes in the way your sales team operates.

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 AUGUST 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 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 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

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. 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 Mr. John W. Klinzing, CIC, CPIA TRICOR, INC. 3830 Atwood Ave. Madison, WI 53714 Phone 608-310-3924

STAFF

Fax 608-441-8787 jklinzing@tricorinsurance.com Mr. Dennis Kuhnke, CIC, CPIA PIAW National Director Robertson Ryan & Associates Inc. 330 E Kilbourn Ave. Suite 650 Milwaukee, WI 53202 Phone 414-271-1561 Fax 414-271-3012 dkuhnke@robertsonryan.com 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 Mitchell Tarras Nett Insurance Agency LLC 607C Eastern Ave Plymouth, WI 53073 Phone 920-893-3252 Fax 920-893-3250 mitchtarras@charter.net 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

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 Heather Falk, CISR Bookkeeping hfalk@piaw.org Claire Gribble Administrative Assistant cgribble@piaw.org Heidi Hodel, CIC, CRIS Member Benefits Coordinator hhodel@piaw.org Becca Prestbroten Administrative Assistant bprestbroten@piaw.org Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

Coming Events SEPTEMBER 2018 19-21

CIC Commercial Property Milwaukee, WI (20 WI CE)

27

CISR Elements of Risk Management Rothschild, WI (7 WI CE)

38 AUGUST 18

OCTOBER 2018 10-11

CIC James K. Ruble Graduate Seminar Green Bay, WI (16 WI CE)

NOVEMBER 2018 13

CISR Commercial Casualty 2 Madison, WI (7 WI CE)

14-16

CIC Life & Health Madison, WI (20 WI CE)

DECEMBER 2018 5

CISR Commercial Casualty 2 Waukesha, WI (7 WI CE)

6

CISR Agency Operations Rothschild, WI (7 WI CE)

Expect big things in workers’ compensation. Most classes approved, nationwide. It pays to get a quote from Applied.® For information call (877) 234-4450 or visit auw.com/us. Follow us at bigdoghq.com.

©2018 Applied Underwriters, Inc., a Berkshire Hathaway company. Rated A+ (Superior) by A.M. Best.

Insurance plans protected U.S. Patent No. 7,908,157.

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