October 2018 Professional Agent

PROFESSIONAL AGENT October 2018

What's Inside?

Producers Don't Know What They Don't Know....11 Are Your Salespeople Happy Just Getting By?....18 Convention Pages....... 20-27 YPC Golf Pages............. 28-29 Education Section..............30 New Members.....................39 Making Your Sales Proposal a Winner..............40 Improve Your Sales Pitch........................................42 Additional Insured Endorsements......................44

2018-2019 PIAW Board of Directors

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

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From the

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

A Key Moment In Our Story As many of you know, our storied organization has been incredibly blessed to have only been led by two amazing leaders in its entire history: Stony Steinbach and currently Ron Von Haden. It is immensely clear to all of us that without those two men, we would not be the association we are today. Both Stony and Ron served the PIA with everything they had, and used their unique gifts to advance the organization for the time they were in charge. We all stand on their shoulders.

Sometimes stories have key moments that shape and direct the rest of the story. You have a keen sense while you are listening to it or reading it, that nothing is going to remain the same. I want to share one of those key moments with you today, as Ron Von Haden has shared his intention to retire as Executive Director of the PIA of Wisconsin on May 1st, 2019.

When I was elected to the Board of Directors I received some of the wisest advice from my boss, Mike Moore, who basically said; “Matt, PIA is Ron’s world and you get to live in for a short period of time. Just don’t mess it up!” I’m sure anyone who has had any involvement with our association during Ron’s tenure would wholeheartedly not only agree with the wisdom of that statement, but also the truth. I regularly refer to Ron as Mr. PIA. Ron is to PIA as Google is to search engines and Sharpie is to markers. He has come to define PIA whenever anyone thinks about it, and not just for us here in Wisconsin, but on a national level.

Ron has led our association with a steel eyed commitment to the independent agent and our way of life. He has led with a huge heart for people, whether that was our members, our carrier partners or other industry friends. He has led with a keen sense

of humor and has never taken himself too seriously. His wit and self-deprecating sense of humor set the tone for all of us – what we do for our customers is incredibly important, but we must never lose sight of the fact that we are a relationship business and people need to know we understand them and we care about them. Ron has led with a military inspired level of dedication and perseverance. In all of my years serving the PIA Ron has never missed a meeting, a convention or failed to pick up the phone when a member called, even at times, to his own detriment.

There will be plenty of time, plenty of moments and many more eloquent people than me to honor Ron in the next few months leading up to May, culminating at next year’s convention, as Ron has blessed us even in his transition, with the gift of time. Stay tuned for more information on ways that we all can share our appreciation for all that Ron has done for our industry. We are partnering with the experts at the QTI Group on our recruitment efforts and we hope to have Ron’s successor in place before the end of the calendar year to work alongside Ron to soak up as much of his wisdom and knowledge as possible.

There is no adequate way for anyone to fill Ron’s shoes, so we wont try. Just as Ron never tried to fill Stony’s shoes and was his own person, our new Executive Director will set their own tone and make their own impact. Our goal in this transition is to jointly do two critical things: honor Ron and his legacy to the PIA of Wisconsin, and position the PIA of Wisconsin to thrive into the next chapter of its story. This is a key moment in our story for both Ron and his family, as they look ahead to a new chapter of their story and also for the PIA of Wisconsin. I have a feeling that both stories have plenty of great chapters to come!

OCTOBER 18 3

Memos from

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

The Car of the Future Will Sell Your Data THE COMMISSIONER’S OFFICE has issued a press release highlighting an initiative to get more veterans involved in the insurance industry. Veterans are eligible for reimbursement of the $75.00 examination fee required to become licensed to sell certain types of insurance in Wisconsin.

“Wisconsin is a great place for Veterans and their families”, said Commissioner Ted Nickel. “With nearly 2,000 insurance companies operating in Wisconsin, we have the fifth largest insurance market in the country. Wisconsin’s healthy and competitive market provides excellent career opportunities for veterans to pursue.”

The exams eligible for reimbursement include life, accident and health, property, casualty, personal lines property and casualty, title, credit and navigator. Veterans who previously held licenses in many of those lines and now want to test again are also eligible for reimbursement. There is no limit on the number of license exams a veteran may take or the number of times a veteran takes the same exam.

Veterans should visit www.benefits.va.gov/gibill/licensing_ certification.asp for guidelines and procedures. They can learn more about the types of licenses available in Wisconsin by visiting OCI’s web page at oci.wi.gov/Pages/Agents/ TypesOfLicenses.asp.

THE CAR OF THE FUTURE will sell your data: For those of you that are skeptical about giving your insurer too much data, you SHOULD really be worrying about the company that made your car! Driver privacy could become the next battleground, as car manufacturers seek ways to generate revenue from all that data collected by in-vehicle devices. The data could be

sold to outside vendors for marketing purposes and even to insurers, but auto executives say the data also could enable cars to predict flat tires, steer drivers to available parking spaces or charging stations, or raise red flags about dangerous intersections. The Federal Trade Commission has jurisdiction over consumer data and privacy, but there are no specific rules for the auto industry. Instead, automakers came up with their own set of privacy principles, which are enforceable by the FTC. Skunks and Their Funky Odor: Question: This insured has an HO-3 homeowners’ insurance policy. A skunk sprayed the house under the screen porch, and the smell wafted throughout the home. The carrier has committed to pay to clean and deodorize the entire house. But now, tear-out is necessary to get to the area that sustained the direct spray, as the odor has not completely dissipated. The carrier is now telling the insured that the policy pays for only direct physical damage, and that the smell in the area other than that which received the direct hit is not considered direct physical damage.

The family has been in a hotel since the loss occurred.

Answer: Skunk odor must be chemically altered in order to be removed; it generally does not just “air out.” The odor consists of various chemical molecules, and the deposit of those molecules counts as direct physical damage. The carrier should pay for the clean-up of the odor. Analysis brought to you by the experts at FC&S Online, the unquestioned authority on insurance coverage interpretation and analysis for the P&C industry.

AND REMEMBER…..The problem with political jokes is that they sometimes get elected.

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!

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

4 OCTOBER 18

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OCTOBER 18 5

From the

Boardroom Michael Keener, CIC, Director, PIA of Wisconsin

Sharing Ideas and Helping Others, It’s the PIA Way The PIA of Wisconsin was founded on the principal of helping its members achieve greatness in their independent agencies. Every day, agency owners, producers, managers and staff are trying to find an edge on their competition, so they can better serve their clients and increase their revenues.

Agencies are finding new and unique ways of changing the customer experience to better assimilate to the changing world of insurance. The PIA believes that we are all better together, collectively, sharing ideas and helping others; it’s the PIA Way. I was reading an article by Ryan Hanley, former chief marketing officer at Agency Nation and now the same at Bold Penguin and someone that I respect greatly for his forward thinking in our industry. He was talking about insurance world domination and survival in our agencies. Here is what he had to say, and I quote: “Connectivity, (defined as the ability to deliver value within the greater marketplace through shared data resources), will be the separator between winning and losing insurance organizations over the next 3-5 years.

You either get busy connecting or you get busy dying.

It's that simple.

This isn't a prediction. It's what I see from my position in the insurance ecosystem.

More than any other would-be disruptor, (more than IoT, AI, chatbots, blockchain, or even autonomous cars), connectivity lies at the core of all change within the insurance industry.

Over the next three years, insurance organizations who invest in, execute on and culturally organize around connectivity will rapidly separate themselves from those who do not.”

This is where the article goes onto discuss API’s which stands for Application Programming Interface. It's not a thing in the physical sense, but rather code which clearly define methods of communication between various components and computer systems [1]. (Wikipedia)

from channel to channel, or even from device to device, is vital for a positive experience.

I’ve been fortunate enough to attend two outstanding insurance conferences this past year and learn from some of the most forward-thinking insurance professionals in our industry that are complete game changers. I’ve networked with hundreds of agency owners, picking their brains to find out what is working in their agency and what they are doing differently that separates them from the competition and I wanted to share that with our members. These people are so selfless with their ideas and intellectual property and that is what I love about our great industry. This is what it’s about to be a PIA member and the reason we serve our members, because we are better together.

I wanted to provide you with a small footprint of what is available in technology, automation and integration and share some of the vendors and partners that I have worked with or had conversations with that perhaps could help you grow your agency. Full Disclaimer, by no means is PIA of WI or myself endorsing these products or being paid to promote them. Some I use myself, other’s I do not. This is all about one agency owner helping another agency owner grow their business with new tools. Not all of these are a good fit for everyone, poke around and try them out. This is more about what their technology is doing and how it can help you. Look at their competitors and do your due diligence. In alphabetic order.

Adobe Creative Cloud: https://www.adobe.com/?red=av# If you are looking for creative solutions to all things for your small business, you have to check out what Adobe Creative Cloud is capable of. This could probably solve a lot of your agencies problems you might have.

Agency Performance Partners: www. agencyperformancepartners.com If you are looking for training on Insurance Sales, Retention, Marketing and Leadership Consulting they do a nice job.

According to V12Data:

Agency Revolution: https://www.agencyrevolution.com/ If you are looking for Marketing Automation, onboarding new clients, integrates with most management systems for renewal campaigns, referral, cross sell, and so much more.

As consumers use different channels at different points in the purchase process, the ability to move easily and effortlessly

Agency Zoom: https://agencyzoom.com/ If you are looking for a Sales Management Tool, New

6 OCTOBER 18

[Continued on page 14]

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

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 Gahan S. Adams, 753 Carlysle St., Akron, OH 44310, had her insurance license revoked, was ordered to pay a forfeiture of $1,000.00, and had all future scheduled administrative proceedings cancelled. These actions were taken based on allegations of failing to timely disclose administrative actions taken by the states of Ohio, South Dakota, North Carolina, and California; failing to timely provide an answer to a Notice of Hearing; and failing to appear at a scheduled administrative proceeding.

Robert J. Baratki, 2125 West Lawn Ave., Racine, WI 53405, had his application for an insurance license denied.

This action was taken based on allegations of having administrative actions taken by the Wisconsin Office of Lawyer Regulation (OLR); failing to disclose the OLR actions on a licensing application; owing delinquent unemployment insurance contributions, client compensation, and child support payments; and demonstrating incompetence, untrustworthiness, and financial irresponsibility in the conduct of business.

Craig M. Barrett, P.O. Box 81, Hopewell, NJ 08525, had his application for an insurance license denied. This action was taken based on failing to disclose all administrative actions on a licensing application and violating insurance laws in other states.

Robert B. Beall, 3004 Forest Ridge Dr., Bloomington, IN 47404, 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 Florida and failing to disclose two lawsuits on a licensing application.

Paul G. Belke, P.O. Box 75, Princeton, WI 54968, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose 8 OCTOBER 18

criminal convictions and an administrative action taken by the Wisconsin Office of Lawyer Regulation (OLR) on a licensing application, and demonstrating incompetence and untrustworthiness in the conduct of business.

Blanche S. Berenzweig, 6945 N. Barnett Ln., Milwaukee, WI 53217, had her insurance license permanently revoked, was ordered to pay a forfeiture of $3,000.00, was ordered to repay two insurance companies over $1,000,000.00, and was voided by order as the beneficiary of two annuity contracts.

These actions were taken based on allegations of engaging in prohibited unfair trade practices. See the press release at https://oci.wi.gov/Pages/PressReleases/20180605Berenzweig. aspx for details.

Richard A. Brammer, 1030 S. 2nd St., Unit 309, Milwaukee, WI 53204, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Sherika L. Brantley, 1307B Bonnie Brae St., Austin, TX 78753, had her insurance license revoked, was ordered to pay a forfeiture of $1,000.00, and had all future scheduled administrative proceedings cancelled. These actions were taken based on allegations of failing to timely disclose administrative actions taken by the states of Minnesota, Delaware, California, Wyoming, Virginia, South Dakota, Louisiana, and North Dakota; failing to timely provide an answer to a Notice of Hearing; and failing to appear at a scheduled administrative proceeding.

Kevin E. Brown, 1428 Ridgeview Ln., Little Chute, WI 54140, had his application for an insurance license denied. This action was taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct; failing to disclose administrative actions taken by the states of North Carolina, Pennsylvania, Virginia, Kentucky,

Utah, and Massachusetts on a licensing application; and having unpaid civil money judgments.

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

Katherine A. Coppersmith, 508 W. Lindbergh St., Appleton, WI 54911, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Dena R. Moravec, 541 Harris Ln., Wabeno, WI 54566, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Sonda V. Criss, 3276 N. 55th St., Milwaukee, WI 53218, had her insurance license revoked. This action was taken based on allegations of failing to pay a required fee to OCI.

Molly P. Moua, 7459 N. Chadwick Rd., Milwaukee, WI 53217, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Thomas R. Fortino, 747 Joyceil Dr., Waterford, MI 48328, had his insurance license revoked, was ordered to pay an additional forfeiture of $1,000.00, and had all future scheduled administrative proceedings cancelled. These actions were taken based on allegations of failing to timely disclose administrative actions taken by FINRA and the states of California and Illinois, failing to timely respond with an answer to a Notice of Hearing, failing to appear at a scheduled administrative proceeding, and failing to timely pay a previous forfeiture as ordered.

Ian J. Norris, Sabal Insurance Group, Inc., 1000 E. Broward Blvd., Fort Lauderdale, FL 33301, had his application for an insurance license denied. This action was taken based on allegations of failing to timely disclose criminal charges, lawsuits, and administrative actions while licensed, and failing to accurately disclose them on a licensing application; failing to respond promptly to inquiries from OCI; having multiple administrative actions taken by the states of Florida, Washington, Louisiana, Ohio, Virginia, Indiana, and California; and demonstrating incompetence, untrustworthiness, and financial irresponsibility in the conduct of business.

Mario J. Garcia, 150 SW 12th Ave., Ste. 310, Pompano Beach, FL 33069, was ordered to pay a forfeiture of $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 Oregon, California, and Pennsylvania.

Daniel L. Page, 711 Martin St., Merrill, WI 54452, agreed to a five-year suspension of his insurance license and agreed to pay a forfeiture of $2,500.00. These actions were taken based on allegations of misrepresenting the terms of insurance policies.

Joseph R. Giganti, Sr., 2918 Blue Moon Dr., Green Bay, WI 54311, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Valencia Parkinson, 6209 W. Port Ave., Milwaukee, WI 53223, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jeffrey C. Hale, 1208 E. 4th Ave., Brodhead, WI 53520, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Daymay Puga, aka Daymay Garcia Sanchez, 1725 Debra Ln., Green Bay, WI 54302, agreed to the automatic cancellation of her insurance license upon the termination of her employment authorization, and agreed to comply with certain reporting and documentation requirements. These actions were taken based on allegations of having a limited period of employment authorization issued by the U.S. Department of Homeland Security.

Austin N. Hammel, W330 N4135 Lakeland Dr., Nashotah, WI 53058, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Kunle Idonije, 9100 W. Forest Home, Greenfield, WI 53228, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Kimberly A. Klein, 6441 Sun Valley Pkwy., Belleville, WI 53508, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Mckenzie Klein, 2485 Pinto Tr., McFarland, WI 53558, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jose E. Laboy, 722 S. 26th St., Milwaukee, WI 53204, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jesse O. Martin, 8405 Greene Ave. S., Cottage Grove, MN 55016, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Mark A. Michaud, P.O. Box 14, Eagle, WI 53119, had his

Corina M. Rivera, 9017 W. Crown King Rd., Tolleson, AZ 85353, had her application for an insurance license denied. This action was taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct; having administrative actions taken by the states of Arizona, Oregon, and Wisconsin; and failing to respond promptly and completely to inquiries from OCI. Laurie L. Rogers, 120 Lamp Lighter Dr., Apt. 5, Kaukauna, WI 54130, agreed to the revocation of her insurance license.

This action was taken based on allegations of misappropriating insurance premiums and having a criminal conviction that may be substantially related to insurance marketing type conduct.

Stephen D. Ruben, 2011 Ashleigh Woods Ct., Rockville, MD 20851, agreed to the 31-day denial of his insurance license, and agreed to carefully read and accurately complete future licensing applications. These actions were taken based on allegations of failing to disclose an administrative action taken by the state of Maryland on a licensing application.

[Continued on page 13] OCTOBER 18 9

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Producers Don’t Know What They Don’t Know

by Curt Pearsall, CPCU, AIAF, CPIA President – Pearsall Associates, Inc. and Consultant to the Utica National E&O Program As most insurance professionals would admit, insurance can be somewhat of a complicated issue. There are multiple coverages and, for some of those coverages, the forms of the various carriers are not similar. This poses some tremendous challenges for agency sales staff when they are meeting with prospects or clients.

For over the last 50 years, the number one cause of errors and omissions (E&O) claims has been “failure to provide the proper coverage.”

This is obviously where effective use of an exposure analysis checklist could bear positive results. But that may be just part of the equation.

The exposure analysis checklist (especially those developed by many of the industry software carriers and periodicals) will typically list, by class of business, the key exposures faced by that type of business. Thus, for agents looking to sell coverage to a risk, such as a marina, doing some homework on the exposures of a marina would certainly be time well spent. However, it is important to do more than just address those exposures with the client. It is critical for the agency representative to know the coverages in detail.

For example, just because the agency representative knows that the client has a cyber exposure, this does not mean that the agency producer would automatically address this with the client. A recent study showed that cyber was oftentimes not brought up in discussions with clients because the sales staff didn’t fully understand cyber and were afraid they would be asked a question that they could not answer.

In some respects, this was smart because one of the key elements of the typical standard of care for insurance agents is that they will be held responsible for what they say and what they put in writing. Thus, if they were asked a question regarding cyber and provided inaccurate information, they could be held responsible if a wrong answer was a key issue. On the other hand, taking that approach of avoiding discussion may just result in less production for the producer and less growth for the agency. The better approach is to ensure that the sales staff are provided with the necessary training. Not every agency can have a person solely dedicated to training, but it is still incumbent upon the agency to have some degree of focus on education.

Agencies with some specialization should consider having their sales staff develop a higher level of technical expertise in specific areas such as construction, nonprofit, habitational, etc. This will enable the staff to become totally knowledgeable on, not only the issues of those specific type of clients but also the coverages those clients should consider.

If there is the potential for claims-made coverage to be part of the insurance portfolio, agencies should ensure that the nuances of this type of coverage be discussed in detail. For example, the “retro date” issue on claims-made coverages has not only generated a fair number of E&O claims but also some very significant ones when the “retro date” was not properly handled.

Producers may, “not know what they don’t know.” To assist in identifying key areas where the technical knowledge is not at the desired level, agency management should perform an evaluation of each member of the sales staff to determine his or her level of knowledge and to identify training opportunities. This could be done using a test or possibly a mock sales presentation where the staff is asked various questions about specific coverages. Once the knowledge level is determined, the training can be customized using approaches, including:

› weekly or monthly sessions in a classroom environment where a specific type of coverage or the type of business is discussed and the exposures dissected; › using the education sessions conducted by your state agents’ association; and › training organizations, such as the Institute or the National Alliance.

Bottom line, training of staff needs to be a key issue within every agency. This will not only result in staff being knowledgeable on the coverage they are selling, but it should also greatly minimize the potential for your agency to face an E&O claim.

The material contained in this article is for informational purposes only and is not for purposes of providing legal advice.You should contact your attorney to obtain advice with respect to any particular issue or problem.

5-R-1264 Ed. 7-18

11 OCTOBER18 18 11 JANUARY

[Continued from page 9 - OCI Administrative Actions] Jeanine M. Sahs, 517 W. Mohawk Trl., De Forest, WI 53532, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Leslie R. Sawyer-Freeland, N3877 Brosig Ln., Fort Atkinson, WI 53538, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Mary J. Schnick, 1717 W. Broadway, Madison, WI 53713, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jerome H. Schwartz, 14 S. Chicago Ave., Freeport, IL 61032, agreed to the 30-day denial of his licensing application, and agreed to timely and accurately disclose required information to OCI and other states as required by law. These actions were taken based on allegations of failing to disclose administrative actions taken by the states of Illinois and Missouri on a licensing application.

Karen L. Seabern, W343 Pape Dr., Fountain City, WI 54629, had her insurance license revoked. This action was taken based on allegations of obtaining licensure without meeting examination requirements and failing to respond promptly to inquiries from OCI. Chelsea R. Simmonsen, N34 W23716 Five Fields Rd., Apt. C102, Pewaukee, WI 53072, had her application for an insurance license denied. This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct and failing to disclose an administrative action taken by the state of Wisconsin on a licensing application.

Fiona S. Smith, P.O. Box 269006, Plano, TX 75026, was ordered to pay a forfeiture of $1,000.00 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 North Dakota, Indiana, Louisiana, and North Carolina.

Jordan M. Spaeth, 9786 103rd Pl. N., Maple Grove, MN 55369, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose criminal convictions and administrative actions taken by the state of North Dakota on a licensing application.

Leda B. Storm, 2001 Texas Ave., Stevens Point, WI 54481, had her application for an insurance license denied. This action was taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct and exhibiting evidence of financial irresponsibility.

Dale R. Thompson, P.O. Box 1112, Cumberland, WI 54829, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI; providing false information and failing to disclose previous administrative actions taken by the state of Wisconsin on a licensing application; and having involvement in a lawsuit or arbitration containing allegations of fraud, misrepresentation, misappropriation, or breach of fiduciary duty.

Traci A. Turner, 455 Overlook Dr., Ellsworth, WI 54011, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Tamara L. Vernosh, 235 S. Henry St., Green Bay, WI 54302, agreed to apply for and obtain a federal crime waiver before the issuance of a two-year conditional probationary insurance license, agreed to certain employment and reporting requirements, and agreed not to apply for additional lines of insurance authority during the probationary period. These actions were taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct, having a history of unpaid civil money judgments, and failing to complete a licensing application.

Avani A. Vora, c/o Northwestern Mutual, 1600 Aspen Commons, Ste. 800, Middleton, WI 53562, agreed to the automatic cancellation of her insurance license upon the termination of her employment authorization, and agreed to comply with certain reporting and documentation requirements. These actions were taken based on allegations of having a limited period of employment authorization issued by the U.S. Department of Homeland Security.

Karla K. Westcott, 1312 Sherwood Cir., Wausau, WI 54403, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Allegations and Actions Against Companies

Gentry Partners, Ltd., 67 Holly Hill Ln., Ste. 303, Greenwich, CT 06830, had its insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

George Vetesnik Motors, Inc., 27475 Hwy. 14, Richland Center, WI 53581, was ordered to pay a fee and was ordered to provide required information to OCI. These actions were taken based on allegations of failing to timely pay annual licensing fees, and failing to provide current financial security and other requested documentation.

Northridge Chevrolet, Inc., 28715 W. Hwy. 2, Ashland, WI 54806, was ordered to pay a fee and was ordered to provide required information to OCI. These actions were taken based on allegations of failing to timely pay annual licensing fees, and failing to provide

current financial security and other requested documentation.

Synergistic Life Services, Inc., 5512 W. Lawrence Ave., Chicago, IL 60630, agreed to withdraw its licensing application. This action was taken based on allegations of having involvement in a pending lawsuit containing allegations of accounting fraud, sales of unregistered securities, and non-disclosure violations.

Team Winnebagoland, LLC, 5827 Green Valley Rd., Oshkosh, WI 54904, was ordered to pay a fee and was ordered to provide required information to OCI. These actions were taken based on allegations of failing to timely pay annual licensing fees, and failing to provide current financial security and other requested documentation.

OCTOBER 18 13

[Continued from page 6 - From the Boardroom] client on-boarding, retention workflow manager, daily activity tracker, commission calculator, Life and Health CRM, Process automation. Every day thousands of agencies use AgencyZoom to turbocharge their business. Designed for agency owners, by agency owners, AgencyZoom is like rocket fuel for P&C agencies.

Broker Buddha: https://www.brokerbuddha.com/ If you are looking for Online ACORD and Supplemental Smart Forms via a cloud-based software platform check this out. Broker Buddha is a next-generation customer engagement platform for independent insurance brokers proven to increase customer retention and close rates while saving time. Their interactive, customer-friendly, online Smart Forms allow you to collect information required for ACORD forms and supplementals faster and easier.

Docusign: https://www.docusign.com If you are looking for an easy to use E-signature platform to save your clients time and make your life much easier, some sort of E-sign platform is essential. We can save the environment one tree at a time. InsureSign is another one you can look at.

EPay policy: http://epaypolicy.com/ If you are looking for a Simple online Credit Card and ACH/ eCheck processing for insurance payments. Their solution enables you to collect all major credit cards and ACH/eChecks online at competitive rates through your own company branded payment portal. And yes, fees are passed on to the payer.

Freshdesk: http://freshdesk.com If you are looking for all types of customer solutions, you should take a look. Working with over 150,000 businesses of all industries.

Insurance Agent App: http://www.InsuranceAgentApp.com If you are looking for a Branded mobile app for independent

insurance agencies Insurance Agent App is a mobile app for insurance agencies to connect with clients BEFORE, DURING and AFTER events happen. You are able to: • Access your agency and policy data with one tap • Pay your premiums via your agency app • Access their ID cards • Complete and share accident reports with a tap • Do a real property inventory (not a picture attached to an email) Made You look Video Marketing: https://www. madeyoulookvideo.com/ If you are looking to implement more video into your agency and want to learn more about strategy and technique, this would be a great place to start for all size agencies. Many others are now teaching the use of video, 80% of the content consumed on the internet is video, it’s what people want and it’s not going away so embrace it.

Ring Central: https://ringcentral.com If you are looking for a quality all in one phone, team messaging and video conferencing solution this is a great place to look at. I also like www.phone.com for a very inexpensive VOIP phone service.

Again, this is just a small sample of companies that are helping insurance agents do their jobs more effectively and I wanted to share some of these with you. There are hundreds more out there so do your homework. I hope that maybe this will inspire a few agencies to take action and continue reaching for greatness in your agency. All of this is about improving the customer experience, growing your business, and retaining more clients. This is about survival of the fittest as they say. The more connectivity we have between technology, the easier small, yet important tasks can be managed and automated. Remember, humans provide the best customer experience, but that customer experience is still limited by tools at the disposal of our human workforce.

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

MA DI SO N • WAUKESHA • 6 08. 455. 67 13 ATTORNE YS: TI M FE NNER, JUDD G ENDA, RO B ERT PRO CTER, & MICHEA L HA HN

14

OCTOBER 18

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For additional information about PIA Trust Insurance Plans, please contact your local PIA Affiliate or call the Plan Administrator at 1-800-336-4759. Additional information is also available on-line at www.piatrust.com.

Policies or provisions may vary or be unavailable in some states. Policies have exclusions or limitations which may affect any benefits payable.

Underwritten by Unimerica Insurance Company, Portland, ME. Administered by Lockton Risk Services.

OCTOBER 18 15

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.

OCTOBER 18 17

Are Your Salespeople Happy Just Getting By? Here’s the scenario: You’ve just hired a new sales rep. He seemed perfect. He did great on the sales personality test, he had all the right answers, and everyone liked him. He told you he’d be the hardest worker in the office. Two weeks in you notice he’s a few minutes late half the time, leaves promptly at 5, is sitting in the office instead of out making calls, and he works no nights or weekends. What happened to your future #1 sales rep?

Another example: You run an insurance agency and you have an agent who builds a book of business to the point where they’re making a decent living. Next thing you know, they’re spending most of their time in the office servicing their accounts and their new business dwindles to pretty much zero.

Of course the first remedy to either of the above is to directly address the issue. Let the person know what you’ve observed and have a conversation about it. What are your concerns, what would you like to see instead, and how can you two collaborate to make it happen? If they don’t change, what are the potential ramifications or consequences? While you want to try to encourage people and do everything you can to positively get them on track, if those don’t work, you’re going to have to resort to less pleasant alternatives. Among those are: let them go, change their role (expectations) along with their income, or come up with another exit plan. All of that said, below are six steps to help you avoid the two scenarios above.

6 Steps to Keeping People on Track Step #1: Know the “why.”

In the above situations, you most likely have a comfort zone/moti18 OCTOBER 18

By: John Chapin

vation issue. The key is to know up front what will motivate your people to sell and make a lot of money. For new-hires it might be a new house or car, paying off student debt, traveling, or getting married. Later in their career it may be paying for college educations, weddings, leaving a legacy, retiring on time, or as one person said to me, paying $110,000 for the experimental cancer treatment to save his wife. As we get older the “why” changes. Stay on top of it throughout a salesperson’s career. Know what the why is so you can push that motivation button when people start to get comfortable. If in the interview process you find out the kid still lives at home and only needs beer money, they may not be motivated. If the insurance agent’s kids are out of school and married, and he has some decent savings, the money motivator may be gone. Facilitated Introspection and other similar questioning methods, can be extremely effective for helping people find their why and get back on track.

Step #2: Set the expectations.

Let people know what’s expected of them. Salespeople, producers, agents, or whatever you call them in your organization, are getting paid to sell and bring in new business. This goes for new-hires as well as veterans. In addition to having sales goals, new-hires should also have activity goals. For example: make 50 in-person cold calls per week, go to 4 networking events per month, and learn all sales scripts in the first 30 days. In addition, they should have a set of rules to follow. Example: be at the office by 7:30 a.m. Monday to Friday, be out of the office making calls from at least 10 a.m. to 3 p.m., and work at least three nights a week, most Saturdays, and perhaps even some Sundays, your first three years in the business.

Once you’ve set the expectations, watch people. Do they show up

early and stay late? Are they working nights and weekends? Do they have a good attitude and get along well with others? Do they have a good work ethic? Can you take them at their word?

job is done. A great culture also includes no negativity, gossiping, or anything similar. Any of the above must be called out and addressed immediately.

Veterans may not need rules and activities, but if you notice their production starting to drop off as with the insurance agent, you might want to consider some.

Step #5: Refuse to settle for less or drop your standards.

Stop trying to justify why you should keep someone around who isn’t doing their job. While you think you’re saving your part of the world by keeping this underperformer around, you’re actually hurting them, you, everyone else in the company, and ultimately your customers. You’re only as strong as your weakest link. No one is “entitled” to get paid for a job they’re not doing thus setting a bad example for everyone else.

Step #3: Hold people accountable.

Now that you’ve set the expectations, you have to hold people to them. The biggest issue I see in the workplace by far is a lack of accountability. People who aren’t doing their job will get away with what you let them get away with. Also, what you put up with you tacitly condone and get more of. The fastest way to drop production and morale is to have people in the workplace who aren’t pulling their weight and no one calls them out on it. It’s okay for someone to have a bad day, week, or even month, but if it’s not addressed it will get worse and hurt everyone all the way around.

Step #4: Provide the right environment.

Related to the above, people are products of their environment. If you bring the right person (positive attitude, hard worker, and more than capable of doing the job) into an environment in which people are negative and aren’t held accountable, guess what happens? That person will either become just like the other negative slackers, or leave. Culture begins with leadership. You must set the tone of a professional, positive workplace in which everyone is held to the highest professional and ethical standards. This means respect for all, honesty, integrity, showing up on time, and working until the

Step #6: Change things up.

If you find yourself in the second paragraph of this article, in other words, you have a salesperson who was doing well and now that they’re comfortable, they’ve stopped producing, after addressing the issue directly, the next step is to change the rules of the game.

This is usually done by restructuring their payment plan along with instilling penalties or changing incentives.

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.

Serving AAA Members, even on two wheels.

While you’re out enjoying this year’s ride, here’s a refreshing tip for AAA Members: AAA now offers roadside assistance for bicycles.

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

7.5x6.5 bw

OCTOBER 18 19

rd

Boa 9 1 0 -2

2018

rs

ecto r i D f o

(l/r) Ryan Butzke, CIC, CISR; Tom Budzisz; Jeremy Cordova, CIC; Jodi Cordes, CIC, CRM, Past President; Matt Cranney, CIC, President; Sandy Hardrath, CIC, CPIA; Michael Keener, CIC; Julie Ulset, CPIA, Treasurer; Dan Wolfgram, AINS, CPIA, Secretary; Sean Paterson, CIC, Vice President; Mitchell Tarras; Dennis Kuhnke CIC, CPIA, PIA National Director, Past President;

sOME OF THE lUCKY WINNERs!

YOU MAY VIEW All OF THE CONVENTION AND YpC gOlF pHOTOs HERE: http://www.imageprophoto.com/pages/Slideshows.html 20

OCTOBER 18

The generous support of the PLATINUM, GOLD, SILVER and CONVENTION sponsors enables the PIAW to bring you a convention with quality speakers and entertainment.

PLEASE BE SURE TO THANK THEIR REPRESENTATIVES.

Gold Sponsor

Motorist Insurance Group Pekin Insurance Society Insurance The IMT Group

Silver Sponsor

Badger Mutual Insurance EMC Insurance Companies Emergency Fire & Water Restoration Rockford Mutual Insurance

Convention Sponsors Elite:

Premier: Continental Western Group-A Berkley Co Champion: AAA Wisconsin Axley Brynelson, LLP Berkshire Hathaway GUARD Insurance Companies Germantown Mutual Insurance Company Progressive Insurance SECURA Insurance Sheboygan Falls Insurance Company Western National Insurance Group OCTOBER 18 21

OPENING PART Y!

The opening party was loads of FUN for the attendees!

YPC SCHOLARSHIP WINNERS $25,000 in Scholarships Given!

Another year the Young Professionals Club have given away $25,000 in scholarships to high school and college students! WAY TO GO YPC!

We would like to take a moment to thank the generous sponsors as well, we wouldn't be able to give away as many scholarships if it wasn't for your generosity.

And a huge thank you to our Major YPC Scholarship Sponsors!

22

OCTOBER 18

EDUCATION, SPEAKERS & OTHER EVENTS

James Kuerschner, CIC, Society Insurance "Cyber Liability"

Sheldon Snodgrass, MBA, The Steady Sales Group "Sales Accelerator..."

Todd Davis, CIC Davis Agency Life, The Next Generation

Always Quality CE

Darren Halverson & Bryon Franz FBI & US Attorney Cyber Crimes

Kevin Bong, GSE, PMP Sikich LLP Understanding Cybersecurity

"CSR of the Year", Stacey Migliano, CISR, of The Trottier Insurance Group, accepts her award from Jodi Cordes, President

Darren Halverson & Bryon Franz FBI & US Attorney Cyber Crimes

Lisa Micciche, CPA ABA Insurance Services OCTOBER 18 23

BUSINESS MEE TING Re-Elected

Board Candidates

Board Candidate Ryan Butzke, CIC, CISR Northbrook Insurance Associates, Inc.

Board Candidate Michael Winstanley Winstanley Insurance Agency, Inc.

Sean M. Paterson, CIC Robertson Ryan & Associates

Special Guests

Timothy Russell, CPCU, National PIA President

24

OCTOBER 18

Mike Becker, PIA National Executive Vice President

Sandy L. Hardrath, CIC, CPIA Ansay & Associates

No Other Trade Show Compares to the PIAW TRADE SHOW OVER 65 EXHIBITORS SHOWCASING THEIR NEWEST PRODUC TS AND SER VICES TO WISCONSIN'S LEADING INDEPENDENT AGENTS

OCTOBER 18 25

AWARDS DINNER

Special Recognition

LouAnn Herriges, CIC, CISR of American Advantage-IFS, Inc. accepts the Stony Steinbach Achievement Award

New President

Richelle Cuomo of SECURA Insurance accepts the Company Representative of the Year Award.

Matt Cranney, CIC, CRM of M3 Insurance, Inc. accepts the Professional Agent of the Year Award.

Our new President Matt Cranney, CIC, CRM of M3 Insurance, Inc. takes the podium

Past President

President Russell thanks Jodi Cordes for her time served as PIAW President

Out Going Board Members

New PIA Board members are installed.

John Klinzing, CIC, CPIA

26

OCTOBER 18

Brian MacGillis, CPIA

PIA OF WISCONSIN KNOWS HOW TO HAVE FUN!

OCTOBER 18 27

15

28

OCTOBER 18

th

A nnual YPC Sch

olarship Golf Outing

OCTOBER 18 29

EDUCATION

Wisconsin's Outstanding CSR of the Year

Stacey Migliano, CISR, with The Trottier Insurance Group has been selected as one of five national finalists. She will receive a gold and garnet pin and $500 cash award Read Stacy's wining essay at piaw.org

CIC RUBLE SEMINARS

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

FULL

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

30 OCTOBER 18

CERTIFIED INsURANCE sERVICE REpREsENTATIVE

EDUCATION

Open to Anyone!

COMMERCIAL CASUALTY II 7 WI CE Credits. Course # 69338 • • •

Business Auto Exposures and Coverages Workers Compensation & Employers Liability Insurance Policy Commercial Umbrella and Excess Liability Policies

November 13– Madison

COURsE INsTRUCTOR JOHN DIsMUKEs, CIC, CpCU, AAI, AIs

COMMERCIAL CASUALTY II 7 WI CE Credits. Course # 69338 • • •

Business Auto Exposures & Coverages Workers Compensation & Employers Liability Insurance Policy Commercial Umbrella & Excess Liability Policies

December 5 – Waukesha

COURsE INsTRUCTOR TODD DAVIs

AGENCY OPERATIONS 7 WI CE Credits, 1 of 7 is Ethics. Course # 69356 / Utica Approved • • • • •

Legal & Ethical Requirements The Insurance Agency The Insurance Industry & Marketplace Communication Agency Workflow

December 6 – Rothschild

COURsE INsTRUCTOR TODD DAVIs

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.

$170 Per Course Includes Lunch

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

OCTOBER 18 31

EDUCATION

Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits LIFE & HEALTH November 14-16, 2018 Crowne Plaza – Madison, WI 866-424-0835 $111 PIA room rate through 10/14/18

NEW in 2019!

All CIC Institutes reduced from 20 to 16 hours

•

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

• • •

8:00 – 5:15 day one 8:00 – 5:00 day two 8:00 – 10:00 day three - exam

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

Day Two: 8:00 – 5:00

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.

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.

32 OCTOBER 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.

October 2018 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

Insuring the Building Project: Builders Risk & Installation Coverage 3 WI CE # 1012638

10/1

12-3p

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

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

10/10

8-11a

Jerry Rhinehart, CIC, CLU, ChFC, RHU

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

10/10

12-3p

Karin Klaassen, CLU, LUTCF

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

10/11

12-3p

Chris Amrhein, CIC

Cyber Liability: The 21 Century Peril 3 WI CE # 1012636

10/15

12-3p

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

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

10/16

8-11a

Becky Lathrop, CIC, CPIA

A Walk Around the Farm-Farm Property Considerations 3 WI CE # 6000004089

10/16

12-3p

Sam Bennett, CIC, AFIS, CRIS, CPIA

Scary CGL Exclusions 3 WI CE # 6000022435

10/17

8-11a

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

Commercial Property Claims that Cause Problems 3 WI CE # 1012434

10/17

12-3

Terry Tadlock, CIC, CPCU. CRIS

Home Business vs Home Insurance 3 WI CE # 6000004680

10/23

12-3p

Nicole Broch, CC, CISR, PLCS

New Technologies, New Risks: Drones, Home and Ride-Sharing 3 WI CE # 6000023761

10/24

12-3p

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

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

10/25

1-4p

Kevin Amrhein, CIC

Current Trends & Changes: The Homeowners & Auto Marketplace 3 CE # 1012431

10/30

1-4p

Kym Martell, CRM, CIC, AAI

st

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

OCTOBER 18 33

education

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

7 Business Dining Tips All Professionals Need to Know

By: Sharon Schweitzer, J.D. Business meals are more than just talking shop. They are a way to distinguish your demeanor from the dinner table to the boardroom.

You can be the best in your field or tops in your company, but if you mess up the business meal, no one is going to be impressed. What do you need to know about modern table manners to make a great impression?

Sharon Schweitzer, J.D., is an international business etiquette and modern manners expert and the founder of Access to Culture. She says employ these seven business dining tips to present yourself in the best manner possible and ace every business dining experience that crosses your path.

1) Invitations- Remember that the person extending the invitation is the host and is responsible for payment of the bill. When receiving or extending invitations, pay attention to special dietary needs. The host may ask about food allergies or sensitivities, kosher, halal, gluten-free, sugar-free and dairy-free diets. Be sure to RSVP or reply within 24 hours with any dietary restrictions.

2) Guest Duties- As a guest, observe the host for cues. For example: place your napkin in your lap after the host; the host does so first to signal the start of the meal. When excusing yourself between courses, the napkin is placed on the chair seat soiled side down. At meal’s end, place your loosely folded napkin on the left of your plate after the host does. Don’t refold it.

3) Silverware & Service Signals - Once silverware is used, including handles, it doesn’t touch the table again. Rest forks, knives and spoons on the side of your plate. Unused silverware stays on the table. If you are resting between bites, place your fork, with tines up, near the top of your plate. To signal the server that you’re finished, place your fork and knife across the center of the plate at the 5 o'clock position. Service signals also include closing your menu to indicate you’re ready to order. If you are browsing an open menu, the server has the impression you aren’t ready.

4) What should you order? Ask the person who invited you (host or hostess) for suggestions on the menu. Ask them to make

suggestions or for their favorite dish. Listen carefully because they will provide a top and bottom price range based on the entrées they recommend. Then select a moderately priced item or one of the dishes they recommend.

5) To drink or not to drink? If the host orders alcohol, and you don’t wish to drink, you simply order the beverage of your preference without an explanation. “I’ll have an iced tea with lemon please” or “Diet Coke please” and continue to browse the menu. You are under no obligation to consume alcohol at lunch or any other time of the day. Polite dining companions will not comment or ask questions. If they do, simply ask, “Pardon me?” and look at them intently. They will realize the impertinence of their question.

6) Connections & Conversation- It’s the host’s job to keep conversation going during the meal; and guests must contribute with courtesy. Just don’t monopolize the conversation, rather ask questions and express interest. Light topics include books, travel, vacation, movies, and pets; avoid politics, sex and religion.

If you need to talk to the server, don’t interrupt the flow of the conversation. Rather catch the eye of the server if you need assistance, or slightly raise your hand. If they are busy, softly call their name or “server?”

7) Tipping - The host is the person who extended the invitation, and they are responsible for paying the bill. Consider these U.S. tipping guidelines: bartender: 10-20 % of bar bill, valet: $2.00$5.00, coat check: $1.00 per coat, server: 15-20% of bill; 25% extraordinary service, sommelier: 15% of wine bill. The tip should reflect the total price of the bill before coupons, discounts, or gift certificates.

OCTOBER 18 35

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Employee Engagement through Performance and Accountability Employee engagement can be defined as the rational, emotional, and motivational state that leads employees to higher levels of performance. It is also vital to an organization because the costs associated with turnover can often be anywhere from 50-200% of the employee’s annual salary (Scott, 2012). Imagine the loss of an employee making $50,000 a year; this could translate to $25,000-$100,000 to replace him or her, in addition to the salary of the new employee.

Ken Oehler, Ph.D. at Aon Hewitt conducted research on the different engagement levels between average companies and some of the best employers (Oehler, 2013). He concluded that the best employers have about 20% more of employees who are engaged. Increasing the number of engaged employees leads to better performance, greater job efficiency and innovation within a company. Consider an organization with 1,000 employees, that would be 200 employees who are consistently delivering excellent results.

Looking specifically at performance, Ken Oehler insists that providing employees with the right tools and resources needed to do their jobs can make quite a difference in the moral and productivity of the employee. It makes sense in application too, because those employees who don’t have what they need to get the job done are wasting time trying to figure out alternative ways to get that same task done in a more complicated way. Another very important aspect is making sure that the work processes support productivity for the employee.

If the process is very long and tedious, there is reason to believe there has to be a better way to do it. Once this way is found, overall performance and productivity will go up and the task doesn’t became as daunting as it was before.

A huge part of engagement is also accountability. Having employees be accountable for their work and actions is a motivator to do good work because they are personally tied to the results. Anonymity in work creates a mindset that encourages lack of personal accountability, especially in a disengaged employee. Through accountability, employees gain a sense of ownership in the work they are doing.

Performance and accountability are just two ways to help engage employees and isn’t a “one-stop shop” for creating engaged employees, but rather a building block in the process. These strategies are not a one time effort, they require ongoing communication and follow up. Creating an environment for engaged employees is a deliberate set of actions that needs monitoring and tweaking consistently.

The QTI Group stands ready to help you with your Employee Engagement initiatives and survey. Our team of experienced HR Consultants will guide you through the survey process including survey creation, utilizing our Web-based and mobile friendly platform, QTI Engage, Insight Reports, Action Planning and access to Pulse Surveys. Contact Us to learn more.

OCTOBER 18 37

“There are two types of people who will tell you that you cannot make a difference in this world: those who are afraid to try and those who are afraid you will succeed.”

— Ray Goforth, director of strategy and partnerships at Spredfast

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.

38 OCTOBER 18

NEW Members

Please be sure to check out all of the member benefits you now have access to at www.piaw.org

AGENCY American Advantage – Thai Vang Agency Milwaukee, WI Arneson Insurance Agency Inc. Spring Valley, WI Bartels Insurance Services LLC Baraboo, WI Daniels Insurance Agency Burlington, WI Friedle Insurance Agency Wauwatosa, WI GBG Insurance Agency Milwaukee, WI Geyer Insurance Agency LaCrosse, WI

Heartland Insurance Agency Ettrick, WI Hoberg Insurance Group LLC Oconomowoc, WI Irv Hougom Agency LaCrosse, WI Mid-America Insurance Center Inc. Elkhorn, WI Miller Simonson Insurance Agency LLC Portage, WI Ott Insurance Agency Inc. Wisconsin Rapids, WI

COMPANY

ASSOCIATE

Hastings Mutual Insurance Company Hastings, MI

SMART IT Services Germantown, WI

Probst Insurance Agency Helenville, WI S & A Clements Insurance Agency Inc. Wausau, WI Shannon Crop Services LLC Menomonie, WI Soren’s Agri-Risk Management Inc. Sturgeon Bay, WI Sutton Insurance Prairie Du Chien, WI THZ Insurance Group Appleton, WI Tipler Insurance Services, LLC Oshkosh, WI

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

Making Your Sales Proposal a Winner What to do before, during and after presenting By: John Graham To put the importance of proposals in proper perspective, they are far more than a vehicle for conveying your message. They are your message. Sadly, proposals that could be winners are often rejected. They may be filled with information, but the message gets lost and they fail to capture the recipient’s imagination.

is by proposing options, preferably three. This way you avoid putting all your eggs in one basket, which makes it easy to get your proposal turned down. With options, you can argue the benefits and limitations of each one in terms of good, better and best or low, medium and high cost, for example.

To make sure your proposals get the attention they deserve, it helps to view them in three phases, before, during, and after the presentation. Each one plays a part in moving your proposal closer to winning the business.

Offering options has another plus. It opens the door for involving the customer in a helpful give-and-take, rather than putting you in the position of defending just one solution. That’s not all.

Options can also help uncover issues the customer may not have considered.

I. PREPARING YOUR PROPOSAL Proposals should be easy to follow. But watch out. What’s clear to you, can be a mystery to others. Stay away from jargon, too.

The ability to explain something simply earns you points.

How you structure your proposal makes a difference. Whether someone is reading or listening to it, organize it so the main points stand out. Of all proposal outlines, Problem-Solution works well because it keeps the focus where it belongs: on the customer.

The problem expresses your understanding of what the customer wants to correct, implement, or improve. It’s your grasp of the situation, so it’s critical to get it right because your credibility is at stake. If you fail to read the problem correctly, you’re done!

So, take it seriously and present a clear, thoughtful, and complete understanding of what the customer wants to accomplish. The way you handle the problem lets the customer know if you want to solve it or just sell them something.

If you’ve described the problem accurately, the customer will pay close attention to your solution. You want it to be viewed as thoughtful, efficient, and cost effective. A good way to do this 40 OCTOBER 18

II. PRESENTING YOUR PROPOSAL For presenters, their proposals can be more important than how they present it. This is a huge mistake. They’re a whole package.

In the customer’s mind, you and your proposal are one. If one is weaker than the other, the proposal suffers. It’s your show so do everything possible to position it to your advantage. Here’s how to do it: • Set the stage. Don’t allow your customer to guess where you’re going. Make it clear you understand the customer’s problem and lay it out clearly. Then, indicate that you and your solution reflects your company’s competence for solving it.

• Maintain eye contact with your customer. You want to make your presentation an engaging experience for you and the customer. This is why handing out hardcopy is a mistake; do it at the end. You want the customer to listen carefully and not be distracted by flipping back-and-forth through the proposal looking for the cost information.

When you lose eye contact, you lose control. If you use PowerPoint, don’t replicate your proposal, maintain eye contact by using only a few key words on each slide.

•

Communicate confidence. Your proposal is designed to be persuasive. You’ve built your case as your presentation moves from understanding the problem to an on-target solution and then to the climax of asking for the order. At no point in the presentation is confidence more critical than it is here. This is where the last impression is the lasting one.

If the customer perceives your presentation as the expression of who and what you are, you’re well on your way to winning.

waffling. You believe in your proposal, so stand by it.

From start to finish, from preparation to presentation to follow-up is a seamless process that can make your proposal a winner.

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.

III. FOLLOWING UP AFTER PRESENTING YOUR PROPOSAL Follow up is often a presentation’s forgotten phase. Yet, it’s the most important. The show’s over. You worked to maintain control and now you’ve lost it. Your presentation’s fate is now in the customer’s hands.

Sure, you’ll find a way to thank your customer for the opportunity to make a presentation. Even though you should do it because it’s is only polite, it seems rather weak and ineffective.

Some way or other, you want do more, but not something inappropriate. But now is not the time for a sales pitch. Stay on message. Since it’s likely your customer is considering several proposals, the task is making yours stand out. Simply and clearly in a few sentences (keep it short) reaffirm the accuracy of your problem analysis, along with the benefits of your solution. No

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BWOInsurance.com 8/8/18 10:3118 PM 41 OCTOBER

5 Ways to Improve Your Sales Pitch Selling insurance is unlike most other sales roles. You’re selling a complex product that requires technical knowledge, personalized customer service and attention to detail.

No matter how you give your sales pitch, whether it’s on the phone or in person, there are a few ways you can capitalize on your opportunity with a potential client. To start, stop using a presentation deck, making assumptions and going unrehearsed. If you’re ready to update your sales pitch, use these tips instead.

1.

Be prepared. There’s nothing worse than showing your nerves when giving a presentation. To avoid the embarrassment, practice before going into your meeting and be prepared: Find a good talking pace, determine the right tone and learn to maintain eye contact. You should also set action-oriented goals and identify objectives beforehand, such as agreeing to a second meeting or narrowing it down to two policies.

4.

Keep it relatable. Instead of focusing on your agency and policy options, touch on why your service matters — and why your prospect should care. If there’s a larger shift in their industry or in the world, you should mention it, discuss how it affects their company and talk about how insurance can protect them. Show them you’re up to date on trends, and reassure them that you will always bear their best interests in mind.

2.

Educate, don’t sell. Your audience is probably tired of hearing the same pitch over and over again — especially if it’s for a product they may not think they need. Bridge the gap for your client and break insurance jargon into layman’s terms. Bring charts and share personalized recommendations.

It will help them feel more comfortable with the products you’re offering and add trust to your relationship.

5.

3.

Ask questions. Instead of throwing information at your potential clients, think about the meeting as an opportunity to have a conversation. An effective insurance sales pitch involves you asking questions, listening to their concerns and offering solutions to problems. It’s a two-way street and some even say there’s an 80/20 rule to follow: A salesperson should talk 20% of the time and listen 80% of the time.

Focus on the value. Once you’ve listened to what the customer needs and understand what they want, you can respond with solutions that meet those requirements. Tell the client how you can help, focusing on the benefits and value of the insurance product, rather than the features and characteristics. You can get into the nitty-gritty details later; instead, talk about how someone else has quantifiably benefitted from your services.

OCTOBER 18 42

There are plenty of sales articles that can help you rework your sales presentation. But start with these tips and you’ll have a solid foundation to work from.

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

OCTOBER 18 43

Additional Insured Endorsements – Which Apply?

By: Craig F. Stanovich, CPCU, CIC, CRM, AU Jim O’Leary has handled many construction accounts in his 40plus years as an insurance agent. He is convinced that all of his contractor and subcontractor customers should have the “blanket” additional insured endorsement attached to their commercial general liability (CGL) policies. Specifically, Jim has instructed his sales staff to use with all the agency’s contractor and subcontractor customers the ISO additional insured endorsement CG 20 33 – Additional Insured – Owners, Lessees or Contractors – Automatic Status When Required in Construction Agreement With You. While Jim is aware that the CG 20 33 does not protect the additional insured for the products-completed operations hazard, it is his view that this “blanket” endorsement is sufficient for every other additional insured requirement.

“Blanket” Additional Insured – CG 20 33 – Written Contract or Agreement is Required Sherman Roofing Company is a longtime customer of Jim’s agency, The O’Leary Agency. Sherman operates primarily as a subcontractor, installing both residential and commercial roofing.

As do all O’Leary’s accounts, Sherman’s CGL includes the CG 20 33.

Sherman took a job replacing the roof on a residence. In this instance, Sherman contracted directly with the homeowner.

Although not addressed in the written proposal accepted by the homeowner, Sherman promised to provide the homeowner with a certificate of insurance that shows the homeowner as an additional insured.

At Sherman’s request, a certificate of insurance was issued by The O’Leary Agency that included the homeowner as an additional insured.

Jim overheard the certificate request and, after checking, found that the agreement to add the homeowner as an additional insured was not in writing. After reviewing the CG 20 33, Jim now understands that the “blanket” additional insured CG 20 33 applies only if the contractor or subcontractor agrees in a written contract or agreement to add the person or organization as an additional insured. In other words, despite the “blanket” label of the CG 20 33, the homeowner was not an additional insured on Sherman’s OCTOBER 18 44

CGL policy due to the lack of a written agreement to add the homeowner as an additional insured.

“Scheduled” Additional Insured – CG 20 10 or CG 20 26 – Specifically Schedule the Additional Insured Jim informs his staff that coverage for the additional insured must be scheduled when there is no written agreement between the named insured and the additional insured. In the case of Sherman, the additional insured had to be added to Sherman’s CGL policy using either the ISO CG 20 10 Additional Insured – Owners, Lessees or Contractors – Scheduled Person or Organization, or possibly CG 20 26 Additional Insured – Designated Person or Organization. In either case, the homeowner’s name needs to be specifically listed on the endorsement schedule to provide the promised additional insured coverage.

“Blanket” Additional Insured – CG 20 33 – “Flow down” Provision On a larger commercial project, Sherman has been engaged as a subcontractor by Malcolm General Contractors. The owner of the project is Oak Hill Towers, and the project is a 10-story, mixedused office and retail building; Sherman has contracted with Malcolm to fabricate and install all of the roofing.

In its contract with Oak Hill Towers, Malcolm, as a general contractor, has agreed (in writing) to add Oak Hill Towers as an additional insured to its own CGL policy. Malcolm has also agreed in its contract with Oak Hill Towers to require any subcontractors of Malcolm to include Oak Hill Towers on the subcontractor’s CGL policy. This is the “flow down” provision – Malcolm’s agreement to require all of its subcontractors to include the owner as an additional insured.

In its subcontract with Malcolm General Contractors, Sherman has agreed (in writing) to include Malcolm as an additional insured.

In accordance with the contract between Malcolm and Oak Hill Towers, and to fulfill the “flow down,” the subcontract between Malcolm and Sherman also requires (in writing) that Sherman include the owner, Oak Hill Towers, as an additional insured on Sherman’s CGL policy.

The O’Leary Agency has always presumed that the CG 20 33 will automatically include any person or organization that Sherman is required by a written agreement to add as additional insured, including the owner, Oak Hill Towers. In other words, The O’Leary Agency understands the “flow down” provision would also include coverage for the owner as an additional insured because Sherman has agreed in writing to include the owner as an additional insured.

CG 20 33 – Flow Down Does Not Apply to the Owner Jim and everyone at The O’Leary Agency were very surprised that Malcolm rejected the use of Sherman’s CG 20 33; the risk manager at Malcolm cites case law to support the rejection. According to that case law, the CG 20 33 includes as an additional insured only the person or organization with whom Sherman has a direct written contract – in this instance Malcolm. As Sherman does not have a direct written contract with the owner, Oak Hill Towers, the CG 20 33 would not afford additional insured coverage to the owner on Sherman’s CGL policy. Malcolm’s risk manager suggests a few different approaches. Sherman could add the owner using a scheduled additional insured endorsement, such as CG 20 10 or CG 20 26, listing Oak Hill Towers as an additional insured on Sherman’s policy. An alternative suggested by Malcolm’s risk manager is the new ISO additional insured endorsement – CG 20 38.

CG 20 38 Additional Insured – Owners, Lessees or Contractors – Automatic Status for Other Parties When Required in Written Construction Agreement Malcolm’s risk manager points out this additional insured endorsement was recently (April 2013) developed for use by ISO to provide some degree of the “flow down” coverage1. The direct contract requirement – meaning Sherman would have to contract directly with the owner, Oak Hill Towers – has been removed from CG 20 38. Based on the current contract arrangements, by using the CG 20 38 instead of the CG 20 33, not only would Malcolm automatically be an additional insured but the owner, Oak Hill Towers, would also automatically be an additional insured.

Based on the new information, The O’Leary Agency replaces the CG 20 33 with the CG 20 38 on Sherman’s liability policy.

Since 1878

Conclusion So-called “blanket” additional insured endorsements are not a universal remedy. With respect to the ISO automatic or “blanket” additional insured endorsements, coverage applies only if there is a written contract or agreement in which the named insured has agreed to add the person or organization to its policy as an additional insured; a different additional insured endorsement must be used in the absence of such a written agreement. The best approach may be to use a scheduled additional insured endorsement such as CG 20 10 or CG 20 26 – and specifically list the persons or organizations that are to be additional insureds.

Finally, even if there is a written contract or agreement, the CG 20 33 has been found to provide additional insured coverage only to those persons or organizations with which the named insured has a direct contract. Other parties listed in the contract will not have additional insured status under the CG 20 33 unless the named insured has directly contracted with that party.

The recently introduced CG 20 38 provides some of the expected “flow down” coverage for those who the named insured had not contracted with directly, but with whom the named insured has agreed in writing with others to provide additional insured status.

However, with either the CG 20 33 or CG 20 38, coverage applies only to the extent the named insured is performing ongoing operations for the additional insured.

Coverage in the CG 20 38 (and also the CG 20 33) applies only when the named insured is performing ongoing operations for the additional insured.

1

.

About the Author - Craig F. Stanovich, CPCU, CIC, CRM, AU is co-founder and principal of Austin & Stanovich Risk Managers, LLC, a risk management and insurance a dvisory consulting firm specializing in all aspects of commercial insurance and risk management, providing risk management and insurance solutions, not insurance sales. Services include fee based risk management, expert witness and litigation support and technical/educational support to insurance companies, agents and brokers. Email at cstanovich@austinstanovich.com. Website is www.austinstanovich.com.

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 OCTOBER 18 45

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. OFFICERS

Mr. Matt Cranney, CIC, CRM President M3 Insurance, 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 Vice President 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 Treasurer Grams Insurance Agency LLC 103 W Fulton St. Edgerton, WI 53534 Phone 608-884-3304 Fax 608-884-9616 julset@gramsinsurance.com Dan Wolfgram AINS, CPIA Secretary R & R Insurance Services, Inc. 1581 E. Racine Ave. Waukesha, WI 53186 Phone 262-574-7000 Fax 262-574-7080 dan.wolfgram@rrins.com

DIRECTORS

STAFF

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

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

Ryan Butzke, CIC, CISR Northbrook Insurance Associates, Inc. P.O. Box 780.

Menomonee Falls, WI 53052 Phone 262-783-5533 ryanb@northbrook-ins.com

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

Ms. Jodi Cordes, CIC, CRM, CPIA Past 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. Jeremy Cordova, CIC Cordova Agency, Inc. 716 E 2nd St. Merrill, WI Phone 715-536-9576 Fax 715-539-3349 jeremy.cordova@cordovaagency.com

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

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 OCTOBER 2018 10-11

L L U

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

F

NOVEMBER 2018 13

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

14-16

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

46 OCTOBER 18

DECEMBER 2018 5

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

6

CISR Agency Operations Rothschild, WI (7 WI CE)

JANUARY 2019 Jan 30 - Feb 1

Winter Get-Away Minocqua, WI (10 WI CE)

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