PIAW July 2015 Wisconsin Professional Agent

professional agent JULY | 2015

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CSR of the Year.................... 8 The Wisconsin.................... 18 Insurance Plan Mobile Searching.............. 20 New Members.................... 21 Education Section (see yellow tab pages)..... 22 A Memo From FEMA......... 25 Build a Killer Sales............ 34 Attitude

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22 Reasons Why Sales..... 36 People Don't Make Sales

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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

Appreciate/Appreciation This was by far the hardest article that I had to write this year being that it is the last. I have started it numerous times and finally came up with what I feel I should write about this month.

I decided to follow my theme from the entire year. To choose a word, consult the dictionary, select a definition, locate an appropriate quote for the subject and write.

The theme this month is APPRECIATION. As I read several definitions from different sources, I decided to create my own definition by combining more than one. So here goes: • To recognize the full worth of or quality of • To be thankful and show gratitude • To be fully aware of • To value, treasure, admire and respect I learned more than one thing this year. As President of this organization you are never alone. You are surrounded by helpful and knowledgeable individuals who know their job and help to make your role as President seem easy.

Therefore, I want to start by recognizing Executive Vice President Ron Von Haden and the PIA Staff, Brenda, Darcy, Becca, Mandy and Heather. We are very fortunate to have all of them. They are the drivers of this organization making it a well- respected and renowned organization.

I also want to recognize the PIA Executive Team of Rick Clements, Jodi Cordes, Brian MacGillis, Dennis Kuhnke and Jeff Glass and the remaining Board of Directors, Matt Cranney, Trey Neher, Kathy Mulder, John Klinzing, Jeremy Cordova, Tom Budzisz and Michael Keener. I was fortunate to have these wonderful people provide me with their support, expertise, knowledge, friendship and teamwork needed to help me continue to make PIA of Wisconsin the best.

I also what to recognize those individuals who accepted

Since 1878

my invitation to chair the various committees within our organization and attempt to reach the goals and charges provided for them at the beginning of my term. They are Sandra Hardrath-Agent Services, Sean Patterson-Public Relations, Julie Liebelt-Education, Julie Ulset-Young Agents, Tracy Oestreich-Convention, Dennis Kuhnke-Legislative, Trey Neher-Nominations and Awards, Brian MacGillisMembership and Josh Overlee-Automation. Thank you to the committee member that volunteered their time. Many goals were met and I am proud of each committee for their efforts and hard work.

Finally, I want to recognize the largest group – YOU THE MEMBERS. Without all of you, the PIA of Wisconsin would not exist. I want all of you to know that Board and PIA Staff takes your membership to heart in all that it does. You are all PRIORITY ONE! With that said, I would like to let all of you know that I recognize the full worth of the organization and the people who make up this organization. I want to thank all of you for allowing me the privilege and honor of leading such a wonderful organization. I am fully aware of and value each and every one of you. I will value and treasure this time, the knowledge that I have received and the friends I have made.

You have my deepest admiration, gratitude and respect.

The quote this month is: “Make a habit to tell people thank you, to express your appreciation sincerely and without the expectation of anything in return.

Truly appreciate those around you and you’ll soon find many others around you. Truly appreciation life, and you’ll find that you have more of it.” Ralph Marston I look forward to seeing all of you at the PIA convention in the Dells.

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Homeowners • Farmowners • Commercial • Rental Properties • Seasonal Properties • Umbrella JULY 15 3

Memos from

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

66th Annual Convention There are no lazy days of summer at the PIAW office.

The staff is busy preparing for the 66

th

annual convention,

in addition to the normal work flow. Our conference room fills up quickly as signs, banners, seminar materials, prizes, attendee packets, meeting materials and tons of other convention goodies begin to pile up on the tables.

It takes a lot of planning and preparation for this annual three day event as we gear up for nearly 500 people to come together for a tremendous experience. As always, there will be parties, golf, a huge trade show, great food and spirits, education, industry awards and networking. And there are a few special treats for attendees this year!

The Chula Vista Resort in Wisconsin Dells is a phenomenal place to hold a convention. Indoor and outdoor water parks and magnificent boat cruises in the Wisconsin River gorges make it an exceptional place young families and our entire PIA family. As an added bonus, Chula is offering attendees a two bedroom condominium suite, complete with a Jacuzzi and full kitchen facilities…at less than the normal rate for a standard hotel room! These rooms will go quickly so call to confirm your room under our PIA group code of C87622.

You can earn a premium discount off your Utica E&O policy (and 3 Wisconsin CE credits) by attending the Mock E&O trial. As the E&O attorneys present real-life scenarios with fictional characters, you will get a feel for the pressure of

You won’t want to miss the hilarious comedy of nationally known Matt Jernigan as he takes pokes at celebrities and musicians following the Awards Dinner on Thursday evening. As a final send-off, sales coach Sheldon Snodgrass will show you how to turn your CSR’s into sales machines. What agency would not benefit from increased sales activity by their customer support staff?

All this fun, food, spirits, entertainment, education, CE credits and discounts for only $130.00? Ya gotta be kidding me!

YOU CAN BE PROUD of your PIAW Board of Directors and committee chairs for their fiscal prudence and responsibility.

Once again, the association ended our fiscal year with a positive net operating balance. Every year, the Board scrutinizes a budget that analyzes every aspect of PIAW operations.

They work line-by-line through all facets of the organizations administration and programs to provide the greatest benefit to members at the most efficient cost. Products and services are reviewed, approved, expanded or eliminated based on the needs of members. Nothing is sacred when it comes to the detailed review of the annual budget. At the end of our fiscal year, the accounts are compared to the budget projections with a goal of improving the member value proposition.

Year after year, the Board has made wise decisions to keep PIAW at the peak of association efficiency while providing adequate financial reserves for emergencies. I applaud each Board member for their dedication! You should too.

being under the spotlight of investigation in a courtroom.

AND REMEMBER …..If you do nothing long enough, some-

This is always entertaining, educational and intense.

thing is bound to happen.

im

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JULY 15 5

From the

Boardroom Jeremy Cordova, CIC — Director, PIA of Wisconsin

Time Management Skills In preparation for my first “From the Boardroom” article I started by doing a little homework with respect to topics previously covered. During the course of that homework I grew more anxious about my article as I reviewed the many great submissions written by current and past PIAW board members as well as other material throughout the excellent Wisconsin Professional Agent magazine. As I literally backed myself into a corner with respect to the deadline for this article it hit me that I needed to work on my time management skills, and thus a topic was born. The pace of life today for many of us is so hectic that without some semblance of time management skills you run the risk of having a nervous breakdown or worse. In my quest to improve my personal time management ability I came across a couple of ideas that really stood out to me for both their simplicity and the value they could have in “freeing up” some of that precious time.

1) Enforce a “Closed Door” policy.

Don’t be afraid to set the phone on do not disturb and close your email client for a set time, daily if necessary.

Communicate this clearly to others in your organization to avoid interruption. Utilize this time to respond to important, non-urgent items to avoid a backlog.

2) Assign a time for mission critical activities.

No matter what aspect of the insurance industry you work in, you have activities that are the most vital to your ongoing success. Since for many of us 20% of our activities drive 80% of our success, it makes good sense to prioritize these activities and schedule a block of time to accomplish these on a

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regular and timely basis.

3) Probe for and establish deadlines.

In the technologically driven business we find ourselves in, expectations for almost instant response have become the rule rather than the exception. The axiom of under-promise and over-deliver comes into play here. Fight your tendency to assume that the expectation is for instant completion of a project and ask for a firm deadline. Help your team prioritize their work by giving them deadlines for completion, especially for projects requested via email. Then when your stellar time management skills allow you to over-deliver you get to be the hero.

4) Delegate where possible, practical, and where it makes financial sense.

A particularly tough one for owners even though staff may not think so. Delegating tasks to the appropriate team member is critical both to the service level your internal and external customers receive, as well as your bottom line.

So while this is certainly not new information, it bears repeating and reminding no matter what stage of your life or career you are in. Putting these suggestions into actual practice could go a long way to helping you reclaim some of that sanity you vaguely remember having. I resolve to implement these four suggestions and revisit my success or lack thereof on a monthly basis and report back in a future article. Now please excuse me, I have 3 phone calls to return, 12 emails to reply to, a lineup card for my little league team to complete, football camp to drop my son off at………….

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Outstanding

CSR of the Year Ericka Berceau, CISR — Commercial Account Manager, The Starr Group

Congratulations Ericka!

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

“In today’s political, economic, and social environment, the use of the English language has undergone significant change. Even in our insurance industry, words, partial words, and titles can have a multitude of meanings – some of which are unclear and even vague. In the current insurance agency environment, the meaning of the term ‘Customer Service Representative,’ has frequently been replaced with the terms “Account Manager, ‘Account Executive,’ ‘Client Service Advisor,’ etc. In your judgement, is there any important difference in the meaning of these titles in terms of one’s knowledge, expertise, compensation, and responsibilities? Do you believe these different titles make a difference to your clients, coworkers and insurance companies?”

Ericka's Winning Essay Shakespeare’s play, “Romeo and Juliet,” made famous the phrase “What’s in a name?” That statement, though dated, is a direct reference to the inconsequence of a title, surname, or label. Times have changed quite a bit since Romeo and Juliet’s love affair. So has the English language. Modern vernacular is not nearly as flowery or comprehensive. We often abbreviate words beyond recognition and even condense common phrases to a handful of letters.

The insurance industry has had its fair share of language changes. Years ago, “my secretary” would have been enough to inform a customer that a particular person was designated to help the boss. Little thought was given to how that title might affect a customer’s perspective. If the task was performed well, the customer was satisfied that the “secretary” had done his or her job.

In recent years, a great deal of emphasis has been put on the importance of industry titles. But why does this matter, and to whom? To our own little community of insurance professionals, there is a definite difference between a Producer or Agent and CSR; one sells and one services.

The difference is less obvious, however, between Customer Service Representative, Client Service Advisor, Account Manager, and Account Executive.

As the business climate changed, traditional administrative roles in the insurance industry became more defined Government rules and regulations required insurance CSRs to become licensed, giving them additional accountability and influence. This, combined with most Customer Service Representatives’ genuine willingness to assume more responsibility, turned the tide for the traditional insurance processor.

From an agency perspective, titles are often given to define 8 JUly 15

position descriptions. The primary functions of a position are listed in a position description, confirming employee and employer agreement on responsibilities and expectations.

Position descriptions also include such items as qualifications, educational requirements, and physical requirements, to assist potential candidates and recruiters.

Let us be honest, a lofty title can also go a long way to pad the human ego. While many individuals consider their title irrelevant, headings and labels give some a feeling of importance. It indicates to them that their agency is acknowledging their experience, expertise, and determination.

Titles do not cost the agency money and can be a low-cost, yet effective, way to make employees feel essential to the company’s success.

In an August 2014 study, researchers at the Academy of Management Journal determined that employees were less stressed when they were allowed some latitude in creating their own job titles, allowing them to better express themselves. The study found that this creative self-titling broke down barriers within companies and had wide-ranging implications for employees’ personalities. In allowing employees to self-title, their unique value was brought to their position, reducing emotional exhaustion and increasing the employees’ self-verification.

Designations like CIC and CISR further define agency roles and titles. These designations garner respect from our peers and speak volumes about our commitment to the industry.

Professional certifications also have a direct link to increased earnings potential, job security, and agency value. Those who possess credentials are more likely to be considered for [continued on page 17]

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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

Matthew Amore, 720 N. Old World 3rd St., Apt. 1010, Milwaukee, WI 53203, agreed to the issuance of an insurance license with certain reporting requirements. This action was taken based on allegations of previous employment misconduct.

Chesapeake, VA 23320, 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 respond promptly to inquiries from OCI.

Jasma M. Anderson, 3741 W. Clinton Ave., Milwaukee, WI 53209, agreed to the issuance of a two-year restricted insurance license and certain reporting requirements. These actions were taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct and having a history of civil money judgments.

Ruth R. Clifton, 1101 Red Ventures Dr., Fort Mill, SC 29707, had her application for an insurance license denied. This action was taken based on allegations of owing delinquent taxes and failing to respond promptly to inquiries from OCI.

Zaim Aslani, 706 Virginia St., Racine, WI 53405, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

David J. Beaton, P.O. Box 436, Sun Prairie, WI 53590, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Ben M. Brower, 330 Viking Dr., Sycamore, IL 60178, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application.

Johnny C. Brown, 3269 S. 3rd St., Milwaukee, WI 53207, 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 a licensing application, having a history of criminal convictions that may be substantially related to insurance marketing type conduct, and exhibiting financial irresponsibility.

Shawn Chamizo, 2100 Hickory Dr., Carrollton, TX 75006, agreed to pay a forfeiture of $250.00. This action was taken based on allegations of failing to disclose a criminal charge on a licensing application and failing to timely report the disposition of the criminal charge to OCI. Candace A. Christian, 1501 Chasebury Pl., Apt. 105, 10 JUly 15

Shannon R. Collins, 617 Cottage St., Merrill, WI 54452, had her application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application.

Marquita A. Dailey, 2575 Westside Pkwy., Alpharetta, GA 30004, 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, having a history of non-response to inquiries from OCI, and failing to respond promptly to inquiries from OCI regarding the most recent licensing application.

David F. Day, 721 S. Parker St., Ste. 300, Orange, CA 92868, had his application for an insurance license denied. This action was taken based on allegations of being involved in a lawsuit alleging fraud, misrepresentation, and negligence.

Etavious Emanuel, 11222 Quail Roost Dr., Miami, FL 33157, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support and failing to respond promptly to inquiries from OCI Bernard L. Fields, 6888 S. Ivy Way, Apt. 102, Englewood, CO 80112, was ordered to pay a forfeiture of $1,500.00, was ordered to notify OCI within 30 days of any administrative action taken in any state, and had his insurance license revoked. These actions were taken based on allegations of failing to timely report administrative actions taken by the states of Oklahoma, Virginia, and Delaware to OCI and fail[continued on page 12]

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OCI Administrative Actions [continued from page 10] ing to pay a forfeiture as ordered.

allegations of failing to pay delinquent Wisconsin taxes.

Debra S. Fischer, 5931 Seminole Centre Ct., Apt. 106, Fitchburg, WI 53711, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Christopher J. Lovald, W351N5305 Road C, Oconomowoc, WI 53066, agreed to the issuance of a restricted insurance license with certain reporting requirements. This action was taken based on allegations of having a history of unpaid civil money judgments, criminal convictions, delinquent child support payments, and tax delinquency.

Miguel A. Garza, Jr., 5506 Alabama Ave., Laredo, TX 78041, had his application for an insurance license denied. This action was taken based on allegations of failing to provide evidence of equivalent resident state surplus lines licensure and failing to respond promptly to inquiries from OCI. Monica L. Green, 1732 S. Ringgold St., Philadelphia, PA 19145, had her application for an insurance license denied. This action was taken based on having a criminal conviction that may be substantially related to insurance marketing type conduct and failing to provide required documentation to OCI. Pauline J. Green, 8 Anders Rd., Greenville, SC 29617, had her application for an insurance license denied for 60 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application and failing to respond promptly to inquiries from OCI. Keisha D. Holley, 1203 Faversham Ln., Rock Hill, SC 29730, was ordered to pay a forfeiture of $1,500.00, was ordered to promptly report any administrative action taken in any state, and had her insurance license revoked. These actions were taken based on allegations of failing to timely report administrative actions taken by the states of South Carolina, Virginia, and Delaware and failing to timely pay a forfeiture assessment.

Ryan D. Houfe, 6024 E. Peggy Ln., Milton, WI 53563, had his insurance license revoked and was ordered to pay a forfeiture of $10,000.00. These actions were taken based on allegations of making repeated misrepresentations to an insurance company and failing to respond promptly to inquiries from OCI. Daniel B. Iverson, 677 Riford Rd., Glen Ellyn, IL 60137, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application.

Kelly M. Kallman, 4735 Stratford Dr., Greendale, WI 53129, 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.

Erinn E. Keller, 3455 E. San Carlos Pl., Chandler, AZ 85249, 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 Arizona on a licensing application and failing to respond promptly to inquiries from OCI. Erin Klein, 415 Priscilla Ln., Bloomington, IL 61704, had her application for an insurance license denied. This action was taken based on allegations of failing to provide evidence of equivalent resident state reinsurance licensure and failing to respond promptly to inquiries from OCI. Scott B. Lee, 9021 N. Bethanne Dr., Brown Deer, WI 53223, had his insurance license revoked. This action was taken based on 12 JUly 15

Brandon C. Mau, 3304 Quarry Ave., Anoka, MN 55303, agreed to pay a forfeiture of $250.00 and agreed to specific reporting requirements. These actions were taken based on allegations of failing to disclose a criminal conviction on a licensing application.

Robert McCullough, 411 Foster St., Fort Atkinson, WI 53538, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Anne B. Mutter, 220 Westbrook Dr., Oshkosh, WI 54904, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Richard Posada, 500 Nygaard St., Stoughton, WI 53589, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Willie R. Ramirez, 38 Yale St., Lawrence, MA 01841, had his application for an insurance license denied. This action was taken based on allegations of failing to provide evidence of equivalent resident state surplus lines licensure and failing to respond promptly to inquiries from OCI. James Rigg, 4136 32nd St., San Diego, CA 92104, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of California on a licensing application.

Paula H. Riley, 2195 Laurel Oak Dr., Howell, MI 48855, had her application for an insurance license denied. This action was taken based on allegations of failing to provide evidence of equivalent resident state reinsurance intermediary manager licensure and failing to respond promptly to inquiries from OCI. Tanya Rowe, 2336 Woodrow Way, Green Bay, WI 54301, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Jacqueline Strong, 6050 W. Calumet, Apt. 202, Milwaukee, WI 53223, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Aaron D. Towner, 3304 Quarry Ave., Anoka, MN 55303, agreed to the revocation of his insurance license and agreed to pay a forfeiture of $5,000.00 if he reapplies for insurance licensure. These actions were taken based on allegations of signing insurance application contracts without being present at the solicitation and sales of the insurance products, providing false statements during an insurance investigation, and signing insurance applications that contained untrue consumer financial information.

Kevin E. Tyler, 205 E. Winnequah Rd., Madison, WI 53716, had his application for an insurance license denied. This action was taken based on allegations of failing to complete prelicensing education and failing to respond promptly to inquiries from OCI. Jennifer M. Weber, N8594 Andrews Rd., Springbrook, WI 54875, [continued on page 14]

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OCI Administrative Actions [continued from page 12] had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Audrey Wischer, 6264 N. 103rd St., Milwaukee, WI 53225, agreed

Allegations

and

Actions Against Companies

Aetna Life Insurance Company, 151 Farmington Ave., ASB1, Hartford, CT 06156, was ordered to pay a forfeiture of $500.00, was ordered to provide requested information to OCI, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to provide information to OCI. AFS America, Inc., 3350 Country Club Dr., Ste. 201, Cameron Park, CA 95682, had its application for an insurance license denied. This action was taken based on allegations of failing to provide evidence of resident and nonresident Managing General Agent business entity licensure for the designated responsible producer and failing to respond promptly to inquiries from OCI. America Insurance Group LLC, 11312 Shandon Park Way, Windermere, FL 34786, had its application for an insurance license denied. This action was taken based on allegations of failing to provide evidence of resident and nonresident Managing General Agent business entity licensure for the designated responsible producer and failing to respond promptly to inquiries from OCI. Blueshore Insurance Company, 76 Saint Paul St., Ste. 500, Burlington, VT 05401, was ordered to pay a forfeiture of $1,500.00, was ordered to pay appointment billing fees, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to pay a required fee to OCI, failing to timely pay an ordered forfeiture, and failing to respond promptly to inquiries from OCI. Country Mutual Insurance Company, P.O. Box 2020, Bloomington, IL 61702, was ordered to pay a forfeiture of $1,000.00 and was ordered to cease and desist sending improper renewal notices. These actions were taken based on allegations of issuing a nonrenewal notice with an incorrect reason and showing an incorrect loss history.

Disability Partnership, LLC, 189 E. Fort Union Blvd., Ste. 202, Midvale, UT 84047, had its application for an insurance license denied. This action was taken based on allegations of failing to provide evidence of resident and nonresident Managing General Agent business entity licensure for the designated responsible producer and failing to respond promptly to inquiries from OCI. Employers Assurance Company, 10375 Professional Cir., Reno, NV 89521, was ordered to pay a forfeiture of $500.00, was ordered to pay appointment billing fees, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to pay a required fee to OCI and failing to respond promptly to inquiries from OCI. Employers Compensation Insurance Company, 10375 Professional Cir., Reno, NV 89521, was ordered to pay a forfei14 JUly 15

to the issuance of a temporary insurance license. This action was taken based on allegations of failing to timely provide proof of eligibility to work in the United States and failing to respond promptly to inquiries from OCI.

ture of $500.00, was ordered to pay appointment billing fees, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to pay a required fee to OCI and failing to respond promptly to inquiries from OCI. Employers Preferred Insurance Company, 10375 Professional Cir., Reno, NV 89521, was ordered to pay a forfeiture of $500.00, was ordered to pay appointment billing fees, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to pay a required fee to OCI and failing to respond promptly to inquiries from OCI. EZ Protect, 2599 Griffin Rd., Fort Lauderdale, FL 33312, was ordered to pay a forfeiture of $500.00, was ordered to provide requested information to OCI, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to provide information to OCI. Henrietta Greenwood & Union Mutual Fire Insurance Company, E237 County Hwy. EE, Wonewoc, WI 53968, was ordered to pay a forfeiture of $500.00, was ordered to pay appointment billing fees, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to pay a required fee to OCI and failing to respond promptly to inquiries from OCI. Modern Senior Benefits, LLC, 4611 S. 96th St., Ste. 261, Omaha, NE 68127, had its application for an insurance license denied.

This action was taken based on allegations of failing to provide evidence of equivalent resident state licensure and failing to respond promptly to inquiries from OCI. Molina Healthcare of Wisconsin, Inc., 2400 S. 102nd St., West Allis, WI 53227, was ordered to pay six separate forfeitures of $500.00 each, was ordered to provide requested information to OCI, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to provide information to OCI. New Horizons Insurance Marketing, Inc., 122 W. Prairie Ave., Ste. 200, Decatur, IL 62523, had its application for an insurance license denied. This action was taken based on allegations of failing to provide evidence of equivalent resident state licensure and failing to respond promptly to inquiries from OCI. Pacificare Life and Health Insurance Company, 5757 Plaza Dr., Mail Stop CA124-1057, Cypress, CA 90630, was ordered to pay a forfeiture of $500.00, was ordered to provide requested information to OCI, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to provide information to OCI. Physicians Plus Insurance Corporation, 2650 Novation Pkwy., Madison, WI 53713, agreed to pay a forfeiture of $10,000.00 and

agreed to comply with rate filing requirements. These actions were taken based on allegations of using unfiled rates and submitting rate filings that failed to comply with rate filing requirements for Medicare supplement in 2013 and 2014, and individual and small group rate filings in 2014.

Privilege Underwriters Reciprocal Exchange, 44 S. Broadway, Ste. L3, White Plains, NY 10601, was ordered to pay a forfeiture of $500.00, was ordered to pay appointment billing fees, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to pay a required fee to OCI and failing to respond promptly to inquiries from OCI. Standard Life & Accident Insurance Company, One Moody Plaza, Galveston, TX 77550, was ordered to pay a forfeiture of $500.00, was ordered to pay appointment billing fees, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to pay a

required fee to OCI and failing to respond promptly to inquiries from OCI. Stewart Title Guaranty Company, P.O. Box 2029, Houston, TX 77252, was ordered to pay a forfeiture of $500.00, was ordered to pay appointment billing fees, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to pay a required fee to OCI and failing to respond promptly to inquiries from OCI. Wilcac Life Insurance Company, formerly known as Continental Assurance Company, CNA Plaza, Ste. 9S, Chicago, IL 60685, was ordered to pay a forfeiture of $1,500.00, was ordered to pay appointment billing fees, and was ordered to reply promptly in writing to all inquiries from OCI. These actions were taken based on allegations of failing to pay a required fee to OCI, failing to timely pay an ordered forfeiture, and failing to respond promptly to inquiries from OCI.

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

BECOME A BWO ASSOCIATE

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

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BUDZISZ WRUCK OSBORNE

INSURANCE GROUP, LLC

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

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CSR of the Year [continued from page 8] management and supervisory positions.

From a customer’s perspective, titles may be of little importance. Clients want to know that the person designated to support them will do so efficiently, pleasantly, and in their best interest. Most of my customers could not tell you my title, and would have to peek at a business card to learn it. Clients understand that my function in the agency is to help them.

They know that I am always happy to answer questions, make coverage recommendations, and guide them to satisfaction. If this is accomplished, there is ultimately little thought given to my professional label.

What matters to customers is not a title, but how they feel after we have had a phone conversation or when I leave their business. Did I respond to all of their issues, and was I helpful in identifying other issues they may have been overlooked?

Shakespeare also said, “All that glitters is not gold.” This wellknown statement implies that extravagant names or objects are

not always as they appear. Quite simply, slick titles can create a vague promise. In the end, there is no substitute for a job well done.

2015 Wisconsin Outstanding CSR of the Year Candidates Amy Burns – HNI Risk Services Nancy Howard, CISR, CPIA – Don-Rick, Inc. Sara Kekula – M3 Insurance, Inc. Annette Shefchik – Ansay & Associates, LLC Shannon Suber, CISR Elite, CRIS – The Brehmer Agency, Inc.

JULY 15 17

Your

Wisconsin Insurance Plan

by Patrick J MacGillis

The mission of the Wisconsin Insurance Plan is to provide basic and affordable property insurance to applicants in Wisconsin without regard to environmental hazards, providing the property is reasonably maintained. Applicants and policyholders are strongly encouraged to secure insurance through a Producer.

The Plan also is expected to educate the public on the availability of the Plan, to encourage the revitalization of urban neighborhoods and to participate in appropriate programs to reduce the incidence of loss, particularly programs affecting insurance fraud and arson.

UNDERWRITING STANDARDS The Wisconsin Insurance Plan is an insurance industry-funded, full-service insurance company designed to provide basic and affordable property insurance for qualified properties when coverage is not available through the standard market for reasons beyond the property owner’s control.

• Properties must meet reasonable underwriting requirements, including satisfactory housekeeping and maintenance.

• All properties are surveyed to confirm that underwriting requirements are met. An unsatisfactory survey can lead to coverage being denied or cancelled.

• The applicant must not have had excess losses within their control. Wisconsin Insurance Plan generally does not decline properties affected by acts of nature losses; however, coverage may be reduced and/ or deductibles increased.

• An exclusionary endorsement may be used to exclude unacceptable hazards.

wisinsplan.com The Wisconsin Insurance Plan’s website can be accessed for the following: Get updates on products and services.

Complete an application.

Obtain a quote.

Request a policy endorsement.

The Wisconsin Insurance Plan is a not-for-profit, property insurance association that functions like an insurance company in making homeowners, rental and other property insurance available to people in Wisconsin who are unable to buy it through standard insurance markets for reasons beyond their control. In order to be insured by the Plan, reasonable underwriting standards must be met. Contact any licensed Wisconsin insurance agent for access to the Plan.

Wisconsin Insurance Plan 600 West Virginia Street, Suite 101 (The intersection of 6th Street and Virginia Street in the Tannery Business Center) Milwaukee, Wisconsin 53204-1552 Phone: (414) 291-5353

Claims: (877) 240-0533 Fax: (414) 291-5365

Email: planmanager@wisinsplan.com Hours: 8:00am - 4:00pm, Monday through Friday (Summer hours may vary) The information in this brochure is only a general summary of the services offered by the Wisconsin Insurance Plan. Your legal rights as an insured are determined by your insurance policy and the Wisconsin Insurance Code, not by the contents of this brochure. © Wisconsin Insurance Plan, 2015

The Wisconsin Insurance Plan is Wisconsin’s FAIR Plan or residual property insurer. The Plan was created to provide basic property insurance on certain properties rejected for coverage by other insurers. The Plan has underwriting standards and is not required to insure all properties that apply for coverage.

However, these standards may be less restrictive than those of the insurer(s) you represent. It is worthwhile to take the time to review the Plan’s new website and become familiar with it.

The Plan is designed not to be a permanent market for insurance, but to fill the gap when coverage is required but unavailable because of underwriting standards. Items of interest include:

18 JUly 15

WHAT IS THE WISCONSIN INSURANCE PLAN (THE PLAN)?

Report a claim.

Has your Property Insurance been Cancelled?

WHO OPERATES THE WISCONSIN INSURANCE PLAN? The Plan is managed by a staff of professional insurance people independent of any single insurance company.

A 15-member governing committee (including eight insurer representatives, two insurance agents, and five public members) acts as the Wisconsin Insurance Plan policymaking body. All property and casualty insurance companies that do business in Wisconsin participate in funding the Plan and share in its losses and, if any, profits.

WHO BUYS INSURANCE THROUGH THE WISCONSIN INSURANCE PLAN? Applicants who have been cancelled or refused property insurance in the standard market could be eligible for property insurance with the Wisconsin Insurance Plan provided their property meets basic fire and loss prevention as well as safety standards.

• Properties must meet reasonable underwriting standards including satisfactory housekeeping and maintenance. In other words, it is not a dumping ground for bad properties, but a tool for consumers and agents to use in the event a marginal risk is unacceptable to standard markets.

• All properties are surveyed to confirm that reasonable underwriting standards are met. Coverage can be denied, delayed or cancelled in the event that risk factors are unacceptable. Such standards may include gross safety violations or property which is damaged or deteriorated to a great degree.

The Wisconsin Insurance Plan is a valuable tool for Professional Insurance agents and their clients to fill the gap when property insurance is unavailable through other sources.

All licensed property agents and CSR’s should become familiar with WIP to assist their clients in the application process.

HOW DOES SOMEONE APPLY FOR INSURANCE COVERAGE IN THE WISCONSIN INSURANCE PLAN? Contact any licensed Wisconsin insurance agent. An agent can provide valuable assistance in completing the applications and offer advice on the amount and type of coverage needed.

Applicants may do business directly with the Plan. However, it is strongly recommended they seek the advice of a licensed agent.

WILL THE WISCONSIN INSURANCE PLAN INSURE ANY PROPERTY? There are reasonable underwriting standards that must be met.

These take into consideration basic steps that most people would take to make their property safe, including satisfactory housekeeping and maintenance. An inspection of the property is required for every new policy issued. If the inspection reveals hazardous conditions, the property owner is notified and given the opportunity to correct them.

HOW ARE CLAIMS HANDLED IN THE WISCONSIN INSURANCE PLAN? If you are insured in the Plan and have a loss, report it at once by contacting your producer or the Wisconsin Insurance Plan.

You should make a list of the items damaged or destroyed along with their estimated value and provide that to the adjustor.

You should also protect your property from further damage.

WHAT IF SOMEONE INSURED IN THE WISCONSIN INSURANCE PLAN FINDS A BETTER DEAL ELSEWHERE? They should take it. Remember, the Plan is a “last chance” insurer. Better insurance values are available in the standard insurance market. Property owners are encouraged to shop around. If you find a better deal after you are insured with the Plan, you can cancel your Fair Plan policy.

wisinsplan.com Visit the website for the latest information about the Plan, rates, application forms, and the latest news.

The policies offered by the Wisconsin Insurance Plan include: DWELLING PROPERTY ($200,000 Building Limit) • A one to four family residence either owner or non-owner occupied. (Occupied means the residence has people eating and sleeping in at least 50% of the living units daily).

• Vacant or unoccupied residences undergoing active rehabilitation.

• Seasonal dwellings or secondary homes.

• The dwelling must have a market value of $200,000 or less (Dwelling only – not including lot or other structures).

• Renter’s personal property.

• Condominium unit-owners including personal property.

• Mobile Homes on a permanent foundation.

HOMEOWNERS ($200,000 Building Limit) • A one or two family residence (not three or four or more families).

• The principal residence of the applicant/owner (applicant/ owner eats and sleeps in this home daily).

• The Dwelling must have a market value of around $200,000 or less (Dwelling only - not including lot or other structures).

• Can be a mobile home at a permanent location that meets the above requirements.

COMMERCIAL PROPERTY ($500,000 Limit) • Commercial Buildings - Occupied (commercial venture operating in building on a daily basis).

• Commercial Buildings - Vacant or unoccupied undergoing active rehabilitation • Business Personal Property - For tenants operating a business in a commercial building.

• The combined value of the Building and Business Personal Property to be insured must have an Actual Cash Value of around $500,000 or less.

• The plan may exclude unacceptable hazards.

• WIP is not an insurance company but an association created

by Wisconsin Administrative Code 4.10 to make basic homeowners and property coverage available to citizens.

• All agents are required by Administrative Code 4.10 to assist applicants when applying for coverage with the WIP. Coverage is available under the plan for limits up to $200,000 for dwellings and homes and commercial properties up to $500,000.

Limited liability coverage and personal property theft coverage are also available.

The premiums for coverage are set by the Plan governing committee and are set to provide fair access to coverage. The goal of the plan is not to operate at an underwriting profit or loss but to provide coverage for citizens. Losses are paid from the Plan’s operating funds and any deficit is assessed to insurance companies doing business in Wisconsin.

The website has more information about the Plan and you are able to get a quote, application forms and the latest news. A new brochure and product coverage form is available regarding your Wisconsin Insurance Plan products. Please familiarize yourself with WIP by visiting wispinsplan.com.

JULY 15 19

Are you ready for

Mobile Search?

by John Bovee, PIAW Automation Committee

A CEB study of more than 1400 B2B customers across industries revealed that 57% of a typical purchase decision is made before customer even talks to a supplier (http://www.executiveboard.com/exbd/sales-service/the-end-of-solution-sales/ index.page ). The customer is getting much of their information digitally and in this article I am going to discuss the importance of getting that information on a mobile device.

Let me explain with an example.

The other day I was using my mobile device to search for a Bed and Breakfast in Door County to celebrate 20 years of marriage to my beautiful bride. Whenever I came to a website that was hard to read or did not have good content, I quickly disregarded that Bed and Breakfast and went on to the next competitor. The sites that were not mobile friendly left a poor impression on me and were a determining factor on why I decided not to do business with them.

I am not alone on my impressions. According to an article

by Deeson, a digital marketing firm in UK, “Mobile Users Hold a Grudge.” Figures show that 61% of users are unlikely to return to a mobile site they’ve had trouble with. Of those, 40% said they would then go on to visit a competitor’s site instead. These figures emphasize the huge importance of making your site user-friendly across all devices, particularly if you have e-commerce (https://www.deeson.co.uk/blog/ google-has-new-algorithm-will-your-site-be-judged-mobilefriendly ).

Google states that 50% of all searches come from a mobile device. If you are not convinced of the importance of a mobile friendly website just based on that number alone, you should be when you discover that Google has recently added a mobile friendly algorithm that will give mobilefriendly websites a higher ranking within mobile search results. This means that all of the work you have done on search optimization for your agency website, will be less effective unless you make your website more mobile friendly.

This article is not meant to tell you how to make your website more mobile friendly or how to improve your search optimization on your agency website, but my hope is to help you become more informed on their importance. What is a good starting point?

First, open your website using various mobile devices and check out how it looks.

20 JUly 15

Second, use the new tool developed by Google Developers at https://www.google.com/webmasters/tools/mobile-friendly/ to help determine if your website is mobile friendly.

After you enter your website address in the tool, you will be given a report that shows if your website is mobile friendly as well as links to tools that can help you get started on improving your mobile friendly score.

Third, do your research and talk to your website designer to develop a strategy to improve your mobile friendly score.

Not only should your website provide a good mobile experience, it is also very important that your website appears at the top of a search list. Therefore, make sure you design your mobile strategy within a good search optimization plan.

Lastly, after you start implementing your plan, monitor the performance using various search optimization monitoring tools like google analytics.

Good luck and remember if you’re not mobile, you’re not relevant!

newM E M B E R S

PIA of Wisconsin ASSOCIATE

AGENCY Dave Mosher & Associates Insurance Services Inc.

Marty Insurance Services LLC

Monroe, WI

WRC Insurance Associates

Fox Valley Insurance Solutions, LLC

Columbus, WI

Appleton, WI

Zakaan Insurance Agency

Mount Horeb, WI

Apogee Insurance Group Wayne, PA

Waukesha, WI

Annual Meeting Notice

The Annual meeting of the Professional Insurance Agents of Wisconsin, Inc. will be held at 11:00 a.m. on Thursday, August 6th, 2015 at the Chula Vista Resort in Wisconsin Dells, Wisconsin. At that meeting, the Nominations committee will place names in nomination for election to the Board of Directors. Nominations will be accepted from the floor at the annual meeting and each nominee will speak on their own behalf prior to the election. Each director elected will serve a three year term beginning at the installation ceremony that evening.

ARE YOU totally

WORRY FREE? WWW.IMTINS.COM

West Des Moines, ioWA • 800.274.3531 • WWW.iMtins.coM

JULY 15 21

education

Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits

COMMERCIAL CASUALTY

AGENCY MANAGEMENT

July 21-23, 2015 920-733-8000 $102 single room rate through 6/22/15 includes breakfast.

EAA is this week, make your reservations early!

September 23-25, 2015 Hilton Garden Inn Milwaukee Park Place – Milwaukee, WI 414-359-9823 $98 room rate through 8/21/15.

Approved for Utica E&O Premium discount!

• COMMERCIAL GENERAL LIABILITY • aDDITIONAL INSUREDS Jean Sundlof, CIC

• workers compensation John Dismukes, CIC, CPCU, AAI, AIS

• THE AGENCY AS AN ORGANIZATION John Dismukes Jr., CIC, CPCU, AAI, AIS • managing & sustaining financial strength • human resources Emily Huling, CIC

• agency productivity & effectiveness • LEGAL & ETHICAL RESPONSIBILITIES Lisa Burnside, CIC, CPCU

• BUSINESS AUTOMOBILE COVERAGES • EXCESS LIABILITY/COMMERCIAL UMBRELLA COVERAGES • COMMERCIAL CASUALTY CASE STUDY Davis Pauly, CIC, CPCU, ARM

WI CE Course # 69165 Includes 4 WI Ethics Credits!

WI CE Course # 69299

Day One: 8:00 – 5:15

Day Two: 8:00 – 5:00

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.

Utica

Gives You the Credit You Deserve!

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

• • • • • • • •

22 JULY 15

PIAW 2015 Convention “Mock E&O Trial” PIAW 2015 Agency Internet Boot Camp 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 Darcy at PIAW to find out how you can benefit from Utica’s E&O Loss Control Program. dbrown@piaw.org or 1-800-261-7429

Open to Anyone & Everyone ! www.piaw.org

For The New Employee - No CE 6-8 Week Virtual Classroom •

• • •

New Agency Employee Orientation Delivering Quality Service Personal Lines Coverage Basics Commercial Lines Coverage Basics

Pre-Licensing Education Webinars: 2-3 WI CE, No Exam, No Proctor •

Over 20 Topics

Hot Topics: 4 WI CE • • •

Variety of Coverage Topics Ethics Flood

All 9 CISR Courses – 8 WI CE All 5 CIC Institutes – 20 WI CE

There is

more than one thing

new at piaw.org

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

800-261-7429

JULY 15 23

education

O n -L i n e e d u c a t i O n

education

congratulations new cpias !

The Certified Professional Insurance Agent designation is a first-of-its kind, hands-on, how-to training, consisting of three, one-day seminars, with no exam. Designed to enhance the ability of producers, sales support staff and company personnel to efficiently create and distribute effective insurance programs. 7 WI CE credits.

Visit www.piaw.org for more information.

Thank you for your hospitality!

l/r: faculty Sheldon Hansen, CIC, CRM, CPIA, Julie Erickson-Rojas, CPIA, Clint Collins, CPIA, Lori Cirves, CISR, CPIA, Randy Dauffenbach, CPIA, AAI, AIS, Melinda Seefeldt, CISR, CPIA.

l/r: Michael Paroubek, CPIA, Deborah Bozikowski, CISR, CPIA, AAI, AIS, Andrew Seils, CPIA, Ruth Zimmerman, CPIA, faculty Scheldon Hansen, CIC, CRM, CPIA, Joshua Timm, CIC, CPIA.

l/r: Annette Dillon, CISR CPIA, James Candler, CISR, CPIA, faculty Sheldon Hansen, CIC, CRM, CPIA, Cindy Frechette, CISR, CPIA.

On-Line Insurance Pre-licensing Education

www.piaw.org

Exam FX

Online Training & Assessment

Pass your insurance test fast.

Start producing faster.

Insurance and Securities Pre-license Training 24

JUly 15

education

A Memo: From FEMA’s FloodSmart Program Are your clients FloodSmart for the Warm Weather?

As temperatures begin to rise and spring storms develop, the risk of flooding increases. Prepare your clients for spring flooding and encourage them to purchase a flood insurance policy.

Areas in Wisconsin have seen firsthand the impact of spring flooding in recent years. In 2008, severe flooding throughout Wisconsin led to disaster declarations in 30 counties, with more than $93 million distributed in disaster aid. Without flood insurance, your clients will have to pay for this type of damage themselves.

In addition to heavy spring rains, melting snow can cause flooding this time of year. The runoff can cause streams, rivers, and lakes to overflow and flood nearby homes and businesses.

Talk to your clients about their spring flood risks and ensure they’re covered for flood damage. Remember: typically there is a 30-day waiting period before flood insurance goes into effect, so there is no time to delay.

Agents.FloodSmart.gov has many tools and resources to help you have the flood talk with your clients. Using the free Flood Risk Scenarios tool, you can show your clients detailed situations in which a flood can occur. For example, the snowmelt scenario illustrates how a home exposed to heavy snowfall can

NEW CICs Julie Gottschalk, CIC, AIS, API, AU, AINS

Rural Mutual Insurance Madison, WI

Gina Herman, CIC Sentry Insurance Stevens Point, WI

Linda Herodes, CIC

West Bend - A Mutual Insurance Company West Bend, WI

Ryan Jones, CIC The Starr Group Greenfield, WI

experience a slow flood that could last for a week or more once the snow begins to melt.

Just a few inches of water can cost your clients tens of thousands of dollars in damage. By helping clients better understand their risk, you will help them to see the need for flood insurance. The new Should You Have the Flood Talk? video explains the importance of talking to your clients about flood coverage.

You can also connect with free qualified leads by registering for the Agent Referral Program. Prospects will find you using the One-Step Flood Risk Profile or Agent Locator tool on FloodSmart.gov, on FloodSmart direct mailings, and when they call the National Flood Insurance Program Referral Call Center.

Registration is easy. If you have completed at least 2 hours of flood insurance training that is technical in nature in the past 2 years and can provide proof of training (it does not have to be for Continuing Education), visit Agents.FloodSmart.gov and sign up now. Simply click the “Register” tab, complete the form, and upload your certificate directly to your profile.

Before the snow begins to melt, have the flood talk with your clients. Explain their flood risks and encourage them to financially protect their property by purchasing flood insurance.

The Certified Insurance Counselors (CIC) Program has been the insurance industry’s premier, proven source for practical, real-world education since 1969.

For insurance professionals everywhere, the 20 hour Institutes represent a thoroughly rewarding learning experience, led by accomplished insurance and risk management speakers. Are you ready to challenge yourself?

Edward Kothbauer, CIC, AFIS Don-Rick, Inc. Baraboo, WI

Kristen Kriegl, CIC, CISR RC Insurance Services, Inc. Hartland, WI

Beth Kroeger, CIC, CISR Church Mutual Insurance Co. Merrill, WI

Melissa Schall, CIC, CISR

Milissa Schultz, CIC, CISR, AIS, AINS Church Mutual Insurance Co.

Merrill, WI

Tara Schumacher, CIC, CISR Green Bay Ins. Center, Inc. Green Bay, WI

Tyler Wehner, CIC

McNamara & Thiel Ins. Agency, Inc. Fond du Lac, WI

Wisconsin Medical Society Insurance Madison, WI

JULY 15 25

education

Certified Insurance Service Representative Open to Anyone!

7 WI CE Credits Course #69367

INSURING PERSONAL AUTO EXPOSURES

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

• • • • • •

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

aug 18 • green Bay aug 19 • brookfield

CLASS SCHEDULE Instruction

Course Instructor

Denise Semrow CIC, CISR, ASI SECURA Insurance

Group Lunch Optional Exam

$170 Per Course

8:00 a.m. – 3:45 p.m.

Includes Lunch

12:00 p.m. – 12:45 p.m.

4:15 p.m. – 5:15 p.m.

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

HOT TOPIC/ETHIC SEMINAR

Anyone Can Attend! No Designation Required.

Approved for the Utica Premium Discount!

7 WI CE, 3 of 7 Ethics — New Course #s

This William T. Hold Seminar is an approved CISR update option.

"Things I Wish I Knew 40 Years Ago" Personal & Commercial Lines, Ethics 7 WI CE, 3 of 7 Ethics — New Course #s

8:00 – 4:00 p.m.

$170 Includes Lunch

sept 22

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

John Dismukes CIC, CPCU, AAI, AIS

26 JUly 15

•

brookfield

Matthew Cranney, CIC, CRM

Sara Schmidt, CIC, CRM

M3 Insurance, Inc. Madison, WI

Hays Companies of WI Milwaukee, WI

Keith Kruse, CIC, CRM, CPCU

Monica Schraml, CIC, CRM,CPCU

TRICOR Insurance Beloit, WI

M3 Insurance, Inc. Madison, WIww

Rita Napieralski, CIC, CRM, ARM, CPCU

Jeffrey Wagner, CIC, CRM

Erie Insurance Brookfield, WI

RC Insurance Services, Inc. Hartland, WI

Nathan Pezewski, CRM, LUTCF The Horton Group Wausau, WI

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.

Step Up To Elite Status CISR Elite, That is.

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

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

www.piaw.org 800-261-7429

JULY 15 27

education

new CRMs

CRM provides an in-depth knowledge about today’s highest priorities – identifying, analyzing, controlling, financing, and administering operational risks – as well as political risks, catastrophic loss exposures, third-party exposures, fiduciary exposures, employee injury exposures, juridical risks, legal risks, and more – whether insurable or not. The skills you learn will make you more proactive and valuable to your organization in discovering how risks can interrupt the flow of earnings and how to protect against it. Visit piaw.org for more information.

education

Each Approved approvedfor for2*3 or WI3CE Live.

NoNo Test.

NoNo proctor.

Each WI Credits.

CE Credits.

Live.

Test.

Proctor.

Visit the Education tab at www.piaw.org for schedules descriptions, webinar demo and to register. Schedules are available two months out.

Ethics is offered each month.

•

Annuities: Turning Assets Into Income

•

BIP(idy) BOP(idy) BOO(ze): Turning Three Mundane Coverages Into Magic

•

CHAOS: Contracts, Hold Harmless, Additional Insureds and More

•

Contractors: Insuring the Liability Exposures

•

Contractors: Insuring the Property Exposures

•

Current Issues in Health Insurance

•

Cyber Master: Recognizing and Insuring Digital Assets and Electronic Risk

•

Ethics for Insurance Professionals (Ethics CE and Utica approved)

•

Ethics: Taking it to the Streets (Ethics CE and Utica approved)

•

Food Borne Illness and Insurance Coverage

•

Get in the Ring: Property Claims, Fights and Decisions

•

Group Insurance and Pensions

•

Lawncare to Lipstick: Coverage Concerns for the Self-Employed *2

•

Life Insurance Concepts for the P&C Agent

•

Not Your Grandpas’ Globe: Recognizing and Insuring Supply Chain Interruption *2

•

Personal Lines Complications: Because Simple is Just Too Darn Easy

•

Personal Lines Problems & Pitfalls *2

•

Seven Ways to Get Sued and How to Avoid Them (Utica approved)

•

Social Networking: OMG or E&O? (Utica approved)

•

The Ever-Evolving Affordable Care Act

•

The Human Asset Puzzle: Risk Managing Life, Health and Disability Insurance

•

What We Learned: Claim & Coverage Issues from Catastrophes

•

Words Mean Things and Insurance is a Foreign Language (Utica approved)

Fee per Webinar: $50 PIAW Member, $60 Non Member Contact Brenda at 1-800-261-7429 or bsteinbach@piaw.org for in-house webinar opportunities!

28 JUly 15

Agency Internet Boot Camp

Steve is the leading authority on insurance technology, productivity & profitability.

with Steve Anderson, CIC

October 13, 2015 Radisson – Green Bay, WI 8:30 – 4:00 (45 minute lunch, on your own) • Approved for 6 WI CE Credits #71537 & Utica Discount • CPIA Update Option This Seminar will provide a hands-on opportunity for participants to learn various applications that will successfully extend the physical insurance office to a new online office environment.

Students will explore solutions that allow prospects and customers to access the same, and more, services in a 24/7/365 online environment as they currently enjoy when visiting a physical office or calling on the phone. Of vital importance will be the errors and omissions loss prevention considerations necessary, and privacy/security concerns.

PIAW Member $155.00 Non Member $190.00 Register online at www.piaw.org or call 1-800-261-7429

Certified Risk Manager The CRM designation demonstrates you are knowedgeable in all areas of managing risks, hazards, and exposures.

20 WI CE. Principles of Risk Management

August 26-29, 2015 Hilton Garden Inn Milwaukee Park Place For more information on the five parts of CRM and to register visit the Education tab at piaw.org

JULY 15 29

education

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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.

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.

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32 JUly 15

Insurance underwritten by Auto Club Insurance Association or Auto Club Group Insurance Company.

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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.

JULY 15 33

How to Build a Killer

Sales Attitude

When You Feel Like Quitting

by Dr. Alan Zimmerman

Life in sales isn’t fair. You know that. Some salespeople have more than their share of difficulties, and some salespeople get more breaks than they deserve.

What fascinates me is how salespeople respond to their difficulties. Some of them use their difficulties as an excuse for their lack of achievement, while others use their difficulties as the motivation for their success.

to mind. Or talk back yourself, firmly and repetitively, saying, “Now stop it. Just stop it.” By doing so you take control of your mind rather than have it control you. You’ve taken the first step in building a killer sales attitude.

I remember one set of identical twins that were raised by an alcoholic father. At age fourteen the twins were sent to separate foster homes, not to be reunited for some thirty years.

2. Stay calm.

When they were brought together at age 44, they were interviewed on a TV talk show. One of the twins had become an alcoholic like his father, while the other one had become a teetotaler. When the TV host asked them why they turned out the way they did, they both gave the same answer. Each of them said, “What do you expect? How could I turn out any differently considering the father I had?”

Simply put, it wasn’t so much their difficulty that made the difference in their lives. It was their response to the difficulty that made them a winner or a loser.

The same is true in your career. Your attitude determines your altitude. Good sales attitudes tend to bring good sales results, and bad sales attitudes tend to bring bad sales results. In fact, your attitude will defeat you faster than any problem you’ll ever have or any competition you’ll ever encounter.

So how do you develop a killer sales attitude? An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics, and a host of other things? You need to do three things.

1. Stop catastrophizing.

The more you fret about your lack of sales, about not meeting your sales quota, or whatever you fret about, the less energy you’ll have to work your way out of the slump.

You’ll even lose your ability to think clearly and strategically.

So catch yourself thinking or uttering Mind Binders, which are negative self-judgments. They’ll destroy your confidence, and left unchecked, they’ll destroy your sales career.

So catch yourself when you begin to think such things as “I’ll never get ahead … I wasn’t cut out for this kind of job … I’m no good at prospecting … or … I don’t know how to close a sale.” They will never serve you well.

And then stop yourself from the continued use of Mind Binders.

Tell yourself, “Cancel, Cancel” when a negative thought comes 34 JUly 15

When you think of Tom Edison, you think of such words as inventor, genius, and entrepreneur. You probably don’t think of him as a salesman. But indeed he was. If he couldn’t sell his ideas, he never would have gotten any money from the banks to finance his projects. And if he couldn’t sell his inventions to the public, he would have soon been out of business.

One of the secrets to his sales success was the killer attitude of calmness. When his ten-year project to build a storage battery was destroyed in a fire, he didn’t panic. He yelled to his son, “Go get your mother. Tell her to hurry up and bring her friends. They’ll never see a fire like this again.”

The next morning, Edison called all of his employees together and made an incredible statement. He said, “We’re rebuilding.” He told one man to lease all the machine shops in the area. He told another one to get a wrecking crane.

Then, as an afterthought, he asked, “Oh, by the way, anybody here know where we can get some money?”

Edison stayed calm. I’m sure he had some feelings of disappointment and discouragement. That seems fairly normal.

But he didn’t let his feelings take over. He did what needed to be done. He stayed calm.

What about you? When you encounter some sales problems, do you panic? Do you talk incessantly about how bad things are? Or do you stay calm?

You’ve got to stay calm … because your mind cannot function at its peak when it’s all agitated. Your mind can’t think of new and better ways of selling if it’s tied up in knots. So stay calm.

Of course that may sound easier said than done. But there’s a trick to it. Attitudes and feelings always follow behavior.

So if you act calm, even if you don’t feel calm, you will eventually be calm, with a stronger and more positive attitude.

3. Keep on practicing your sales skills.

Competence and confidence go hand in hand. If you’re real-

ly good at what you do, you’re bound to feel more confident.

So simply put, if you keep on practicing your sales skills, you’re going to be more competent and you’re going to get a killer sales attitude.

Be careful of putting too much stock in your feelings. Feelings are a useful piece of data in any decision you make, but they should not have the final say in doing what you know you should be doing. Your feelings get a voice, but they don’t get a veto.

Unfortunately, there are two times when a salesperson stops practicing the basics in sales – when things are going poorly and when things are going well.

That’s how Muhammad Ali became great. He even said, “I hated every minute of the training, but I said, ‘Don’t quit.

Suffer now and live the rest of your life as a champion’.”

When things are going poorly in sales, when a salesperson gets knocked down and feels like quitting, chances are he has stopped practicing the basics in sales. He’s taken some shortcuts that are hurting him.

Just as commonly, a salesperson might reach a new high in her career, and she does the same stupid thing. She thinks she’s so good that she can stop practicing the basics in sales.

And then she hits bottom, gets a negative attitude, and wonders what happened.

You’ve got to keep on practicing to maintain a killer sales attitude and move toward higher levels of success. Long ago professional basketball star Bob Petit proved that. Even though he became one of the highest scoring players in the sport, it wasn’t that way in the beginning.

As a freshman in high school, Bob was weak, frail, and uncoordinated. All he really had going for himself was the determination to practice until he became a quality athlete.

Bob began with a wire coat hanger that he bent into the shape of a basketball hoop. Hour after hour, day after day he threw tennis balls through his makeshift basket. Eventually his father got him a real basketball and hoop.

Concluding Thought The most successful salespeople keep on working when they feel like walking. They keep on building when they feel like bailing.

They refuse to let their feelings take over. They just keep on doing what needs to be done when the tough times come.

Take a look at the Olympics. You can’t help but notice one outstanding characteristic of the gold medalists. Very few of them were “natural-born” athletes. But almost all of them had a killer attitude.

If and when you ever feel like walking away from your sales career, just remember you don’t have to. You can turn it around with these four keys to a killer sales attitude.

Dr. Alan Zimmerman speaks to organizations that want to transform the people side of their business. His keynotes and seminars focus on the communication, motivation, leadership, and teamwork that pay off in bigger profits and better relationships … on and off the job. To learn more about his work, you can check out his web site at http://www.DrZimmerman.com or his new book, The Payoff Principle: Discover the 3 Secrets for Getting What You Want out of Life and Work, at http://thepayoffprinciple.com.

Bob would throw baskets after school every day, go to dinner, and then go back to practice. It wasn’t too long before he became the star of his church team, then his high school team, college team, and finally a professional team.

It’s the same for you and me. There are few shortcuts on the road to sales success. We all have to practice first and then keep on practicing. So it’s no wonder that the most talented sports figures, singers, dancers, movie stars, speakers, and salespeople have coaches to refine their craft.

So let’s get personal for a moment. What are doing on a regular basis to keep on practicing and refining your sales skills? If the answer is “not much,” then don’t expect too much in the way of sales results.

4. Hang in there.

It’s natural to feel disappointed and discouraged when things aren’t going well in sales. It’s natural to get a bit negative during those times. But it’s not helpful ... because if you lose your positive attitude, you will lose everything … including the chance to turn things around.

You’ve got to keep on keeping on. You can’t quit just because it’s too hard to keep going. And you shouldn’t quit just because you don’t feel like keeping on.

JULY 15 35

22

Reasons

Why Salespeople Don't Make More Sales

by John Graham

There are a few star performers in sales. The other 99% fall on a continuum from very good to poor. While this isn’t news to anyone, the common approach is to hold up the 1% as models for everyone else. “Strive to be a star,” they’re told. While that may motivate a few, it doesn’t help the vast majority of salespeople who want to sell more but don’t know how to go beyond where they are.

This picture isn’t complicated. For the most part, salespeople can do things that bother customers so they lose sales unnecessarily. Here are a number of them: 1. Trying too hard. A salesperson can be so focused on making the sale that customers feel pushed to make a decision.

Even though they may want to say yes, they say no instead as a way to escape.

2. Inadequate preparation. Using “canned” or rote presentations that are so general they’re meaningless and emphasize the product or service without reference or relevance to the customer.

3. Ignoring the customer. Customers try to figure out whether or not a salesperson is genuinely interested in them, and the answer determines the outcome of the sale. Any answer other than “yes” means a lost sale.

4. Talking too much. When salespeople don’t know what to say next, they cover it up with more talk. Instead of using such moments to ask questions, they try to get on track with more talk, but it’s too late, the sale is dead.

5. Laying on the jargon. Some salespeople think it makes them seem more confident and competent if they use a “secret language” — jargon — to make themselves sound like experts, when it only makes customers feel uncomfortable.

6. Poor follow through. By placing the top priority on closing sales, little effort often goes into preparing the way to get there, including a failure to answer emails, making mistakes, not returning calls, forgetting to send requested information, and not meeting agreed upon deadlines.

7. Writing off prospects. How many times has a prospect become a customer long after the salesperson has dropped them? There’s no telling how many more sales a salesperson can make just by staying closer in touch with prospects.

8. Lack of enthusiasm. Whether it’s a clerk at a drycleaner store, a server at a restaurant, a loan officer at a bank, or any other salesperson, it takes energy and enthusiasm to engage customers.

36 JUly 15

9. Not painting verbal pictures. Too many salespeople try to impress customers with “war stories,” and present “facts” when the customer wants to know how their purchase will change or improve their life, help them feel better about themselves, and fulfill a dream.

10. Playing a role. It’s never deliberate, but it happens. A salesperson’s words, manner, and attitude can cause customers to react negatively. Instead of acting normally, they come across as if they’re playing a part or following a script.

11. Failing to involve customers. It’s not only inexperienced salespeople who are guilty of talking to customers, not with them. It’s as if they are determined to grab the reins and keep control at all cost; akin to winning the battle but losing the war.

12. Too focused on what they want to sell. It’s one thing to be enthusiastic about your product or service, but it’s something else to make customers feel what you’re selling is all you care about.

13. Stopped learning. They’re frozen in time, most likely at when they first went into sales. Customers view them as “dated” and out-of-touch, unable to help anyone meet current challenges and opportunities, and it gets worse with each passing year.

14. Believe they can sell anything. Not only do they believe it, they see it as a badge of honor and a sign of superiority.

They brag about it freely in a self-serving attempt to put a shine on a faltering sales career.

15. Impervious to criticism. They guard their self-image at all cost, requiring endless praise for their sales prowess, while striking out at the slightest sign of criticism. They not only deny the accusation, but they also label them unfair and wrong, nothing more than signs of jealousy.

16. Not feeling valued. Everyone deserves a pat on the back, but salespeople, unlike others in a company, can quantify their performance; they know how they’re doing. Being disturbed by a lack of appreciation only distracts a salesperson from getting the job done.

17. Overestimating their competence. It’s common for most people to avoid bragging by underestimating their capabilities and failing to give themselves the credit they deserve. With salespeople, it’s just the opposite. They are prone to exaggerate their competence, their ability to work collaboratively with customers and to close sales.

21. Distancing themselves from the company. This is subtle, but customers pick up when salespeople drop hints that that they would do something differently if they were in charge. It’s an effort to earn points by showing they’re on the customer’s side. It almost always backfires; customers don’t want to do business with renegades.

18. Getting pumped up. No salesperson can become successful merely by listening to motivational messages, attending seminars, or buying the latest sales guru’s book. Success takes focus and hard work.

22. Confusing talk with action. Because salespeople tend to be verbal, they think that when they say something, they’re doing it. They readily agree to get a proposal done, make a delivery, assist with a project, or make a presentation.

When the due date comes around, they’re absent. And so are their sales.

19. Talking down to customers. Some salespeople intimidate customers so they can better seize and maintain control.

Some customers acquiesce, not feeling up to challenging the salesperson, while others bail out and go elsewhere. Even those who concede harbor resentment.

20. Putting the brakes on. After a salesperson has been in the business for a while, even some years, they start to put their foot on the brake. Seemingly, they decide to only go so far, letting it be known what they will and won’t do. They want to decide which prospects they’ll work on, and the level of service they’ll offer customers. It’s a great way to put the brakes on their sales.

PIA Wis half page 7.5x5 Date.pdf

1

1/23/15

Selling is hard enough without being weighed down by attitudes and behaviors that make it tougher — and sometimes impossible — to make more sales.

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

9:13 AM

JULY 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

38 JUly 15

July 2015 August 2015 September 2015

October 2015

November 2015

Coming Events 38 JUNE 15

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 414-271-1561 Fax 414-271-3012 dkuhnke@robertsonryan.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, CRM 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

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. 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 Executive Assistant mpenn@piaw.org Becca Prestbroten Administrative Assistant bprestbroten@piaw.org Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

21-23

CIC COMMERCIAL CASUALTY Appleton (20 WI CE)

5

YPC 12 th Annual Golf Outing Wisconsin Dells

5-7

66TH ANNUAL CONVENTION Wisconsin Dells (3 WI CE)

18, 19

CISR PERSONAL AUTO Green Bay, Brookfield (7 WI CE)

26

CRM PRINCIPLES OF RISK MANAGEMENT Milwaukee (20 WI CE, 1 of 20 is Ethics)

22

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

23

CIC AGENCY MANAGEMENT INSTITUTE Milwaukee (20 WI CE, 4 are Ethics)

13

AGENCY INTERNET BOOT CAMP Green Bay (6 WI CE)

13, 14

CISR LIFE & HEALTH ESSENTIALS Madison (7 WI CE)

14-15

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

4

CISR COMMERCIAL CASUALTY 2 Rothschild (7 WI CE)

5

CISR COMMERCIAL CASUALTY 2 Brookfield (7 WI CE)

Expect big things in workers’ compensation. Expect to save a third of your clients 30% or more. Most classes approved, nationwide.

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

JULY 15 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 has voting rights at PIA national meetings. Primary Contact and all agency staff have voting rights at PIA of Wisconsin meetings.

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