January 2015 Wisconsin Professional Agent

professional agent JANUARY | 2015

What’s Inside?

Recording Phone Calls......14 Agent Forum on............... 16 PIAW Website Habits of Successful....... 20 People Problems or......................... 26 Opportunities Classifieds........................... 28 New Members.................... 33 Cyber Tech.......................... 35

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

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From the

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

2015 – A New Year, another New Year's Resolution I can hardly believe we are already starting a new year.

I'm not finished with 2014 yet. By the time you read this we should already be working on what important thing we chose to accomplish in 2015. Doing research on New Year's Resolutions was actually quite entertaining. How lucky we all are to have such vast resources online to provide us with information. Some will choose to lose weight or become more fit. Others just choose to diet in general. Some want to set up and follow a budget, or get more organized. Maybe it is to stop smoking, to stop drinking alcohol, stop eating at fast food establishments or, stop eating chocolate or candy.

Some will find a new career while others want to stop procrastinating. The list goes on and on.

Did you know that there are Apps out there to help you achieve success with your resolution? The key to achieving your resolution is something most of us learned in our quest to reach goals in our insurance lives. First, set a specific goal. Make it measurable. Make it attainable. Make it relevant. Finally, set a time frame to achieve the goal. Exercise perseverance!

There is one additional question that one should ask before setting out to reach your resolution. Will your resolution provide a sense of accomplishment or with a sense of failure? The following is an inspirational quote regarding perseverance. The quote is: “Many of Life’s failures are people who did not realize how close they were to success when they gave up”—Thomas A. Edison

Last month I wrote about the season of giving and making a difference. Here is your chance to choose something or some way to make a difference. The following are some of the ideas for those of you who have not decided on a 2015 New Year's Resolution: • • • • • •

Reduce, Re-use, Recycle Take time to relax Take time to talk to friends and family Learn something new Help others including strangers Cut out a simple unnecessary pleasure, set aside the money and donate it to charity.

• Validate people in your life. Let them know how important they are.

• Turn your cell phone off more often • Be more positive.

Whatever resolution you choose, may you achieve success and be overwhelmed with a feeling of accomplishment.

Now for some PIA business! Have you been to our website lately? If not, check it out! Your association has been hard at work providing new content and information to the website.

My favorite area is “post your insurance careers on line”.

This area also includes information about learning about insurance careers which is a segway to the scholarships.

Scholarship applications and other information regarding the scholarship is currently available on line. Deadline for scholarship applications is 2/15/2015.

Good Luck to all in achieving your New Year’s Resolution.

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 JANUARY 15 3

Memos from

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

Map out Your Goals and Strategies for a successful 2015 CONGRATULATIONS TO Wisconsin Insurance Commissioner Ted Nickel. Commissioner Nickel was elected to the post of Secretary-Treasurer of the National Association of Insurance Commissioners (NAIC). The NAIC is an organization created in 1871 and governed by the chief insurance regulators from all 50 states, the District of Columbia and five U.S. territories.

These state regulators establish standards and best practices, coordinate regulatory oversight, conduct peer review of member regulators.

Wisconsin was one of the founding members of the NAIC and the Wisconsin Commissioner served as the first president of the organization. We are proud that Commissioner Nickel is held in such high regard by his colleagues from across the country. Our state has always been a leader in sensible insurance regulation and legislation.

LEFT TURNS are risky. The most dangerous driving maneuver on the road is a left turn. Our friends at PIA of North Dakota cited a U.S. Department of Transportation report that attributed 53.1% of crossing path accidents involved left-turning vehicles. Left turns are so dangerous because the act itself disrupts the flow of traffic. Drivers must gauge the speed and distance of the oncoming cars, cross the opposite lane, watch for pedestrians or bicyclists AND yield or miss the oncoming traffic—all in a few short seconds.

Some insurance companies report that one third of all BI and PD accidents over $100,000 involve left-turning vehicles.

Cities and states are beginning to build and restructure roads and intersections to lessen the risk for left-turning drivers. In

im

Insurance Marketing Partners

cities, pedestrians are especially vulnerable due to the leftturning driver speeding to get through the intersection and miss oncoming traffic only to run into someone crossing the street. New technology for crash sensors and communication devices will reduce some of the risk but it will be years before all vehicles are equipped with the technology. Of course, drivers who are on the phone or texting are going to smack into many more vehicles and pedestrians than those who are giving 100% of their attention to negotiating a turn.

PLANNING, PLANNING, and planning is critical for agency success. As you begin the new year, you should have already mapped out your goals and strategies for a successful 2015.

The most successful agencies hit the ground running with defined objectives that have been communicated to all agency employees and their carrier partners. It’s not too late to spend some time reviewing where you have been, where you are now and where you want to go but each day you delay decreases your ability to attain your desired results.

The old saying that “Failing To Plan Is Planning To Fail” is true for every business….and your personal ambitions as well. Be sure your goals are achievable, put them in writing, communicate them to everyone involved and monitor them frequently. Tweak your strategies as necessary during the year and at the end of 2015, you will see dramatic results.

AND REMEMBER …..It’s said that Marilyn Monroe had a goal to be a great housekeeper. I guess it’s true since in each of her divorces, she got to keep the house!

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From the

Boardroom Trey Neher, CIC, CISR — Director, PIA of Wisconsin

2015 Here We Come!

Now that the annual year end push has taken place (last minute account placement heroics, protecting our 12/31 renewals, reviewing claims reserves) , it’s time to reflect upon our past challenges and gear up for a new year.

Will 2015 be the nail biter that 2014 turned out to be?

Hopefully not.......with the November election results Madison should be “user friendly” for the insurance industry and business in general. As always, if something does occur, your PIAW staff and board will make our members aware of any industry related activity as soon as it occurs.

What’s in store for 2015? I’m glad you asked. Here are just a few of the events and items that stand out : • Our Minocqua Winter Getaway planned for Feb. 4th- 6th at the Waters Resort is in full swing. The goal is to have 100 participants and we’re well on the way to making that a reality. If you haven’t made it to one of these events you’re missing a fantastic time for an extremely reasonable cost. Your $99 charge for PIA members AND non-members will get you: 9 hours of CE credit (3 being ethics), dinner at the world famous Whitetail Inn in St. Germain and a host of additional, fun-filled activities. Please check out the exact details on our website, www.piaw.org. Dig through the magazine or call us directly. We’ll be more than happy to offer any help we can.

• As always, the attendance for our CIC, CISR and CPIA sessions continue to grow. Please remember to secure your spot early especially for our James K. Ruble seminars as they fill up quickly. Wisconsin attracts the best national speakers due to the outstanding job performed by our PIAW staff.

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6 JANUARY 15

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• Let’s talk scholarships. Every year we offer the Federal legislative Summit (FLS) scholarship to our members. Having been lucky enough to receive one of these rewards I can report that the whole session was a truly amazing experience. I encourage anyone with an interest in our political process to apply.

• Let’s talk MORE scholarships. This year at our Annual Convention taking place 8/5 - 8/7 at the Chula Vista Resort in the WI Dells, our Young Professional Agents Club will be awarding 25,000 in scholarship dollars to deserving students. These young people will potentially be taking aim at a career in the insurance industry. What a great way to help perpetuate the next generation of insurance professionals.

• Membership continues to rise through the efforts of a very driven, dedicated committee and the entire staff.

As we welcome new members, we also receive new ideas on benefits that can be offered.

• Automation , an area that we must keep in the forefront. This year we will be offering 2 CyberTech sessions. The first occurring on March 31st in Appleton; the second on April 1st in Waukesha. After our sold out session in the Dells last year, these sessions will be well attended and will supply critical information about cyber liability coverage.

These are just a few of the events that will help shape this new year. Here’s hoping everyone has a fantastic, profitable 2015 .

All the best, Trey

Graduation speeches were invented largely in the belief that college students should never be released into the world until they have been properly sedated. — Gary Trudeau

In a class by itself.

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7/9/14 9:15 AM

JANUARY 15 7

OCI Administrative

Actions Ted Nickel — Commissioner of the Office of Insurance

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

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

Allegations

and

Actions Against Agents

William Anderson, 3873 Windridge Ct., Jacksonville, FL 32257, had his application for an insurance license denied.

This action was taken based on allegations of having a criminal conviction which may be substantially related to insurance marketing type conduct and failing to respond promptly to inquiries from OCI. Chad W. Bauer, 114A E. 6th St., New Richmond, WI 54017, had his application for an insurance license denied. This action was taken based on allegations of failing to retake insurance examinations after completing prelicensing education and failing to respond promptly to inquiries from OCI. Benjamin Butler, 800 Main St., Dubuque, IA 52001, had his application for an insurance license denied. This action was taken based on allegations of failing to provide evidence of resident state insurance licensure and failing to respond promptly to inquiries from OCI. Terrance Clark, 609 Gately Ter., Madison, WI 53711, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application and failing to respond promptly to inquiries from OCI. Jason Clarke, 2007 S.W. Newport Isles Blvd., St. Lucie, FL 34953, had his application for an insurance license denied.

This action was taken based on allegations of failing to provide evidence of eligibility to work in the United States and failing to respond promptly to inquiries from OCI. Shannon R. Collins, 617 Cottage St., Merrill, WI 54452, had her application for an insurance license denied. This action was taken based on allegations of failing to retake

8 JANUARY 15

an insurance examination after completing prelicensing education and failing to respond promptly to inquiries from OCI. Siobhan Davis, 1364 S. Babcock St., Melbourne, FL 32901, 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 and failing to respond promptly to inquiries from OCI. Marc A. Denzin, P.O. Box 1972, Wausau, WI 54402, had his application for an insurance license denied. This action was taken based on allegations of having administrative actions taken by other states, having unpaid civil money judgments, committing bankruptcy fraud, and making misrepresentations on a licensing application.

Shauna Doule, 707 11th St., Menasha, WI 54952, had her application for an insurance license denied. This action was taken based on allegations of having unpaid civil money judgments and failing to respond promptly to inquiries from OCI. Kristen Fitzhugh, 1914 Pembrooke Ln., Avon, OH 44011, had her application for an insurance license denied. This action was taken based on allegations of having a criminal conviction which may be substantially related to insurance marketing type conduct and failing to respond promptly to inquiries from OCI. Mary Kay Garcia, 806 Crockett St., Midlothian, TX 76065, had her application for an insurance license denied. This action was taken based on allegations of having a criminal conviction which may be substantially related to insurance [continued on page 10]

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OCI Administrative Actions [continued from page 8] marketing type conduct and failing to respond promptly to inquiries from OCI.

a licensing application and failing to respond promptly to inquiries from OCI.

R. Parker Griffith, 216 Lynnwood Blvd., Nashville, TN 37205, agreed to promptly respond to all inquiries from OCI. This action was taken based on allegations of failing to respond promptly to inquiries from OCI.

Monica R. Owens, 3223 Fairington Dr., Lithonia, GA 30038, had her application for an insurance license denied. This action was taken based on allegations of having a criminal conviction which may be substantially related to insurance marketing type conduct and failing to respond promptly to inquiries from OCI.

Ronald Grotzinger, 7901 W. Glenbrook Rd., Apt. 102, Milwaukee, WI 53223, agreed to the issuance of a restricted insurance license. This action was taken based on allegations of having unpaid civil money judgments.

Joe L. Jude, 10025 W. Appleton Ave., Apt. 5, Milwaukee, WI 53225, had his application for an insurance license denied.

This action was taken based on allegations of having unpaid civil money judgments and failing to respond promptly to inquiries from OCI. Cheyanne Korth, 1991 Timber Lake Rd., Fitchburg, WI 53575, agreed to the issuance of a restricted insurance license. This action was taken based on allegations of having unpaid civil money judgments.

Adam I. Lefkowitz, 3705 Harwick Pl., Charlotte, NC 28211, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support.

Candace Liebner, 3238 N. Bittersweet Cir., West Bend, WI 53095, had her application for an insurance license denied.

This action was taken based on allegations of failing to complete the fingerprinting/background check and failing to respond promptly to inquiries from OCI. Cassondra Mallak, 1813 N. 11th Ave., Apt. 6, Wausau, WI 54401, had her application for an insurance license denied.

This action was taken based on allegations of failing to complete the fingerprinting/background check and failing to respond promptly to inquiries from OCI. Robert D. Monroe, 2030 E. Menlo Blvd., Shorewood, WI 53211, agreed to the revocation of his insurance license and agreed to not reapply for licensure for a period of at least ten years. These actions were taken based on allegations of failing to timely report an initial court appearance and criminal charges to OCI. Jonathan K. Newtown, 1116 5th St. E., Altoona, WI 54720, had his application for an insurance license denied. This action was taken based on allegations of having unpaid civil money judgments and failing to respond promptly to inquiries from OCI. Michael J. Olafson, 7890 S. Race St., Centennial, CO 80122, had his 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

Chad Schoenfeld, 975 Lake Haven Ct., Roswell, GA 30076, had his application for an insurance license denied. This action was taken based on allegations of failing to provide evidence of resident state surplus lines licensure and failing to respond promptly to inquiries from OCI. Leronica Shaw, 3209 N. 46th St., Milwaukee, WI 53216, had her application for an insurance license denied. This action was taken based on allegations of failing to complete the required fingerprinting/background check, failing to pass a required examination, having expired prelicensing education, and failing to respond promptly to inquiries from OCI. Steven S. Simonovic, 12322 87th Ave., Pleasant Prairie, WI 53158, had his application for an insurance license denied for 60 days. This action was taken based on failing to disclose administrative actions taken by the state of Wisconsin on a licensing application.

Cody M. Skidmore, 711 Mill St., Sparta, WI 54656, had his application for an insurance license denied. This action was taken based on allegations of failing to provide a valid mailing address on a licensing application, failing to establish eligibility to hold Wisconsin resident licensure, failing to disclose criminal charges and a criminal conviction on a licensing application, having a criminal conviction which may be substantially related to insurance marketing type conduct, and failing to respond promptly to inquiries from OCI. Dana K. Stevens, 718 S. Main St., Mishicot, WI 54228, had her application for an insurance license denied. This action was taken based on allegations of failing to complete the required fingerprinting/background check and failing to respond promptly to inquiries from OCI. Jonathan P. Stroede, P.O. Box 7, Sun Prairie, WI 53590, agreed to the 30-day suspension of his insurance license, agreed to pay a forfeiture of $500.00, agreed to provide certain information before licensing reinstatement, and agreed to not apply for additional lines of insurance authority unless and until his suspended insurance license is reinstated. These actions were taken based on allegations of failing to timely report criminal charges and address changes to OCI, owing delinquent child support, having unpaid civil money judgments, and failing to respond promptly to inquiries from OCI. [continued on page 12]

10 JANUARY 15

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OCI Administrative Actions [continued from page 10] Joshua Strong, 909 Melnora St., Rice Lake, WI 54868, had his insurance license revoked. This action was taken based on allegations of failing to pay a required fee to OCI. Deborah Suzan, 8502 Old Sauk Rd., Apt. 321, Middleton, WI 53562, had her application for an insurance license denied.

This action was taken based on allegations of failing to complete the required fingerprinting/background check and failing to respond promptly to inquiries from OCI. Nick D. Willard, 415 S. Bird St., Apt. 306, Sun Prairie, WI

Allegations

and

53590, had his application for an insurance license denied.

This action was taken based on allegations of failing to complete the required fingerprinting/background check and failing to respond promptly to inquiries from OCI. Nhia Yang, 2935 Country Dr., Little Canada, MN 55117, agreed to a six-week denial of his application for an insurance license. This action was taken based on allegations of failing to provide accurate information on a licensing application and failing to respond promptly to inquiries from OCI.

Actions Against Companies

Accordia Life and Annuity Company, 215 10th St., Ste. 1100, Des Moines, IA 50309, was ordered to pay a forfeiture of $1,500.00, 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 timely pay appointment billing fees, failing to timely pay a forfeiture assessment, violating a previous order of the Commissioner, and failing to respond promptly to inquiries from OCI. Anthem Life Insurance Company, 220 Virginia Ave., Indianapolis, IN 46204, was ordered to pay a forfeiture of $1,500.00, 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 timely pay appointment billing fees, failing to timely pay a forfeiture assessment, violating a previous order of the Commissioner, and failing to respond promptly to inquiries from OCI. Coventry Health and Life Insurance Company, 6705 Rockledge Dr., Fl. 8, Bethesda, MD 20817, was ordered to pay a forfeiture of $1,500.00, 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 allega-

tions of failing to timely pay appointment billing fees, failing to timely pay a forfeiture assessment, violating a previous order of the Commissioner, and failing to respond promptly to inquiries from OCI. Dentegra Insurance Company, One Delta Dr., Mechanicsburg, PA 17055, was ordered to pay a forfeiture of $3,000.00, 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, failing to timely pay a forfeiture assessment, violating a previous order of the Commissioner, and failing to respond promptly to inquiries from OCI. Lexington Insurance Company, 99 High St., Fl. 23, Boston, MA 02110, was ordered to pay a forfeiture of $500.00. This action was taken based on allegation of failing to respond promptly to inquiries from OCI. Trawick International, Inc., 1956 S. University Blvd., Ste. J, Mobile, AL 36609, had its application for an insurance license denied. This action was taken based on allegations of having an administrative action taken by another state and failing to respond promptly to inquiries from OCI.

2015 CISR, Hot Topics, cpia

Please visit www.piaw.org for dates and registration.

12 JANUARY 15

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.

JANUARY 15 13

Legality

of Recording Telephone Calls and Use of the Recording

by Tim Fenner

I

I am aware of a number of insurance agencies who have adopted a practice of recording telephone calls. Most agencies who have adopted this practice, will routinely record both incoming and outgoing calls. Evidently, the newer type phone systems, particularly those that operate through the computer system, have this capability. The reasons given for recording such calls are (i) customer service/ quality control; and (ii) risk management. Recordings of this sort certainly allow management to review the customer service provided by its employees, to make sure it is at the requisite level of quality.

In addition, recordings of this sort can document transactions with a customer, in the event there is a subsequent dispute as to what was said during that conversation. Assume a case where an insured makes a claim based upon agent E & O and alleges that he requested a specific type of coverage from the agent for a particular loss, but the telephone recording does not support that allegation. A recording certainly will buttress the agent's defense to such a claim.

14 JANUARY 15

However, there are a number of legal issues associated with the recording of telephone calls. This is a complex area; and involves state law, federal law, and possibly the laws of other states depending upon where the telephone conversations occurred. Attached is a memorandum that addresses two issues, i.e. (i) under what circumstances can telephone calls be recorded and (ii) can the recording be used as evidence in a subsequent court proceeding. The following memorandum is not intended to be specific legal advice as to how you should handle the recording of telephone calls within your agency, should you elect to do so. Rather, it is intended to give you a general overview of the law and issues involved.

You obviously should consult with your own attorney for any specific application to your operations.

QUESTIONS PRESENTED 1. Under what circumstances may an entity record a telephone conversation?

2. Can that recording be used as evidence in a court of law?

SHORT ANSWER Legality of Recording Telephone Calls and Use of the Recording It is our understanding that the situation prompting this inquiry is a desire to record telephone calls between insurance agents and insureds. The primary reason for the recording would be to verify discussions between an agent and an insured where, for example, a dispute arises regarding whether or not an insured requested a particular type of insurance coverage.

In the United States, there are both federal and state statutes covering the use of electronic, mechanical or other devices to record telephone conversations. The unlawful use of such equipment can give rise to both criminal prosecution and a civil lawsuit.

Federal law allows recording of telephone calls with the consent of at least one party to the call. A majority of the states, including Wisconsin, have adopted wiretapping statutes based on the federal law. These states permit an individual to record conversations to which he/she is a party without informing the other parties of the recording.

These laws are referred to as "one­party consent" statutes, and as long as you are a party to the conversation, it is legal for you to record it. Approximately twelve states, including neighboring states Illinois and Michigan, require, under most circumstances, the consent of all parties to a conversation. Where the required level of consent exists, recording of a telephone conversation is not unlawful. Federal law and most state laws also make it illegal to disclose the contents of an illegally intercepted telephone call without the required level of consent.

Under both federal and Wisconsin law, an exception also exists for recording by a business of the business calls of its employees. This exception applies when the equipment used to intercept the call: (1) is provided by the telephone company or is supplied by the subscriber of the telephone service and attached to the facilities of the telephone company; and (2) is used in the ordinary course of the business. Some courts have been less willing to apply this rule where the subscriber provides its own equipment, finding that the equipment used does not technically qualify for the exception.

The fact that an entity may be able to lawfully record a telephone conversation does not also mean that the recording is admissible evidence in a court of law. Under federal law, where a recording is lawful because there is the required consent or the business telephone exception applies, there is no restriction on the use of the telephone recording other than would apply to any evidence under the Federal Rules of Evidence.

In Wisconsin, Wis. Stat. § 885.365(1) establishes the general rule that recorded telephone conversations are "totally inadmissible." However, there are two general non-law enforcement/non-telephone company exceptions to this

rule. The first exception has two prongs: (1) The recording is made in a manner other than by interception; and (2) the party whose conversation is being recorded is informed at the time, that the conversation is being recorded and that any evidence thereby obtained may be used in a court of law. The second exception requires that the recording is made through a recorder connector provided by the telephone company which automatically produces a distinctive recorder tone that is repeated. Under the first exception, a recording that meets the business telephone exception and is preceded by an announcement that the conversation is being recorded and that any evidence thereby obtained may be used in a court of law, is not precluded from admissibility into evidence.

Where the parties to the call are located in the same state, it is clear that the subject state's law will apply. However, where parties are located in different states, the issue of whether state law (and which state's law) or federal law applies is not clear. At present, where the telephone conversation is between parties who are in different states, it is unsettled as to whether a court will hold that federal law preempts state law or whether it may choose to enforce its own laws.

Given the uncertainty that exists with respect to interstate telephone calls regarding whether federal or state law will apply, which may be the difference between one-party consent and all-party consent, it is best to error on the side of caution when recording an interstate telephone call and comply with the most stringent of rules–– the all-party consent requirement. In this connection, the above notice requirement for admissibility into evidence in Wisconsin will likely satisfy the requirement of all-party consent in other states. However, other states may have different standards regarding the use of recorded telephone calls different from Wisconsin. This issue would need to be looked at to the extent the recordings are likely to be used in actions involving state law other than Wisconsin.

In sum, if a telephone conversation is recorded: (1) using equipment that qualifies under the business telephone exception; (2) pursuant to a policy routinely applied and for a legitimate business purpose; and (3) with notice to the parties on the call that the call is being recorded and that the contents may be used in a court of law, the recording of the telephone call is lawful and will not be subject to the state of Wisconsin's limitation on admissibility. Standard evidentiary rules regarding admissibility would still apply requiring authentication of the call by among other things establishing the call took place on a given date and time and identifying the parties to the call.

Timothy D. Fenner • 608.283.6733 • tfenner@axley.com

JANUARY 15 15

AUTOMATION c rner I

let's help each other

It’s a Friday afternoon in July and an insured calls needing coverage on the home they are closing on in three hours and has to have proof of insurance, and the home shares a driveway with a business they do not own. Nobody at the agency knows who would write this and none of the underwriters are answering their phones. Bob the agency owner (who is of course working late on this Friday) remembers Stew placed a similar risk recently and went to his office to ask him. Wait, it’s a Friday afternoon in July, Stew is gone….

Josh Overlee PIAW Automation Committee

I truly believe this member forum is going to be a great benefit for members and also future members as it adds to the overall value of PIA Wisconsin.

To get signed up go to www.piaw.org and fill out the registration and disclaimer.

Thank you to Seth @ Project 42 for all your work setting this up. Thank you also to my fellow automation committee members and staff at PIA. Thank you everyone. Lets make 2015 another great year!

We've all been there. It’s time consuming, it's frustrating.

What's the solution?

Try PIA of Wisconsin's own agency forum on their website.

We anticipate this being available in just a few weeks, or if you’re reading this late it may already be "live"!

Yes, you can find similar forums on social media sites such as LinkedIn, but ours is built for us here in the lovely, but cold state of Wisconsin. Not that our fellow agents in other states aren't helpful but we know everything changes when you cross the state line. And the next time the insured calls with that last minute closing, Bob the agency owner can say “I remember seeing a discussion regarding this type of risk on the PIA forum” and has the CSA look it up. They are able to place the risk with ABC Insurance and everyone is happy. Of course after all of this work, the closing gets postponed until next Wednesday!

This will not only be a great tool for agency owners, but also agents, customer service reps, marketing reps, even accounting. Our initial topic of discussion will be focused on agency management systems as many of us still need to choose a replacement for the inevitable departure of FSC. Kathy Mulder did a great job last year getting everyone together for the Automation trade show, but as time goes by so does our memory. Many of us have questions and would like to hear the opinions of fellow members who have used the systems, and maybe are even willing to extend an invitation to try out the system at their agency.

As a registered user you will be able to read ongoing conversations, give your input or start a new discussion on a topic your looking for more information about…. such as how do we get more young professionals interested in insurance?

Great question, PIA actually has a committee working on that as well!

16 JANUARY 15

There is

more than one thing

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PIA of Wisconsin now offers: Certified Risk Manager (CRM) Courses and Ruble Specialty Seminars.

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the 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; Martin.Brian@PartnersMutual.com or Mike Ottman at 262.432.3418; Ottman.Michael@PartnersMutual.com.

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www.piaw.org 800-261-7429

Attention Utica E&O Policy Holders: The following PIAW education classes are approved for Utica’s premium discount.

Please contact Darcy at PIA for details.

1-800-261-7429 or dbrown@piaw.org • Any CIC Update • CIC Agency Management • CISR Agency Operations • Dynamics of Service • PIAW Ethics and E&O Seminars • PIAW Conducted In-House Seminars

Education Schedule: www.piaw.org or 1-800-261-7429

Through a new partnership with Vertafore, PIAW is offering FREE access to Sircon online licensing and continuing education management services.

Login to: www.piaw.org and get started today!

USING SIRCON SERVICES, YOU CAN: • APPLY FOR A LICENSE • RENEW YOUR LICENSE • LOOK UP AVAILABLE COURSES • CHECK LICENSE RENEWAL STATUS • CHECK LICENSE APPLICATION STATUS • REQUEST A LETTER OF CERTIFICATION CERTIFI • UPDATE YOUR NAME OR ADDRESS • FIND YOUR LICENSE NUMBER/NPN • CHECK YOUR STATUS WITH A STATE • MAINTAIN YOUR FIRM ASSOCIATION • UPDATE YOUR ADDRESS • UPDATE YOUR EMAIL ADDRESS • PRINT YOUR LICENSE © 2011 Vertafore, Inc. Vertafore, the Vertafore logo and design, Unleash your potential, and the Vertafore trademarks listed are owned by Vertafore, Inc.

18 JANUARY 15

here when it matters most there when it matters most there when it matters most there when i

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Price - Personal and commercial lines rates consistently among the most competitive in the state.

Product – Superior products with enhanced coverages.

And Sheboygan Falls agencies benefit from a total compensation package that’s one of the best in the industry.

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

Remaining competitive in price, product and agency compensation… another way Sheboygan Falls is “There When It Matters Most.”

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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.

JANUARY 15 19

Practicing the

Seven Habits in Insurance Agencies HABIT THREE

By Agency Consulting Group, Inc.

P

Putting First Things First As most readers know, we are living practioners of The 7 Habits of Highly Effective People as codified by Stephen R. Covey in 1989 when he was 57 years old. We lost Stephen to a bicycling accident in 2012 but the principals he wrote in the “7 Habits” have been and continue to be life-changing for those who subscribe to a ethics-based life in both personal and business matters.

We believe so firmly in the principals of the 7 Habits that we re-read them and act upon them regularly. We recommend that you pull it down from your shelves (at 25 Million sold, I know that most of us have at least one copy somewhere) and re-read it yourself. If you can’t find your copy invest in a new one. The message never gets old.

But for those who may view the 7 Habits from a generalist’s standpoint we would like to re-iterate the habits specifically for insurance agents. Agency Consulting Group, Inc. has incorporated the 7 Habits in all of its consulting and training modules. Many of our clients will find these principals very familiar indeed.

20 JANUARY 15

PUT TING FIRST THINGS FIRST Covey’s third habit can be reduced to the principle of doing the most important things first. Much of our time as agents is spent taking care of either routine matters or of crises. In the long run, neither is productive. Yes, routine matters must be done. And we can’t avoid some crises. But, Covey points out that the most productive use of our time is to accomplish those tasks that are not urgent, but important. Planning, not reacting, is important. Prevention, not repair, is important.

Building relationships, not counseling to determine why they aren’t working is important.

Of course, some important things are urgent as well.

However, many of our customers and employees try to manipulate us with the “squeaky wheel” syndrome. If they squeak often enough and loud enough, they figure that we’ll have to take care of them. For some people, this is the only way they feel they can get anything done. But many of those crises, while urgent, are not as important as some other issues – like marketing our largest account to avoid undue competition, or evaluating and thanking our strong performers for their continued support. In reality, however, many of these important tasks in our business (and in our personal) lives languish while we spend our day fighting fires that are caused by others to get us to react to them.

This principle tells us to evaluate our choices and do what’s important, not necessarily what’s easiest or most urgent.

Covey gave us a simple but effective way of determining whether we were managing to this Habit, the Time Management Matrix, in which he asks us to categorize what we have available to do as Important or Unimportant and as Urgent or Not Urgent. The key to our self-organization is to always work on Quadrant Two (things that are both Important and Urgent) as our priorities. Second priority belongs to things that are Important but Not Urgent. Third priority are those things that are Urgent but Not Important and our last priority should be to those items that while easy to do (in most cases) are neither Urgent Nor Important.

In terms of most agency operations, look at your new business opportunities and your renewal opportunities. New Business is always a top priority, but how much time should

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you devote to quoting or proposing if you don’t yet have all the information you need to do so? This becomes and Important, but Not Urgent item and the only urgency is to get the remaining information to permit you to move forward.

At 90 days prior to renewal, most agencies begin working on analyzing and validating a client’s renewals. However, if you have renewals within 30 days of expiration that have not yet been worked to successful conclusion, that 90 day renewal should not be prioritized before a closer renewal. Important, but not Urgent from a priority standpoint. Meanwhile that 30 day renewal becomes BOTH Important AND Urgent to the well-being of the client and of the agency.

When a client wants a change made to his policy, it is always important to him. However, if he is unsure if you are processing the change, he may contact you numerous times to assure himself that the change is being implemented. Those contacts are neither Important Nor Urgent if you have already processed the change and are awaiting carrier confirmation.

Certainly, you may contact the carrier every time the client contacts you, but these are wasted efforts for staff who certainly have more important items on their agendas. Your diary becomes an Important but Not Urgent item unless the target date passes without that confirmation of change.

This brings up the final point about prioritization and Putting First Things First. Priorities are not stagnant. They are everchanging. So, as often as needed, the items should be recategorized in your Quadrants. It is not unusual to have items shifted from Q4 (Unimportant and Not Urgent) up to Q2 (Important but Not Urgent) or Q3 (Urgent but Unimportant).

Rarely should something move from Q4 to Q1 (Both Urgent and Important) or from Q4 to Q1 in one step. Re-categorize your priorities as frequently as needed to be sensitive to the importance and urgency of everything you have to do.

Reprinted with permission from The Pipeline by: Agency Consulting Group, Inc. THE PIPELINE | PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES - HABIT THREE | Copyright © 2014 Agency Consulting Group, Inc. | Agency Consulting Group, Inc. www.agencyconsulting.com | 800-779-2430

The trouble with jogging is that by the time you realize you're not in shape for it, it's too far to walk back.—Franklin Jones

JANUARY 15 21

Hot Topic/Ethics Seminars

Anyone Can Attend! No Designation Required.

All Approved for the Utica Premium Discount!

These William T. Hold Seminars are an approved CISR update option .

John Dismukes CIC, CPCU, AAI, AIS

Radisson – Madison "Things I Wish I Knew 40 Years Ago" Personal & Commercial Lines, Ethics 7 WI CE, 3 of 7 Ethics – new Course #s $170.00 includes lunch

february 18

8:00 – 4:00 p.m.

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

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V i sit w w w .pi aw .org for a W e b in a r d e m o a n d c o u r s e d e s c r ip t ion s. (a) (b) (c) (d) (e) (f) (g) (h) ( i) ( j )

National Health Care Reform Ethics for Insurance Professionals (Ethics CE and Utica approved) BIP(idy) BOP(idy) BOO(ze): Turning Three Mundane Coverages Into Magic CHAOS: Contracts, Hold Harmless, Additional Insureds and Other Stuff Cybertech: Recognizing and Insuring Electronic Risk It’s Personal: Home and Auto Exposures Your Insured Won’t Tell You Social Networking: OMG or E&O? (Utica approved) Life Insurance Concepts for the P&C Agent Contractors: Insuring the Liability Exposures Contractors: Insuring the Property Exposures JANUARY ( i ) 14th 12 – 3 (h) 20th 8 – 11 (g) 21st 12 – 3 (b) 26th 12 – 3 (e) 27th 12 – 3

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Fee per Webinar: $50 PIAW Member / $60 Non Member All times CST If you need WI CE from a webinar that takes place the last week of your deadline please contact PIA. Register at www.piaw.org or call PIA at 1-800-261-7429

Attention CICs!

Exciting update options; they fill up quickly.

CIC Graduate Ruble Seminar February 19 & 20, 2015 | Hilton Garden Inn – Milwaukee, WI May 20 & 21, 2015 | Marriott Madison West ­­– Middleton, WI October 14 & 15, 2015 | Radisson ­­– Green Bay, WI 16 WI CE (4 are optional Ethics)

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

JANUARY 15 23

Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits

commercial PROPERTY

commercial casualty

January 21-23, 2015 Radisson / Oneida Casino – Green Bay, WI 920-494-7300 $99 rate through 12/21/14 – includes full breakfast

March 4-6, 2015 Marriott Madison West – Middleton, WI 608-831-2000 $119 rate through 2/3/15 – includes internet

• COMMERCIAL property coverages & endorsements • commercial property cause of loss forms & endorsements Allen Messer, CIC, CPCU • time element coverages Patti Gardner, CIC, CRM, CPCU • commercial inland marine coverages • commercial crime • business owners policies Paul Burkett, CIC, CRM, JD, CPCU, ARM, ALCM

WI CE Course # 69300

Day One: 8:00 – 5:15

Day Two: 8:00 – 5:00

• COMMERCIAL GENERAL LIABILITY • ADDITIONAL INSUREDS Patrick Deem, CIC • BUSINESS AUTOMOBILE COVERAGES John Dismukes, CIC, CPCU, AAI, AIS • WORKERS COMPENSATION • EMPLOYMENT PRACTICES LIABILITY INSURANCE • EXCESS LIABILITY/COMMERCIAL UMBRELLA COVERAGES Kevin Brady, CIC

WI CE Course # 69299

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

$405.00 per institute. Register at www.piaw.org or call 800-261-7429.

24

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Standing on the football field in the fall of 2011, hours before a Baltimore Ravens game against the Pittsburgh Steelers, I reached out to shake the hand of former NBC Sports President Dick Ebersol and introduced myself. “Nice to meet you. I’m Gerry Sandusky.” He snatched his hand back, a flinch reflex as if my hand were on fire. Before I could say, “Gerry with a G, no relation to the former Penn State coach,” Ebersol had disappeared into a nearby crowd of people, a safe distance from the awkwardness caused by the sound of my name, an identical sounding name as a convicted child molester.

Problem.

26 JANUARY 15

Probortunities

The Four Pillars of Seeing Opportunities in Problems

S

Several months later, I stood along the rail at Belmont Park racetrack in the middle of a dozen reporters preparing to do live TV reports. Holding the microphone in my right hand I stared into the TV camera and delivered a live-tease to an upcoming story. “Triple Crown hopes arrive at Belmont.

I’m Gerry Sandusky. That story, next.” I could feel the other reporters gawking at me. A conspicuous silence hung along the track rail. Problem.

A year later, I took my family on a trip to Manhattan. At the check-in counter, the agent asked my name. When I told him, his eyes unlocked from mine and scanned the room. He later admitted his instincts led him to look for police. Problem.

The sound of my name has caused plenty of problems. Still does. But it has also given me something marketing experts call “stickiness.” People remember my name. It catches people’s attention. It may have led you to read this article.

Opportunity.

Look at the word “opportunity” and focus on the end of the word. The final five letters spell unity. My experience has taught me to believe in and look for the unity between problems and opportunities—even if it takes a little while for the opportunity to present itself. I call that probortunity thinking.

The inventor of 3M’s Post-It Notes used probortunity thinking. In 1968, Dr. Spencer Silver set out to create a super glue to improve the adhesive used on 3M tape products. Instead, he ran into the problem of developing an adhesive that worked on paper only until someone pulled on the paper.

The problem of an adhesive that didn’t quite work evolved into the opportunity to create a product that has filled office cubicles ever since.

The nature of the problem of my name changed dramatically once I saw the opportunities it could lead to. Along the way, I discovered four pillars that will support anyone’s search for opportunities in the realm of problems.

by Gerry Sandusky

Probortunity Pillar #1: Don’t Run; Don’t Hide Accept the problem. Don’t ignore it. It’s there. So is the opportunity it will give birth to. But you can’t begin to see the probortunity until you stop denying the problem.

Probortunity Pillar #2: Choose Your Response We always have the power to choose. You don’t have to like the problem–who does? But you don’t have to lash out at problems, whine about them or feel treated unfairly by them.

You can choose to respond in a way that makes you feel better. It’s hard. I know. I chose not to fight everyone who called me a rapist. I chose not to return profanity to everyone who used it with me on social media. It was hard, very hard. Then I experienced a transformation: I learned the more I exercised power of choice, the stronger it becomes, and the stronger I become. Gradually, I became more powerful than my problem. You can too.

Probortunity Pillar #3: Change the Angle of Your Approach If you keep staring at the problem you’ll never see the opportunity. You’ve made your peace with the problem; now ask yourself what you can change to see the situation differently?

In the third quarter of Super Bowl 47, the electricity went out in the New Orleans Superdome. Problem. We had no power for the radio equipment in our broadcast booth.

Problem. My quick-thinking producer handed me a cell phone that he had dialed into the call-in number. That got us on the air. Opportunity. For the next 34 minutes while the TV booth remained in the dark, our radio ratings soared.

Probortunity. When the lights came back on the problem went away—so did the opportunity. Our ratings went back down.

Sometimes when your problems go away so do your opportunities. [continued on page 28]

JANUARY 15 27

Probortunities . . . [continued from page 27]

Probortunity Pillar #4: Be a Lighthouse, Not a Courthouse Once you’ve identified the problem, stop wasting time figuring out whom to blame. That’s the domain of courthouses, the domain of judges. Instead, ask what this problem can teach you and how you can use it for good. By choosing not to respond to every one who made an offensive comment to me, I ended up having a positive impact on people in ways I could have never imagined—and they did the same for me. A young man struggling with terminal cancer sent me a message on Facebook thanking me for showing him that he didn’t have to lash out at his problem. He said it helped him make peace with his cancer and enjoy the end of his life instead of fighting it. When he shared that with me, my notion of problems changed. What problem did I have? I hoped I might lift someone else and someone else lifted me. That’s the power of probortunity thinking.

Get Online With PIA Eservices

Here’s the ultimate power of probortunity thinking: It’s available to everyone—just like problems. There is one big difference between problems and probortunities. Problems always find you. It’s up to you to find the probortunities.

Gerry Sandusky is the play-by-play voice of the Baltimore Ravens, and a speaker, corporate trainer and author of The New York Times bestseller, Forgotten Sundays. He is the recipient of two regional Edward R. Murrow and Emmy Awards for his accomplishments in broadcast journalism.

Gerry’s energetic and insightful presentations will impart the value of effective leadership techniques and communication on your audience. For more information on Gerry, please visit www.GerrySandusky.com.

Websites | Social Media | Blogs | and More!

www.pia-eservices.com

classifieds Qualified Applicant Wanted Job Description We are looking for a licensed agent with experience in Commercial Lines to perform front line underwriting, handle calls, answer coverage questions and ‎inquiries from agents. This person would also be a mentor of new agents with respects to completion of applications, company products, etc. Work with underwriters and agents to ‎provide competitive quotes and other duties as assigned.

Job Requirements 3-5 years of experience providing commercial lines customer service in the insurance industry as a Producer/ CSR. Excellent customer service, problem solving skills, effective verbal and written communication skills. Must be able to work with a team and the ability to work under pressure.

SIA of the Great Lakes, LLC 727 Cormier Road, Suite 201 Green Bay, WI 54304

28 JANUARY 15

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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New Agency • Employee N e w A g e n Orientation cy Employee Orientation • D e l i vService ering Quality Service Delivering Quality • P eCoverage r s o n a l L i nBasics es Coverage Basics Personal Lines •

C o m m e r c i a l L es Coverage Basics Commercial Lines Coveragei nBasics

Pre-Licensing

• 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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• • • •

•• V aSecurities riety of Topics

– 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

JANUARY 15 29

PEOPLE WHO EARNED THIS ALSO EARNED MORE

30,900 MORE OF THESE

PER YEAR.

If you’re looking to jump start a new career or make more with the one you are in, education is your best investment. Now, more than ever, it is important to invest in your greatest assets—yourself and your people. According to The National Alliance Producer Profile, commercial lines producers with the Certified Insurance Counselor (CIC) designation earn 30% more than those without the designation. To learn more about the CIC Program, call or visit us on the web.

The most successful training programs for insurance professionals

30 JANUARY 15

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

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.

JANUARY 15 31

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

32 JANUARY 15

March 18 • Rothschild March 19 • Fond du Lac $170 Per Course Register at www.piaw.org or call 800-261-7429

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JANUARY 15 33

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

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

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

www.piaw.org 1-800-261-7429 34 JANUARY 15

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

Contact PIA of Wisconsin today!

1-800-261-7429 • www.piaw.org

CyberTech (6 WI CE Credits, # 70764)

2015 March 31 – Radisson / Appleton April 1 – Marriott Milwaukee West / Waukesha 8:30 a.m. – 3:30 p.m.

Jerry Hargrove, J.D., CIC, CPIA, SCLA, FCLA, PICS, LICS Insurance Litigation Counselors Euharlee, GA

How many of your clients have a third-party exposure because of technology/innovation and have no idea their traditional liability and property policies are woefully inadequate? Are you doing your job in offering intangible loss coverage to protect your clients and manage your own errors and omissions risk? Today, Cyber Insurance is a critical additional cost of doing business. Cyber coverage is not a future need, it is here now!

• •➢ •➢ •➢ • •➢ • •

When Traditional Bricks & Sticks Policies Don’t Work Cyber Insuring Agreements including Privacy and Security Liability Crisis Management Cyber Extortion Media or Web Content Liability (Copyright & Patent Infringement) Custom Design of Coverage for Intangible Risk IT Failure Electronic Data

Register at www.piaw.org or call 1-800-261-7429. $85 PIAW Member / $105 non-member Includes break items and lunch.

V i s i t o u r g en e r o u s s p o n so r a t www.er i cks o n l ar s en i n c. c o m

Looking for Success? The Feeling Is Mutual.

Rockford Mutual is committed to building strong agent relationships and offering competitive products and outstanding claim service. And that means, when you’re successful, we’re successful. Ready to get started?

For more information about becoming an independent agent for Rockford Mutual: please contact us at 815/489-3158 or visit www.rockfordmutual.com

JANUARY 15 35 2015 CyberTechSeminarFINAL.indd 1

11/20/14 8:55 AM

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 JANUARY 15

STAND OUT! Set yourself apart with the CPIA designation.

The PIA of Wisconsin is a proud sponsor of the Certified Professional Insurance Agent (CPIA) professional designation program. The CPIA designation is comprised of a series of Insurance Success Seminars. These three, one-day workshops, teach practical "before", "during", and "after" the sale techniques for insurance producers, sales managers, account managers and company marketing representatives. Completion rule, 3 years from first course. No exams.

Participants leave with ideas that will produce increased sales results immediately. In fact, The Insurance Success Seminars are guaranteed: Implement the principles covered in these sessions and experience a 20% increase in personal production within six months, or your registration fee will be refunded!

To maintain the CPIA designation: fulfill a bi-annual update by attending one of the three core seminars, an Advanced Insurance Success Seminar, a Pro-to-Pro Retreat, or maintain an active Level 2 or Level 3 membership in the AIMS Society. The CPIA designation is approved by Utica Mutual as part of the premium discount program.

10/13/15 Advanced Insurance Success Seminar: “Prospecting” with Steve Anderson, CIC. Steve is the leading authority on Insurance Technology, Productivity & Profitability.

Open to Everyone. A CPIA update option. Utica approved for premium discount. Green Bay. (7 WI CE Pending) 

The AIMS Society is a national organization dedicated to providing interactive marketing and sales training, ongoing resources and networking opportunities to insurance professionals. www.aimssociety.org You can attend the CPIA courses in any order. No Test. Approved for 7 Wisconsin CE credits.

CPIA 1 - Position for Success

CPIA 2 - Implement for Success

During this program, participants are encouraged to focus on internal and external factors affecting the development of effective business development plans.

Factors discussed include a review of the state of the insurance marketplace; analysis of competitive pressures; necessary insurance carrier underwriting criteria; and consumer expectations and understanding.

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

WI CE Course # 65338

CPIA 1 – May 26, 2015 Radisson Green Bay

WI CE Course # 65340

CPIA 2 – May 27, 2015 Kelmann Restoration Wauwatosa

CPIA 3 - Sustain Success WI CE Course # 65339

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

CPIA 3 - May 28, 2015 Wisconsin Mutual Ins. Co. Madison

Course Schedule 8:30 – 4:00 Lunch On Your Own 12:00 – 12:45 Registration Fee Per Seminar: Includes Seminar Materials, Coffee a.m. & Soda p.m.  PIAW Member $155.00  Non Member $190.00 Register at www.piaw.org or call PIA at 1-800-261-7429 JANUARY 15 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

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)

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 JANUARY 15

March 2015

April 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)

FOLLOW OUR INDUSTRY PIONEERS

NOW PLAYING!

ACUITY For All That Matters

WWW.ACUITYU.COM

CE VIDEO 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.