December 2014 Wisconsin Professional Agent

professional agent DECEMBER | 2014

What’s Inside?

Agency Valuation........... 14 New CIC's/CISR's......... 17 Keep up with the.......... 20 Competition Good Business................27 Communication Who Needs an.................33 Umbrella Legislative Conduit.........37 Coming Events.................38

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2 DECEMBER 14

7/9/14 9:15 AM

From the

President LouAnn Herriges, CIC, CISR — President, PIA of Wisconsin

Tis the Season for Giving It’s official. We are zeroing in on the Holiday Season.

I also took a step back to examine what type of person I

Are you ready?

have been. Was I kind to others? Was I understanding?

Did I reach out to help someone? Did I put my best foot

In the past several months I have written articles about

forward in my personal life and in my job? I like to think

inspiration and the people in my life that were an

that I have. What about you? Did you do something to

inspiration to me. I have also written an article dealing

make a difference? Have you reached out to someone and a

with SUCCESS and about being passionate. For this article

made a difference in their life? Collectively I would like to

it wasn’t too difficult to come up with a couple of themes

believe that we all have. Insurance people do reach out!!! If

during this season of giving. I have chosen to write about

you haven’t already there is still time left in 2014 to make

“Making a Difference”.

a difference. Do something special for someone. If you can or would like to share a story with me I would love to hear

Each night at 5:30 while preparing dinner I try to watch

from you. My email address is louannh@iaanetwork.com.

the evening news hosted by Brian Williams. I try not to get upset about the events of the day. At the end of each

For this month I have two quotes:

broadcast there is a segment titled “making a difference”.

• “Never get tired of doing little things for others.

The segment includes incredible stories and acts of kindness

Sometimes, those little things occupy the biggest

by young and old who have put aside time and effort to

part of their hearts.” —Unknown

make a difference in someone’s life. As I started to think of how this could apply to this month’s theme, I started with myself. What do I do to make a difference? In year’s past I was a caregiver to my immediate family members, father, grandmother and mother when they were ill. I no longer have them in my life, however. I volunteered in my community to help those less fortunate. I donated to the local food pantry, Girl Scouts, Boy Scouts, Salvation

• “We make a living by what we get, but we make a life by what we give.” —Winston Churchill Finally, have you marked your calendars yet? I hear that the PIAW Convention Committee has put together a fantastic “Mid-Winter Getaway”. The flyers and information are available now. Save the date: February 4-6, 2015. The Waters Resort, Minocqua, WI.

Army, Goodwill, the homeless shelter and area churches that have programs to assist those in our area. All of these

Happy Holidays to all of you. May 2015 be a prosperous

organizations are crying out for time, talent and donations.

year for all.

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 DECEMBER 14 3

Memos from

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

‘Twas Risky Night Before Christmas… an Insurance Holiday Tale ‘Twas the night before Christmas (12:01 a.m. 12/25) and all through the house (single family, joisted masonry, e.c.3, terr. 44, pc5), not a creature was stirring, not even a mouse (thorough pride of ownership and excellent maintenance).

The (flame-retardant) stockings were hung by the (contractor-installed) chimney with care, in hopes that St. Nicholas soon would be there (in spite of deadbolt locks and central station alarm system).

The children (ages 4, 8, 14, & 16) were all nestled snug in their beds (check MVR on 16-year-old) while visions of sugar plums danced in their heads (check for drug use).

Ma in her kerchief (scheduled heirloom) and I in my cap (no slave to fashion) had just settled down for a long winter’s nap. (Check employment, is insured sleeping all day?)

When out on the lawn there arose such a clatter (check into condition of premises, housekeeping, etc.), I jumped out of bed to see what was the matter.

Away to the window I flew like a flash, threw back the curtains and tore open the sash (intentional destructive act, no coverage; also, appears insured only wearing a cap in front of uncovered window).

When what to my wondrous eyes should appear, but a miniature sleigh and eight tiny reindeer. (check if sleigh is rated business use and corporate owned.) With a little old driver so lively and quick, I knew in a moment it must be St. Nick. (Notify life underwriting, order medical on 600-yearold driver).

More rapid than eagles (check MVR for speeding violations) his coursers they came and he whistled and shouted and called them by name (possible aggressive driver).

Now Dasher (turbo equipped?), now Dancer (classic?), now Prancer (check occupation), now Vixen (definitely check occupation), on Comet (possible muscle deer), on Cupid (check credit score), on Donner (4×4) and Blitzen (possible drinking problem?).

To the top of the porch, to the top of the wall (check for structural damage; also look into height exposures), now dash away, dash away, dash away all (old man climbing walls either in great shape or overly medicated).

So up to the housetop his coursers they flew, with a sleigh full of toys and Saint Nicholas, too. (Check for possible retail delivery classification of autos). And then, in a twinkling, I heard on the roof, the prancing and pawing of each little 4 DECEMBER 14

hoof. (Check for shingle damage; also classification of operations—roofing is a prohibited class).

As I drew in my head and was turning around, down the chimney he came with a bound.

He was dressed all in fur (scheduled items) from his head to his foot, and his clothes were all tarnished with ashes and soot. (Part-time job as firefighter?)

A bundle of toys he had flung on his back. (Check to see if insured has safety committee; check lifting training).

His eyes how they twinkled, his dimples how merry, his cheeks were like roses, his nose like a cherry (order updated medical report, possible drinking and/or drug abuse).

The stump of a pipe he held tight in his teeth (ineligible for nonsmoker discount) and the smoke encircled his head like a wreath (check batteries in smoke detectors to make sure operational).

He was chubby and plump a right jolly elf (overweight for height) and I laughed when I saw him in spite of myself. A wink of his eye and a nod of his head soon gave me reason I had nothing to dread (Stranger enters past alarm and insured not worried? Sounds suspicious.)

He spoke not a word, but went straight to his work, and filled all the stocking, then turned with a jerk (review workplace for ergonomic compliance).

And laying his finger aside of his nose (obscene gesture?), and giving a nod, up the chimney he rose. (Check operations, chimney sweeps are prohibited classification, look into GL PD deductible.)

He sprang to his sleigh, to his team gave a whistle, and away they all flew like the down of a thistle (not likely with fat man and sleigh full of toys. Check GVW for proper classification, light/service/local seems unlikely).

And I heard him exclaim as he drove out of sight, “Merry Christmas to all, and to all a good night!” (Check hours of operation; 24-hour service operations prohibited. Also check into seasonal nature of business.)

NOTE: ORDER NEW LOSS CONTROL REPORT. DIARY FOR 07/01 TO DISCUSS WITH AGENT. Source unknown (I certainly am not bright enough to have made it up!)

AND REMEMBER …..The smiles of children and the joy of giving are brighter than any light.

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DECEMBER 14 5

From the

Boardroom Brian MacGillis CPIA — Treasurer, PIA of Wisconsin

The Value of Weekly Staff Meetings I have had the opportunity to be on “both sides of the street”, first being a company field representative and agency owner. In my time as a Company Field Representative, I had the opportunity to see a lot of great agencies run like a well oiled machine. Many of those agencies had one thing in common: they were all rowing in the same direction.

The producers, payroll staff, agency owner and customer service representative all knew the agency goals for production and retention. The agency manager was able to intelligently speak on issues and opportunities presented by those who are actually placing business with that company.

Our agency has found great success in holding weekly staff and sales meetings. There is time to hold these meetings – perhaps 15-30 minutes before the office opens or a staff luncheon. Why bother?

that problem account, that billing issue that will not go away, or the way you were able to find success with a new company.

5) For large and small agencies alike, allows one time per week to discuss Sales challenges and use the collective minds of the agency to foster a good insurance solution and write the business.

6) Use the time to train everyone on a new company system and discuss company rules. Ask your company field reps to come in during a weekly meeting to discuss new items with their company, or go through their rating system.

We have found that even if you have only 1 item to discuss, many other great ideas are generated just by interaction and discussion with all agency members at the table. There

1) It keeps the focus on sales. Oftentimes we are all bogged down by the mundane. This is a great reminder to everyone of what we do. Keep selling and keep growing.

is great value in weekly staff meetings. We are all more

2) Review the most important Company Memo’s and Updates. As hard as everyone may try, these important changes can be missed/forgotten/misplaced.

Your PIA Board also meets frequently for the benefit of your

3) Builds your team together. As an agency owner, take the opportunity to compliment your team and thank them for their hard work.

frequent e-mail communications, phone conference calls,

4) Allows for exchange of ideas, what has worked, what hasn’t worked. What better time to discuss solutions to

and have interest in running for the Board of Directors, let me

6 DECEMBER 14

productive, efficient, and better informed as a result. You have nothing to lose – give it a try!

member agency and to enhance the value of your membership.

In addition to the quarterly board meetings, there are very and committee meetings. If you would like to join a PIA Committee, or if you have been on a PIAW committee for years know (brian@macgillisinsurance.com).

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11/20/14 8:55 AM

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

Lisa A. Anderson, 1355 S. 75th St., West Allis, WI 53214, had her application for an individual navigator license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide evidence of completion of federally mandated training and examination.

Timothy C. Dempze, 141 7th St. S., Wisconsin Rapids, WI 54494, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Aaron Blanton, 6139 Knollwood Rd., Unit 204, Willowbrook, IL 60527, agreed to pay a forfeiture of $500.00. This action was taken based on allegations of failing to respond promptly to inquiries from OCI.

Todd H. Dock, 846 Crestview Dr., West Bend, WI 53095, agreed to the 180-day suspension of his insurance license, agreed to pay a forfeiture of $10,000.00, agreed to complete an additional 15 credits of continuing education beyond the standard requirements, agreed to pay fines assessed against consumers, and agreed to continue to make timely payments pursuant to his agreement with the Wisconsin Department of Revenue. These actions were taken based on allegations of failing to timely secure insurance policies for two consumers, misrepresenting policy information to consumers and others, issuing a false certificate of insurance, accepting a premium check without returning it to the consumer when coverage was not placed, and failing to respond promptly to inquiries from OCI.

Bradley D. Carlock, 33 Pendleton Way, Bloomington, IL 61704, had his application for an insurance license denied.

This action was taken based on allegations of failing to respond promptly to inquiries from OCI.

Daniel Duhamel, 125 W. Willow Ln., Charlestown, RI 02813, agreed to the issuance of a restricted nonresident intermediary insurance license. This action was taken based on allegations of having pending criminal charges.

Kyle Cherone, 39730 Sunset Dr., Apt. 3, Oconomowoc, WI 53066, had his application for an insurance license denied.

This action was taken based on allegations of failing to respond promptly to inquiries from OCI, failing to disclose a criminal conviction on a licensing application, and failing to complete required prelicensing education and testing.

Alan R. Dukar, 23622 Calabasas Rd., Ste. 145, Calabasas, CA 91302, 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 evidence of resident state surplus lines licensure.

Ray M. Arndt, 2370 Woodmoor Ln., Brookfield, WI 53045, 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 life settlement licensure documentation.

Peter L. Bishop, P.O. Box 121, Sauk City, WI 53583, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support.

John C. Couey, 11035 County Hwy. W, Blue River, WI 53518, had his application for an insurance license denied for 60 days. This action was taken based on allegations of failing to disclose administrative actions taken by the state of Wisconsin on a licensing application.

8 DECEMBER 14

De Borah Dunbar, 1800 N. Green Valley Pkwy., Apt. 921, Henderson, NV 89074, had her insurance license revoked.

This action was taken based on allegations of making misrepresentations on insurance applications, failing to maintain policyholder records, and failing to respond promptly to inquiries from OCI. [continued on page 10]

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OCI Administrative Actions [continued from page 8]

Christopher Ellis, 12238 Silicon Dr., Ste. 150, San Antonio, TX 78249, 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.

Giwanda Evans, 9337 W. Fairlane Ct., Milwaukee, WI 53224, agreed to the issuance of a restricted resident insurance license. This action was taken based on allegations of displaying evidence of financial irresponsibility.

Venita C. Flanagan, 4304 Retreat Rd., Louisville, KY 40219, 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 disclose an administrative action taken by the state of Wisconsin on a licensing application.

Glen R. Giroux, 16139 80th Ave., Chippewa Falls, WI 54729, agreed to pay a forfeiture of $1,500.00 and agreed to timely report any administrative action taken in any state. These actions were taken based on allegations of failing to timely report an administrative action taken by the state of Florida and violating a previous Wisconsin enforcement order.

Les Goldstein, 626 Busse Hwy., Park Ridge, IL 60068, had his application for an insurance license denied. This action was taken based on allegations of having an unresolved FINRA complaint.

Edwin Gomez, 80 Wilson Ave., Port Monmouth, NJ 07758, had his application for an insurance license denied for 20 days. This action was taken based on allegations of failing to disclose administrative actions taken by the states of California and Michigan on a licensing application, failing to timely notify OCI of a change of address, and failing to respond promptly to inquiries from OCI. Norman Graeber, 1013 W. Frances St., Appleton, WI 54914, had his application for an insurance license denied for 60 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin and a criminal conviction on a licensing application.

David A. Hammond, 25 E. Gorham St., Apt. 5, Madison, WI 53703, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Willie Hardy, 8650 W. Douglas Ave., Milwaukee, WI 53225, 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.

Carmen Herrera, 2525 S. Voss Rd., Apt. 367, Houston, TX 77057, had her application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose administrative actions taken by the state of

Wisconsin on a licensing application.

Todd A. Humphrey, 61 Green Bay Ct., Sheboygan Falls, WI 53085, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI, having a criminal conviction which may be substantially related to insurance marketing type conduct, and displaying financial irresponsibility.

Michelle Kiefer, 1103 Fairmont Ave., Eau Claire, WI 54703, had her application for an insurance license denied. This action was taken based on allegations of displaying financial irresponsibility and failing to respond promptly to inquiries from OCI. Milton Kleinberg, 8420 W. Dodge Rd., Ste. 510, Omaha, NE 68114, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application.

Cory R. Lancaster, 6376 S. 20th St., Milwaukee, WI 53221, agreed to pay a forfeiture of $1,000.00, agreed to a minimum two-year suspension of his insurance license, and agreed that his licensing reinstatement would be subject to specific criteria. These actions were taken based on allegations of failing to timely notify OCI of criminal charges, having a criminal conviction that may be substantially related to insurance marketing type conduct, and having unpaid civil money judgments.

Christian L. Leege, 503 Suszycki Dr., Mauston, WI 53948, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose a military offense on licensing applications, failing to respond promptly to inquiries from OCI, and submitting a duplicate application.

Alexandra Maahs, 911 McIndoe St., Wausau, WI 54403, had her application for an insurance license denied. This action was taken based on allegations of failing to complete a fingerprint/background check and failing to respond promptly to inquiries from OCI. Charles C. Martin, 1750 Scottsville Rd., Ste. 3, Bowling Green, KY 42104, had his insurance license revoked. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to timely report administrative actions taken by the state of Kentucky.

Jeff K. Miller, 4385 Schartz Rd., Middleton, WI 53562, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose criminal convictions on a licensing application, having involvement in a business bankruptcy that included funds held on behalf of others, and failing to respond promptly to inquiries from OCI. Michael S. Miller, 1211 Geil Ave., Des Moines, IA 50315, had his application for an insurance license denied for 31 days. [continued on page 12]

10 DECEMBER 14

Wishing you

Joy and Peace at the Holidays and throughout the New Year.

DECEMBER 14 11

OCI Administrative Actions [continued from page 10] This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application.

to disclose criminal convictions on a licensing application and having an unpaid civil money judgment.

Kahrilynn O. Phelps, 4146 W. Good Hope Rd., Milwaukee, WI 53209, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

J. Herbert Bryan Sigmon, 700 Walnut Ridge Dr., Apt. 2018, Irving, TX 75038, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support.

Gerald M. Pinto, 903 Bromley Pl., Northbrook, IL 60062, had his application for an insurance license denied for 31 days.

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

Timothy N. Smak, 6811 S. 51st St., Franklin, WI 53132, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Joette K. Riehle, 1400 S. Ridgeway Rd., New Berlin, WI 53146, had her application for an insurance license denied. This action was taken based on allegations of failing to provide evidence of professional liability insurance and failing to respond promptly to inquiries from OCI. Geralyn M. Roth, 234 S. Main St., Apt. 9, Thiensville, WI 53092, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Allan Sages, 760 Woodbury Rd., Woodbury, NY 11797, 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 disclose criminal convictions on a licensing application, failing to timely disclose criminal convictions and administrative actions taken by the states of Kentucky, Virginia, Arkansas, and North Carolina to OCI, and failing to respond promptly to inquiries from OCI. Louis S. Schueller, Jr., 735 N. Water St., Ste. 1128, Milwaukee, WI 53202, had his application for surplus lines licensure denied. This action was taken based on allegations of failing to timely disclose criminal charges and convictions to OCI and failing to respond promptly to inquiries from OCI. James G. Schwaegerl, N3536 Chipmunk Ct., Stoddard, WI 54658, had his application for an insurance license denied for 60 days. This action was taken based on allegations of failing

Allegations

and

Scott G. Tuttle, W9460 Welch Rd., Elroy, WI 53929, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Pamela Jean Vlasnik, 1223 170th Ave., Balsam Lake, WI 54810, had her application for an insurance license denied. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application, providing false information on a licensing application, and owing delinquent Wisconsin taxes Ashley Vodnik, E630 May Lynn Dr., Spring Valley, WI 54767, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI, failing to complete the required fingerprint/background check, and failing to pass an insurance examination.

Ger Xiong, 1806 E. Robin Way, Apt. B, Appleton, WI 54915, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Wenda M. Zarenana,1520 Greentree Rd., West Bend, WI 53090, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Actions Against Companies

AIC Underwriters, LLC, 800 Oak Ridge Tpke., Ste. A1000, Oak Ridge, TN 37830, had its application for an insurance license denied. This action was taken based on allegations of having multiple administrative actions and failing to disclose those administrative actions to other state insurance departments.

American Country Insurance Company, 150 N.W. Point Blvd., Ste. 300, Elk Grove Village, IL 60007, was ordered to pay a forfeiture of $500.00, was ordered to pay all fees when due, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to respond promptly to inquiries from OCI and failing to timely pay appointment billing fees.

Cary Street Partners, LLC, 1210 E. Cary St., Ste. 300, Richmond, VA 23219, had its application for an insurance license denied.

12 DECEMBER 14

Kathryn Jo Thomas, 806 Melbourne Rd., Eagle, WI 53119, had her insurance license revoked. This action was taken based upon allegations of making misrepresentations on insurance applications and contracts.

This action was taken based on allegations of failing to respond promptly to inquiries from OCI, failing to provide evidence of resident state Managing General Agent (MGA) business entity licensure, and failing to provide evidence of resident and nonresident MGA business entity licensure for the designated responsible producer.

Doctors' Company, an Interinsurance Exchange, The, 185 Greenwood Rd., Napa, CA 94558, was ordered to pay a forfeiture of $500.00, was ordered to pay all fees when due, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to respond promptly to inquiries from OCI and failing to timely pay appointment billing fees.

Fair American Insurance and Reinsurance Company, 165

Broadway, One Liberty Plaza, New York, NY 10006, was ordered to pay a forfeiture of $500.00, was ordered to pay all fees when due, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to respond promptly to inquiries from OCI and failing to timely pay appointment billing fees.

Galaher Settlements & Insurance Services, Inc., 5505 E. 13 Mile Rd., Warren, MI 48092, had its insurance license revoked.

This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Great Western Insurance Company, P.O. Box 3428, Ogden, UT 84409, was ordered to pay a forfeiture of $500.00, was ordered to pay all fees when due, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to respond promptly to inquiries from OCI and failing to timely pay appointment billing fees.

Greek Catholic Union of the U.S.A., 5400 Tuscarawas Rd., Beaver, PA 15009, was ordered to pay a forfeiture of $2,000.00, was ordered to pay all fees when due, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to timely pay appointment billing fees, violating a previous order of the Commissioner, and failing to respond promptly to inquiries from OCI. Health Care Benefits Communicators, LLC, 3012 Polk County Line Rd., Rutherfordton, NC 28139, had its 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 MGA business entity licensure.

John Deere Insurance Company, 6400 N.W. 86th St., Johnston, IA 50131, was ordered to pay a forfeiture of $500.00, was ordered to pay all fees when due, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to respond promptly to inquiries from OCI and failing to timely pay appointment billing fees.

MHA Insurance Company, 3100 West Rd., Bldg. 1, Ste. 200, East Lansing, MI 48823, was ordered to pay a forfeiture of $2,000.00, was ordered to pay all fees when due, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to respond promptly to inquiries from OCI, violating a previous order of the Commissioner, and failing to timely pay appointment billing fees.

Northeast Agencies, Inc., 6467 Main St., Williamsville, NY 14221, had its application for an insurance license denied. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Kentucky, Louisiana, New York, and Texas on a licensing application, and having five administrative actions taken since 2011.

Find an Agency Management System Vendor . . .

with help from Since our hugely successful and informational Automation Seminar in May, PIA of Wisconsin has been receiving many inquiries regarding the PIAW. Agency Management System vendors. As a service to our members, we have developed a special section on our web site to list the name, contact information and short description of vendors that agencies can contact for questions and inquires.

Please visit our website to view the list, www.piaw.org.

DECEMBER 14 13

Reprinted from The Pipeline, published by Agency Consulting Group.

Fair Market

Valuation vs. Going Concern Valuation Agents often misunderstand the VALUE of their agencies. They believe that a “value” is a single point and that they should be able to yield that value in the perpetuation of their agencies under any circumstance. However, the truth is that every agency buyer, internal or external, will likely identify a different VALUE to an agency depending on its earnings potential to them specifically.

An Ex ample to Prove the Point: Agency A has $1,000,000 of revenue and $870,000 of true expenses. It may choose to reflect the $100,000 profit at the bottom line, bonus the money to owners and staff or have a thousand other uses for the profit, but the fact remains that, after paying reasonable expenses for payroll (including owners) and operating expenses, Agency A will have $130,000 /yr. in excess profits, yielding the owners a net $100,000/yr. in after tax earnings.

To its current owner, Agency A is worth $100,000/yr. for as many years as the owner expects to remain in business. If he intends to perpetuate the agency internally and the new owner would give up his earnings (profits after taxes) for ten years to buy the agency, the Going Concern Value (GCV) of the agency is $1,000,000. Of course there are more intricate calculations to be done to calculate risk to the potential earnings, but, in a nutshell, earnings over a time agreed upon by the buyer and seller will define value.

If that same agency is approached by a neighboring agency for an acquisition, that agency will determine what economies of scale it will generate to increase profits over that which has been generated by the seller and will calculate the value it can afford to pay the seller based on that profit (and earnings) potential, its Fair Market Value (FMV) to the specific buyer. If it can generate $250,000 a year by eliminating selling owners’ expenses, other redundant personnel and occupancy costs and redundant operating 14 DECEMBER 14

expenses, it could afford to pay the seller substantially more over a more likely five year period ($1,250,000) than he could get from the internal buyer over a longer period of time.

Quite often, an internal buyer will allow for a longer time to pay the buyer, assuming that revenue growth beyond that of the former owner will sponsor his own income growth during the time that all agency profits (earnings/cash-flow) are devoted to paying for the agency. So it is not unusual to see 5 year, 7 year, 10 year and longer payout terms for an internal perpetuation.

Conversely, few outside buyers would invest in purchasing an agency and melding it into their own if they were expected to commit all earnings to paying for the acquisition for a prolonged period of time. We often see three year to five year commitments for this purpose from outside buyers.

And since every internal and external perpetuator will have different expectations of growth, profits, earnings and the definition of a “reasonable” period of time for a payoff, it is not unusual to have several potential perpetuators each with a different concept of VALUE. Happily, the value of an agency, alone, is rarely the determining factor in most agency sales any more than the price of insurance, vehicles or clothes is the determining factor in other personal decisions in life. Sellers become much more concerned with treatment of clients, employees and chemistry

between buyers and sellers before a final determination is made regarding to whom to sell and for how much.

A Fair Market Valuation (FMV) establishes the value of a host agency to another like-kind agency wherein there is no compunction on ether the buyer to buy or the seller to sell.

A Going Concern Valuation (GCV) establishes the value of a host agency to its current owners under the circumstances of continued operation according to means and methods common to the agency in question.

A FMV considers the elimination of one or more owners, any personnel commonly or specifically redundant to a buyer and any economies of scale normal to or specific to a buyer’s value of a host target agency. On the contrary, a GCV uses historical trends to establish the continued revenue and expense stream of the agency, whether remaining in the hands of the current owners or transitioning into the hands of new owners who are likely to manage the agency’s growth, productivity and cash flow similarly to the prior owners.

For instance, if Occupancy cost have increased by 2%/yr. historically and the agency intends to stay in place and not require substantial changes to this expense, future trended growth of Occupancy cost will remain at 2%/yr. However, if a specific buyer does not need the facility of the seller’s location, all or most of the occupancy cost (except the additional cost of occupancy in the buyer’s location) may be eliminated, lowering the Occupancy expense for the maintenance of the book of business.

The importance of adjusting for generic or specific buyers in a FMV will depend on the potential earnings (profits after taxes) that a buyer can expect from the acquisition over a reasonable period of time. The economies of scale can change what had been the historical, trended expenses for the maintenance of the seller’s book of business. Reducing those expenses increase the potential profitability (and earnings) that help a buyer determine how much they can afford to pay the seller.

The other ingredient in the value of FMV is the retention of revenue expected of the seller’s book of business. In a GCV, the seller’s historical trended retention is applied and assumed to be the same as his future retention. The agency’s growth is projected according to historical trends (including retention losses) to yield projected annual future revenues for the agency. That projected revenue less projected expenses will yield a profit (and earnings) potential that defines the value of the agency to its current owners assuming continued ownership and performance or an internal transition that will not change the trended revenues and expenses.

The day a buyer purchases a seller for presumed FMV all future new business is generated by the buyer’s, not by the

seller’s agency. The buyer’s staff, management and style may increase, diminish or maintain the new business production and the buyer, not the seller, has control over new business production. The Operating Income (Commissions and Fees) of the seller is frozen and may only diminish through attrition of clients. New business results from the efforts of the buyer and the buyer’s management and no longer credits to the seller’s value of the agency.

So, generally, expenses in a FMV are lowered by some factor but revenues diminish as well. The combination of revenues subject to attrition and expenses reduced by economies of scale result in an earnings potential that helps define the agency’s value.

In a GCV, the trended growth of both revenues and expenses combine to yield future earnings potential that define the agency’s value.

When valuing an agency for estate planning for continuing owners, for internal perpetuation or for external perpetuation, it is important to understand the factors that are employed to establish value. Value is in the eye of the beholder. The science of valuation is in deriving historical revenues and expenses. The art of valuation is in creating the scenario that is most likely to occur to generate earnings potential for the person or group doing the valuation.

The application of both the science of trend analysis and the art of projections make a simple multiple a ludicrous method of establishing value. If you apply simple multiples to create a value assumption, you will inevitably cheat either the buyer or the seller. In a worst case scenario the valuation will not be supported by agency cash flow and a buyer will be forced to use all of his reserves to sponsor an agency that will not pay him back for the duration of his effective work life. This is the reason that so many agency ownership transfers fail several years after the transaction requiring expensive litigation to resolve when the buyer can no longer afford to pay the seller.

Go through the process of determining historical and projected revenues and expenses within the scope of the valuation that you are conducting. If you are selling your agency, remember that different buyers will look at your agency differently and SHOULD come to you with different valuations and offers. If any try to simply give you a multiple, do the valuation yourself as if you were the buyer to determine if their value is high or low. Be aware that simple multiples may yield an attractive offer. But what happens if the agency cash flow cannot support the payments over time?

If you need a valuation or assistance valuing any other agency’s future earnings, call us at 800-779- 2430. Reprinted from The Pipeline, published by Agency Consulting Group.

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Keep

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By Mishell K. Magnusson, CIC, CISR, CPIA, AAI, FIPC

When you talk to your customer service representatives about the importance of up-selling and cross-selling do you get push back? Do they lament having to compete with direct writers for the same insureds? If so, it’s time to have a conversation about keeping up-to-date with what the competition is doing.

E

Everyone wants to improve his or her success as an insurance professional. In order to improve sales and meet the needs of the insurance-buying public, we need to think about what we do and pay attention to what goes on around us, not only in our industry, but also in our community and the world. We need to appreciate our unique skills and hone our personal attributes to deal with our changing industry, the diversity of our potential customers and our rapidly changing world.

CSRs who are aware of industry and world trends have a significant competitive advantage. Watching world events and industry changes will help CSRs identify additional opportunities to talk to their insureds about life changes, which might affect their insurance policies, and offer CSRs

The devil you know ‌ Mayhem is everywhere. Take for example the advertisement of the raccoon in the attic. The statement near the end of the commercial makes viewers question whether or not they have the proper homeowners insurance coverage. Now that they are thinking about it, do you know if your insured has coverage if a raccoon sets up camp it the attic?

Prior to the ISO 2011 homeowners policy, if an insured had an HO3 with no specific endorsement on it, they were. It appears that the company presenting this advertisement is driving at a property exclusion. I believe it is referring to the following (in part):

the opportunity to discuss additional insurance options to

SECTION I–EXCLUSIONS

make sure they have proper coverage.

(6) Any of the following:

20 DECEMBER 14

(g) Birds, vermin, rodents, or insects; The raccoon is a medium-sized mammal and is the largest of the procyonid family. Therefore, not a “birds, vermin, rodents, or insect” and there is coverage.

This changed in the 2011 edition of the ISO homeowners policy. The exclusion now reads (in part):

SECTION I–EXCLUSIONS (6) Any of the following: (g) Birds, rodents or insects; (h) Nesting or infestation, or discharge or release of waste products or secretions, by any animals; The exclusion is now broader—usually meaning, less coverage. That “nesting or infestation” takes care of the coverage for the raccoon damage in the attic in that advertisement.

The latest “Mayhem is everywhere” commercial involves a tailgate grill. The insured is at the game and the fire is smoldering in his car, it heats up and blows the vehicle apart.

This is a comprehensive loss all day long. If the insured has comprehensive coverage, the insured has coverage.

In my opinion, agents should talk about these advertisements with their insureds. We see the advertisements, so we know our insureds see them, too. They may be wondering if their policy provides coverage, but aren’t sure how to ask you about it. Rather than get frustrated at the slick ad campaigns of captive and direct writers, we should do our best to counter the ads’ claims and make sure our insureds have the coverage they need.

We need to take the time at the agency to be proactive about these ads (e.g., name your price; spend only 15 minutes—or is it seven and a half now?—to get a quote; are you paying too much?; etc.). We should contact our insureds before they contact us. A time commitment is critical to the success of retaining insureds.

it is impossible to be all things to all people in the ever more specialized insurance industry. Customers want to feel that the emphasis is on their needs and that they have not been painted with a broad brush. People have four basic needs: 1.) to be understood; 2.) to feel welcome; 3.) to feel important; and 4.) to be comfortable. It’s important for CSRs to help meet these basic needs for all their insureds, regardless of their generational category.

Our form of communication with the current generations may be different, but the importance of documentation remains consistent. A letter or email to your customer that confirms a conversation is stronger documentation than a note in a file.

The strongest document is something the customer signs. Are you accepting emails and/or text messages? Remember: It is important to capture these conversations.

CSRs who stay aware of what is going on in the industry as well as the trends in the world have a significant competitive advantage. These CSRs will be aware of new products, pricing issues and the latest trends in technology that can be used to reach prospects and build successful relationships.

Magnusson is vice president of KJM Consulting & Training Inc. She can be reached at (315) 439-6764 or by email at mmagnusson@ windstream.net.

—Reprinted with permission from PIA Management Services Inc.—

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Do these factors add up to billions?

Are you destined to become a billionaire? Forbes magazine conducted an informal, unscientific analysis of its list of self-made billionaires and noted a few common denominators: • Math skills. A lot of the world's wealthiest people show a high aptitude for math. Many of their parents had math-related careers such as engineering or accounting.

• Birth date. More billionaires were born in the fall than in any other season. September was the most common month of birth for the 380 self-made American billionaires who appeared on the Forbes list in the past three years. What does this mean? Nobody knows. Maybe it's the magic of mistletoe.

• College. Higher education isn't necessarily a requirement for vast wealth. Of the 292 Horatio Algers on Forbes' most recent list, 20 percent either didn't complete college or never bothered with it in the first place.

• Failure. Forbes notes that several of the billionaires on its list failed to score on their first attempt. Some of their first attempts at business were disastrous—but they learned from their failures and now view them as a necessary step to their eventual success.

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How to Get (Really) at Business Communications

Good

I

It’s easy to roll your eyes and moan about the state of business communications. Everything from incomplete, inaccurate and confusing emails and memos to meeting minutes and reports that don’t make sense. Ineffective business letters, most of which are peppered with the first person singular pronoun, are fodder for the recycling bin.

All this results in errors, causes confusion, wastes time, creates aggravation, and puts even capable workers at an advancement and career disadvantage, not to mention the negative implications for their employers.

It’s any wonder that productivity, which is dropping, isn’t collapsing. However, it’s irrelevant whether or not the ability to express oneself clearly and accurately is at an all-time low.

It’s not enough to identify a problem; the test is what can be done about it. Here are suggestions on how to get (really) good at business communication: 1. Put it in writing. It’s easy to ‘talk stuff’ or text and assume that’s sufficient. It isn’t. Just ask Amazon’s Jeff Bezos, who says, “There’s no way to write a six-page, narratively structured memo and not have clear thinking.” Few people can accomplish the task.

“Writing is the primary basis upon which your work, your learning, and your intellect will be judged — in college, in the workplace, and in the community,” states Marquette University, along with others.

Writing clarifies thought, uncovers false assumptions, helps articulate worthwhile questions, and stimulates feedback. All of which are essential qualities for success in business.

2. Start at the beginning. The worst mistake is to assume that the reader or listener will figure out what’s important about your message. They won’t.

For example, wading through a half-dozen long paragraphs of a newsletter’s lead article before getting to the main point asked too much of any reader. Simply moving the last paragraph to the beginning would make it interesting and compelling. The way to capture the attention of readers and listeners is to start at the beginning.

by John Graham 3. Have a plan. If you don’t have a plan, the reader or listener won’t bother with it. Although we’ve all had too many experiences like this, few learn from them.

Too often we start typing with only some vague idea where we’re going. And we never get there. To avoid a ‘stream of consciousness’ calamity, here’s a sure-fire outline that works wonders in any type of business communication: Problem/Solution, and it’s useful for almost every subject.

For example, “Why we need to make a change in our product line” may be your topic.

• Problem. A discussion of reasons how and why the problem developed.

• Solution. After laying this groundwork, present the solution to the problem, which includes why it overcomes each of the reasons that caused the original problem.

Then comes the call to action, the steps to take to move forward and resolve the problem.

4. Put your work to the test. If experienced and even the most famous writers require an editor, it only makes sense that the rest of us do, too. The only way to improve and to make sure the message is clear and on target is to find someone who can help. And it doesn’t need to be a ‘professional’. It can be a co-worker, friend, partner or spouse, anyone who is meticulous and likes language.

There are other benefits, too. Your ‘editor’ should be encouraged to point out inconsistencies, errors of fact, lack of clarity, and make suggestions for improving your work.

That’s the gold standard, so be sure to come up with ways to say thank you.

5. Rewrite. However much you do it, it’s never enough.

Someone said, “Hey, this isn’t the Gettysburg Address, it’s just a monthly wrap up.” That’s the problem: business communications are not worth the effort.

The designers could have said that about the Apple TV remote control. Hold one in your hand; it’s simplicity and elegance are compelling. Just three buttons, not a dazzling array of dozens. It took time, effort and commitment to go [continued on page 28]

DECEMBER 14 27

Business Communications . . . [continued from page 27] from 50 or more buttons to three. Forceful and persuasive business writing, presenting and speaking takes rewriting. We never do our best work the first time.

6. Slay the good business communication killers. They may seem minor, but they can do big-time damage: • Needless words. Extra words are ‘filler’ and obscure the message. They’re like plaque in arteries, clogging the flow of ideas. It takes practice (like playing the guitar), but getting rid of unnecessary words is a big step for improving communication.

• Jargon. Stay away from it; if in doubt, don’t use it. It’s showy, sophomoric, and off-putting. Those who are insecure use ‘in’ words, attempting to convey that they know what they’re talking about. Actually, they don’t.

by the supervisor.” Also, the passive usually adds words.

• Short paragraphs. The eye rebels at the sight of a long paragraph. Two or three sentences work well. At times, even one will do it.

• Exclamation points. Mostly ineffective and pointless.

Never more than one; preferably none. Let what you write give the emphasis.

• Short words. Using them makes writing and presenting more natural, and easier to understand and follow.

Sprinkling a text with long words interferes with clarity.

• Simplicity. Ask yourself, “Will anyone misunderstand or be confused by what I’m saying or how I’m saying it?” Be ruthless. Unclear thinking causes confused communication.

• Adjectives and adverbs. Avoid adjectives and adverbs.

Like lights in Las Vegas, they add glitter and call attention to themselves. Practice writing without them and watch your writing improve.

Putting our words in front of others or making presentations involves risk and puts us to the test. Yet, whatever our aspirations and wherever we find ourselves, success depends on the well-honed skills of writing and speaking, of being really good at business communications.

• Active vs. passive voice. The active voice is easier to understand. Here’s the difference: Active: “The supervisor stole the product report.” Business writers use the passive to soften a statement: “The new product report was stolen

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

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Our pets are just like family. Offering companionship, unconditional love, and loyalty. Pet Insurance can easily be added to any homeowners policy so your policyholders won’t have to worry about their pet’s health again. Protect your clients’ four-legged friends, both cats and dogs, against accidental injury and illness at an affordable cost.

Talk to your clients today about protecting what’s important with these coverages and more!

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

28 DECEMBER 14

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 NewFEmployee o r T h e(MERG) N e w –EnomCEp l o y e e - N O C E

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• Pre-Licensing I n s u r a n c e , S e c u r i t i e s

Open tO AnyOne

• Insurance William T . Hold S eminar s – 4 WI CE

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– 4 WI CE F l oWilliam o d – T.4 Hold W I Seminars CE • Variety of Topics Ethics – 4 WI CE Flood – 4 WI CE CIS O nApproved Line – 8 WI CE •R NFIP

• Commercial Casualty I – 4e WI •Ethics Comm r c iCE al Casualty II • Elements of Risk Management L i f e –& 8 HWIe aCEl t h E s s e n t i a l s CISR•OnLine • Insuring Commercial Property • Insuring • I n s uPersonal r a n c e P eResidential r s o n a l R e sProperty idential Property • Insuring • I n s uPersonal r i n g P e r Auto s o n a lExposures Auto Exposures • Insuring • P e r sCommercial o n a l L i n e s Property Miscellaneous •

A g e n c y O p e r a t i o ns • Insuring Commercial Casualty Exposures • W Agency Operations ebinars • 3 WI CE, No Exam, No Proctor

new!

For more information and registration visit www.piaw.org or call (800) 261•7429.

MARCH 12 21

DECEMBER 14 29

Cross-Sell Strategy

#7

DATA COMPROMISE COVERAGE

“ Don’t let clients compromise on data compromise coverage.”

Joel Pesch, Milwaukee Branch Commercial Underwriter

An incident of data compromise can have a negative impact on your clients’ credibility and profits. You can help protect them by adding EMC’s data compromise coverage to their insurance program. It’s just one of the many reasons policyholders Count on EMC®.

Milwaukee Branch: 855.495.1800

| Home Office: Des Moines, IA

www.emcins.com © Copyright Employers Mutual Casualty Company 2014. All rights reserved.

30 DECEMBER 14

70% of agency owners don’t have a perpetuation plan Let ROBERTSON RYAN Be Part Of Your Future You’ve built a successful agency and book of business but don’t have someone to take it over when you retire. What do you do?

Plan your future with Robertson Ryan & Associates. By joining our team it allows you to: • • • • •

Keep your book Remain a trusted advisor to your clients to give them peace of mind Continue working until you decide to retire Find the right buyer for your book within Robertson Ryan to maximize your return Be in the 30% that have a plan

For more information call Gary Burton, Chief Operating Officer, at 414.221.0386. All calls will be kept in the strictest confidence.

DECEMBER 14 31

32 DECEMBER 14

Which of your

Customers Could use an Umbrella?

by Curtis M. Pearsall, CPCU, AIAF, CPIA

When looking at various E&O claims involving umbrella coverage, there are circumstances where the “gaps” between the actual underlying limits and those required are major concerns. However, in the majority of those cases, the real issue is the lack of the umbrella. Essentially, there is a claim where the underlying limits were not sufficient to cover the claim.

Unfortunately, when this occurs, the possibility that the agency could be involved in litigation due to the absence of the umbrella increases. Why, then, don’t more personal and commercial customers have this important coverage?

Who has the potential?

There are instances where a customer is provided with an umbrella proposal and chooses not to buy it. This is fine, providing there is solid documentation of the offer and the declination. Could there be situations where an umbrella proposal was not even provided because the agency CSR/ producer did not think the client needed an umbrella?

Absolutely. On any given day, the news reports on major accidents in which the potential to exhaust the underlying coverage limits exists.

Which of your clients need an umbrella? Asking the question in a somewhat different manner, which of your customers has the potential to cause an accident where the underlying auto or homeowners limits will not be sufficient? They most likely all do! Why, then, has an umbrella proposal not been provided to all of your customers?

Who receives a proposal?

Some agency staff members may judge whether to offer an umbrella based heavily on the size of that specific customer’s assets. When an agency CSR deals with a personal lines customer who has two homes, three cars and a boat, the thought of offering an umbrella seems much more logical.

After all, the customer has the assets, and umbrella is a coverage that will assist greatly in protecting those assets. The same is true for a commercial lines customer with a multiplevehicle fleet and a significant general liability exposure.

Going back to the personal lines customer, contrast that customer with a young adult that owns a car and rents an apartment. If one were to judge the “need for an umbrella” by the size of the assets, there is a good chance there will not be an umbrella discussion with the young adult client. After all, what could the young adult do that could cause a serious auto accident or result in a significant liability exposure?

Plenty!

Bottom line, the potential size of auto accidents or liability exposures is not determined by the size of the client’s assets.

What if the client just graduated and has a college debt of $200,000? What are this individual’s net assets? It’s probably

a negative number, yet this person still has the ability to cause a significant loss where the underlying insurance is not sufficient – just as great as the person who owns two homes, three cars and a boat.

In the commercial lines scenario, contrast the customer with multiple vehicles and a storefront operation with a oneperson operation, such as a contractor or salesperson. Does one of these exposures offer a greater likelihood there will be a sufficient claim? While the customer with multiple vehicles probably presents a greater exposure, it does not mean the customer with one vehicle has no exposure. In addition, accounts such as contractors have other exposures that present tremendous potential for a sizeable general liability loss.

Write more umbrellas To reiterate, which of your customers need an umbrella?

The most likely all do! Agency staff should be careful not to prejudge customers when determining customers’ insurance needs. There is the requirement that certain minimum underlying limits be carried to secure an umbrella, so when dealing with current and prospective customers, discuss the benefit and cost of an umbrella. Propose a variety of limits for the coverages being considered. This lets the customer know that you are not “recommending” a specific limit and that higher limits are available. This also “forces” the customer to make a decision on which limit he or she wants and those which are being rejected.

Most agency management systems provide the ability to identify those accounts that don’t have an umbrella. Make it a goal in 2015 to ensure that all of your customers are advised of umbrella coverage, what it does and how much it costs.

For some customers, you must factor in the cost to increase his or her underlying limit. If a customer rejects the umbrella offering, get his or her sign-off. At the end of the end, you’re likely to find yourself writing more umbrella policies.

Curtis M. Pearsall, CPCU, AIAF, CPIA President, Pearsall Associates Inc. and Special Consultant to the Utica National E&O Program

DECEMBER 14 33

Certified Insurance Service Representative Open to Anyone!

7 WI CE Credits New Course #69367

INSURING PERSONAL AUTO EXPOSURES

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

• • • • • • Course Instructor Denise Semrow CIC, CISR, ASI SECURA Insurance

Introduction to the Personal Auto Policy Liability Coverages Medical Payments/Personal Injury Protection Uninsured/Underinsured Motorists Coverage Coverage for Damage to Your Auto Coverage for a Rented Vehicle

dec 3 • fond du lac dec 4 • madison $155 Per Course Includes Lunch

CLASS SCHEDULE Instruction Group Lunch Optional Exam

8:00 a.m. – 3:45 p.m.

12:00 p.m. – 12:45 p.m.

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

4:15 p.m. – 5:15 p.m.

Certified Insurance Service Representative Open to Anyone!

7 WI CE Credits Course #69340

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

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

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.

Course Instructor Todd Davis CIC

34 DECEMBER 14

March 18 • Rothschild March 19 • Fond du Lac $155 Per Course Includes Lunch Register at www.piaw.org or call 800-261-7429

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 DECEMBER 14 35

SPONSORS

The Waters of Minocqua $59.99 (715) 358-4000 www.watersofminocqua.com

1752 Club A Branovan Company Nationwide Insurance Western National Insurance Group

WEDNESDAY – FEBRUARY 4 2:00 – 5:00 p.m. The Perfect Snow Storm

AGENDA

Work Comp Risk Management (3 WI CE) Various topics & concerns will be covered such as Experience Mod changes and steps an agent can suggest to manage the mod.

5:30 p.m. Get-Away Fun at Island City Lanes

Buffet Dinner / Shuttle Provided / Free Beer & Soda to 7:30 p.m. / DJ

THURSDAY – FEBRUARY 5 9:00 a.m. - noon Are you Using the Right Ski Equipment?

PIA Education by: Patti Gardner, CIC, CRM, CPCU

Personal Lines vs. Commercial Lines. (3 WI CE) The insurance landscape is continuously changing. Just as a downhill skier needs the right equipment, an agent needs the right understanding to equip themselves for a sale.

1:00 – 5:00 p.m. PIA Scavenger Hunt Your snowmobile or car. Details & map provided.

1:00 – 4:00 p.m. U Paint & Party (Additional $35.00 fee for this event)

Even if you can’t draw a stick figure, you can do this, your own 16 x 20 work of art. Complimentary glass of wine.

6:45 – 7:45 p.m. Buffet Dinner

Whitetail Inn – St. Germain / busing provided/ cash bar

FRIDAY – FEBRUARY 6 9:00 a.m. - noon Does the Abominable Snowman Exist?

Ethical Negotiations (3 WI Ethics CE, Utica approved) The answer may be the same as asking if there is such a thing as ethical negotiations. This session will break down the steps necessary to negotiate in an ethical fashion. ******************************************************************************************************************

Member & Non-Member $99

Non Insurance Spouse/Guest $59 U Paint $35(additional)

Total $_______

Full Name____________________________________________ First Name for Name Tag _______________________________ Spouse/Guest Full Name________________________________ First Name for Name Tag________________________________ Agency/Company __________________________________________________________________________________________ Address__________________________________________ City_______________ State_____ Zip_________________________ Phone_________________________________ Cell or After Hours___________________________________________________ Email___________________________________________ WI Ins. License Number _____________________________________ Check Payable to PIA, or VISA, MC, AMEX, DIS Card #_______________________________________________________ Exp. Date ____________________________________ Return to: PIAW, 6401 Odana Rd., Madison, WI 53719 Fax: 608-274-8195 mailto:bprestbroten@piaw.org Register online www.piaw.org Confirmation will be emailed upon receipt of registration. No refunds without 10 days notice, substitutions only. 1-800-261-7429 Visit the Minocqua Area Chamber of Commerce, Inc. for additional information on the area, and winter activities. www.minocqua.org 36 DECEMBER 14



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

Name:___________________________________________________________________________________ (Please Print)

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

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

State

Zip

Contributions are NOT tax deductible for income tax purposes. Donations must be made from Personal accounts only.

NO Corporate or Business Checks or Credit Cards accepted Return to: PIAW Legislative Conduit Account PIA of Wisconsin, Inc. ● 6401 Odana Rd. ● Madison, WI 53719 Fax: 608-274-8195 ● www.piaw.org ● Email: rvonhaden@piaw.org

DECEMBER 14 37

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC.

OFFICERS

DIRECTORS

Ms. LouAnn Herriges, CIC, CISR President Anderson's Insurance Associates 17500 W. Liberty Lane New Berlin, WI 53151 Phone 262-789-8500 Fax 262-754-6038 louannh@iaanetwork.com Mr. Rick Clements, LUTCF, MDRT Vice President Clements Ins. Agency, Inc. 317 N. 6th St. Wausau, WI 54402 Phone 715-842-1664 Fax 715-848-3337 rick@clementsagency.com

January 2015 February 2015 April 2015

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. 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

21-23

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

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 Darcy Brown, CPIA Member Benefits Coordinator dbrown@piaw.org Heather Falk, CISR Bookkeeping hfalk@piaw.org Mandy Penn Administrative Assistant mpenn@piaw.org Becca Prestbroten Special Project Coordinator bprestbroten@piaw.org Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

CIC COMMERCIAL PROPERTY INSTITUTE Green Bay (20 WI CE)

4-6 6 th Annual PIA Winter Get-Away Minocqua (9 WI CE, 3 of 9 Ethics) 11, 12

CISR PERSONAL LINES MISCELLANEOUS Brookfield, Green Bay (7 WI CE)

18

HOT TOPIC/WILLIAM T. HOLD SEMINAR Madison (7 WI CE, 3 are Ethics)

19-20

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

4-6

CIC COMMERCIAL CASUALTY Middleton (20 WI CE)

18, 19

CISR COMMERCIAL CASUALTY 1 Rothschild, Fond du Lac (7 WI CE)

31

CYBERTECH 2015 Appleton (6 WI CE)

1

CYBERTECH 2015 Waukesha (6 WI CE)

14-15

CIC JAMES K. RUBLE EXECUTIVE RISK SEMINAR Milwaukee (20 WI CE)

21

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

22-24

CIC LIFE & HEALTH Milwaukee (20 WI CE)

13

CISR ELEMENTS OF RISK MANAGEMENT Tomah (7 WI CE)

20-21

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

26

CPIA1 – POSITION FOR SUCCESS Green Bay (7 WI CE)

38 DECEMBER 14

March 2015

May 2015

Coming Events

Mr. Jeremy Cordova, CIC Cordova Agency, Inc. 716 E 2nd St. Merrill, WI Phone 715-536-9576 Fax 715-539-3349 jeremy.cordova@cordovaagency.com

Mr. Jeff J. Glass A.F. Glass Insurance Agency PO Box 1149 Lake Geneva, WI 53147 Phone 262-248-5555 Fax 262-248-5544 jglass@glassinsurancecenter.com

Ms. Jodi Cordes, CIC, CRM Secretary 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. 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

Mr. Matt Cranney, CIC M3 Insurance Solutions, Inc. 3133 W Beltline Hwy Madison, WI 53713 Phone 608-273-0655 Fax 608-273-7783 matt.cranney@m3ins.com

Mr. Brian MacGillis, CPIA Treasurer 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. Thomas Budzisz BWO Insurance Group, LLC 2111 E Rawson Ave. Oak Creek, WI 53154 Phone 414-768-8100 Fax 414-768-8110 tom@bwoinsurance.com

27

CPIA2 – IMPLEMENT FOR SUCCESS Wauwatosa (7 WI CE)

28

CPIA3 – SUSTAIN FOR SUCCESS Madison (7 WI CE)

We Are Your

Solution to INCREASED

YOU

1 0 OW 0%

MARKETS

MAI

N TA

IN

NERS

HIP

Be A Part of It. When you become a part of the Insurance Associates of America family, your agency keeps its unique style, familiar identity, and personalized customer service.

What we offer is access to over 30 carriers along with industry expertise and support to help you grow your agency. You’ll retain 100% ownership of your agency, while benefiting from the shared strength of all of our Insurance Associates of America members.

• 100% Retained Ownership • Increased Markets – Over 30 Represented • Retain 90% of Commission • Knowledgeable Support Staff • Commercial Assistance – Placement • Increased and More Stable Contingencies • Preferred Agency Contracts

Sell more. Make more. Stress less.

www.IAAnetwork.com

For more information call Mike Sabourin 866-789-9712

Not all markets are available in all states.

DECEMBER 14 39

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

o

INCL

Agency Information: Agency Type:o Sole Owner

o

Top 3 P&C Companies (list in order)

Partnership

Other Association affiliated with_____________________________

1)__________________________ 2)__________________________ 3)____________________________

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

Calculate Membership Amount Due:

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

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

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

Signed_______________________________ Dated_______________________

Total Amount from Dues Schedule $_______________ Send:

o

Check

o

MC

o

VISA

o

DIS

o

AMEX

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