March 2016 Wisconsin Professional Agent

professional agent MARCH | 2016

What’s Inside?

Best Place To Work.......... 12 Agency Compensation...... 14 Structures Winter Getaway Photos.... 20 Education Section.............. 22 (see yellow tab pages) PIA National 2016............... 32 Priorities 7 Steps to Productivity...... 34 Contribute to PIA................ 37 Legislative Conduit

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

Northern Wisconsin Bobcat

In a class by itself.

Over 5,000 Member Agencies Signed Over $5 Billion Written Premium

THE

TOTAL SOLUTION FOR THE

INDEPENDENT AGENT

info@siaa.net | www.siaa.net

From the

President Rick Clements, LUTCF, MDRT — President, PIA of Wisconsin

10 Benefits of PIA National You May Not Know About PIA was founded with objectives that are as relevant today as they were back in 1931.

agency revenue tool available for members only. It is an

• Educate agency owners and staff about insurance concepts

group sales arena.

affordable way to easily enter the employee marketing and

• Keep agents informed about changing company offerings

For agency planning and perpetuation, there are several use-

• Allow agents to assist one another in proper underwriting of their business

ful benefits and tools available. ‘Closing the Gap – Growth

• Increase cooperation between carriers and agents • Encourage uniform policy writing and assist in proper form completion

and Profit’ is designed to help agencies project and plan business growth and profitability on a 5-year basis. Check out the ‘Practical Guide to Successful Planning, created by agents for agents to assist coordinating plans with carriers. PIA is working to keep members up to date on the next

• Advocate for agents in legislative matters

generation of insurance professionals with ongoing develop-

• Foster acquaintanceship among agents so they could support one another

ment of web-based tools to reach them.

• Protect the American Agency System

websites, Alamo car rental, prescriptions, Mines Press printing,

Those are the objectives PIA of Wisconsin follows for their members. To meet that objective here are some benefits provided by the PIAW:

Omni Employee profiling, Rough Notes and UPS shipping.

As you all know PIAW offers Errors and Omissions (E&O) exclusively to PIA members. Did you know you can also purchase Cyber and Privacy Liability Insurance, Life Insurance, Disability Insurance, Hospital Indemnity Insurance and Agency Umbrella (that includes coverage over both General Liability and the E&O)? In addition your agency has access to Hartford Flood Insurance for your clients.

each year at the nation’s capital and PIAPAC (the political

Take advantage of the PIA Member Discounts for agency

PIA National is very active in pertinent, Legislative issues through its Advocacy Center, Federal Legislative Summit action committee). Your financial support of this is very crucial to the future of your agencies and the insurance industry.

All of the above is included in your very reasonable dues paid to PIAW. Make the most use of your membership and take advantage of these benefits. Visit them at www.pianet.com.

Rough Notes ‘Producer Online’ risk evaluation tool is available at a greatly reduced cost. This valuable tool can help producers at any level with both Personal and Commercial Risk Surveys. It shows applicable coverages available, lists insurance words, terms and phrases and has numerous professional business letters to use.

A huge thank you to Jodi Cordes and Deb Clements for

Agents and staff can be kept up to date on company and industry issues with the award winning ‘PIA Connection’ newsletter. It is available via email, print or on-line., Agent to Agent is a publication with articles written by agents for agents on a wide range of topics.

ing it. The CE class on “Seven Ways to Get Sued and How

Another helpful tool in the office is ‘DocIt’ which is a violation reporting and driver discovery tool that can change the way agent will sell auto insurance.

Marketing can be more effective with these tools. The PIA Branding Program offers both print and radio ads. PIA’s Agency Marketing Guide assists in planning a successful marketing program. Also the ‘Quickstart Program’ is an

planning the 7th Annual Winter Get-Away. It was a great time of education, CE and fellowship. The class “How to Create Engaging and Effective Online Content” offered an immense amount of helpful information. Thanks to Mike Peterson from Insurance Marketing Partners for presentto Avoid Them” was also very informative. Executive Vice President, Ron Von Haden did a great job presenting “Ethics” CE class. It was a pleasure to visit with many PIA members and meet and visit with several new people. Oh yes, the activities, games (ask someone about chicken $%?# bingo) and the amazing dinners included both nights. Make it a point to attend next year.

Have a great March and Happy Easter!

Spring is around the corner!

Rick MARCH 16 3

Memos from

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

Failure to Yield by a Motorist WORTH REPEATING. Back in 2012, Wisconsin law regarding penalties for Failure To Yield the Right of Way to pedestrians and bicyclists and others changed dramatically. Most folks still do not know the extent of those changes. I discussed the changes in my October, 2014 article and recently have received inquiries about the law so it’s time for an update.

Wisconsin and floods will also. In my opinion, if you do not offer flood insurance to all your clients, you are doing them a huge injustice….and opening yourself up to a potential E&O claim. Lowlands, high ground, urban or rural, personal or commercial property, there will be flooding in our state this year and every property can qualify for flood insurance.

Following unanimous voice votes in both the State Senate and Assembly, the law was revised for accidents involving bodily harm to pedestrians and bicyclists due to failure to yield by a motorist. In addition to an escalating fine based on the amount of bodily harm, there may be a mandatory suspension of a drivers’ operating license. If the accident causes “bodily harm”, a mandatory 2 month suspension is applicable. If the accident causes “great bodily harm”, the mandatory suspension period is 6 months. If the accident causes death, a suspension of 9 months is mandatory. Also, in every circumstance the offender will have to attend classes on yielding Right Of Way before regaining their operators’ license. There is no concrete definition of “bodily harm” or “great bodily harm”. Death is obvious.

We get calls each year from agents who would like to offer flood policies but do not have a market to write the coverage or are dissatisfied with the service or hassle from their current carrier. PIA has the answer for you and you do not have any minimum volume requirements or flood insurance experience. PIA has had an exclusive program with The Hartford for twelve years and has placed hundreds of policies in the program. The Hartford is one of the largest flood insurance writers in the entire country. Great products, great service and helpful support. Call (860) 547-5006 or visit www.pianet. org to find flood insurance program details.

It’s an easy guess as to the groups who successfully lobbied for these changes. I respect the rights of everyone to be safe on the streets and roads of our State but the bicyclists in Madison seem to believe that the rules apply to everyone but them, as they zip in and out of traffic, across crosswalks and defy traffic lights. I wonder how many crashes result from motorists trying to avoid dangerous and erratic behavior of cyclists?

FLOODS, FLOODS and floods. Spring will come to

LOOKING FOR an employee or producer? Or are you looking for a career change? You should post your job opening or position wanted on the PIAW website at no cost. This is another “member only” service provided by PIAW and has proven to be very successful to those who have used it to find employees, producers or for someone considering a career change or relocating to another part of the state. If you need help with the service, contact Mandy at mpenn@ piaw.org or phone her at (800) 261-7429.

AND REMEMBER …..The early bird gets the worm but the second mouse gets the cheese!

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 4 | MARCH 16

We Are Your

Solution to INCREASED

YOU

1 0 OW 0%

MARKETS

MAI

N TA

IN

NERS

HIP

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

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

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

Sell more. Make more. Stress less.

www.IAAnetwork.com

For more information call Mike Sabourin 866-789-9712

Not all markets are available in all states.

MARCH 16 5

From the

Boardroom Jeremy Cordova, CIC— Director, PIA of Wisconsin

Feeling the "Bern" As I put the finishing touches on this article the results of the New Hampshire primary are starting to trickle in. One media source has already called it for Trump and Hillary is definitely feeling the “Bern”. It is still almost nine full months until the actual election and thanks to an almost continuous election cycle, we have already been subjected to five months of talking head political punditry with the intensity no doubt ratcheting up in the months to come. The reward for putting up with, and sifting through all the ads, all the mudslinging, and all the ad hominem attacks candidates level at each other is the voting booth in November.

We enter the booth, mark our ballot, and feel we have discharged our civic duty. While that is certainly true in the strictest sense of a representative Republic I would argue that the real work of holding an elected officials proverbial feet to the fire has at that point just begun. Whether you voted for them or not, an elected politician has an obligation to accept your written or verbal communication on items they are considering in the course of their duties. Though it is sometimes difficult to tell, many elected officials especially at the state and local levels place a lot of importance on constituent feedback and many actively solicit it. With the complexity of most of our legislative process it is understandable that not everyone is comfortable with, or willing to write, call, or attend a meeting with a legislator. This is where the PIA of Wisconsin Legislative Committee works on your behalf. With the help of Ron Kuehn and Steve Conway of DeWitt Ross & Stevens, the PIA of Wisconsin provides input to legislators and testifies at committee hearings on issues that pertain directly to the independent insurance agent channel, the insurance industry as a whole, and on issues that affect the general business climate in Wisconsin. These efforts have been successful on numerous occasions and we look forward to continuing that success.

As the PIA of Wisconsin Legislative Committee continues striving to be an ever more effective advocate for independent agents as well as the insurance industry, we have identified two key components that are critical to accomplishing that goal. The two most important things identified should come as no surprise since they are two of the most valuable tools in business also, time and money.

The value of time in building a relationship with a legislator simply cannot be overstated. Attending a local meeting that a legislator is hosting, introducing yourself and striking

up a conversation is time well spent. If you are so inclined, attending a fundraiser with a very modest contribution is also a very wise use of time and often good networking.

However the coup de grace and the fastest way to a legislator’s heart is working on their election, or re-election campaign. This could be hosting a fundraiser or knocking on doors and distributing literature. It may be a couple of hours at a phone bank or walking in a parade, or just making introductions to friends or business associates. If you are interested in helping on any campaign during the summer or fall of this year please contact the PIA office or myself at jeremy.cordova@cordovaagency.com and we will put you in touch with a campaign that you are comfortable working with. I have worked on several and it really is a good time.

As previously mentioned the other weapon we need in our arsenal is money. I know many of you can scarcely believe that money is an important tool to influence legislators and thereby legislation, but you are going to have to trust me on this one. Currently a misconception exists that some portion of yearly membership dues are able to be used to support candidates but this is simply not the case. In order to support candidates the PIAW Legislative Conduit (conduit) was created. The conduit is the most effective way possible to financially support candidates that will carry the best interests of independent agents to elected office. In this critical election season our conduit is currently well short of our target funding and in immediate need of pledged support.

The conduit is a vehicle that you must fund with personal monies but over which you have control of all funds you pledge. The use of the conduit has the two fold benefit of both you and the PIAW receiving credit for a contribution to a candidate. It works like this, you pledge money, when you would like to make a contribution you notify the PIAW office of the amount and the candidate it should go to and a check is sent. It is also possible that you may be contacted by PIAW requesting permission to use funds that you have pledged to support a particular candidate that PIAW has identified as important to the cause of independent agents and the insurance industry. In this instance both you and the PIAW still receive credit for the support.

It is also important to note that no money is actually collected from your pledge until you authorize its distribution.

I have found this to be a great way to support candidates that are true allies of the independent agent but not neces(continued on page 30)

6 MARCH 16

GROW YOUR BUSINESS &

RETAIN YOUR IDENTITY

WITH OUR TEAM Visit our website, couriagents.com or give Steve Albinger a call at 800-444-1215.

Scan this with your smartphone QR code reader.

See what our agents are saying about market access, support & great commissions.

MARCH 16 7

OCI Administrative

Actions Ted Nickel — Commissioner of the Office of Insurance

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

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

Allegations

and

Actions Against Agents

Rebecca B. Adams, 6301 Brookhaven Tr., Arlington, TX 76001, 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. Whitney Berthiaume, 5760 Wild Rose Ln., Eau Claire, WI 54701, had her 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. Beata Brandt, 4509 W. Morgan Ave., Greenfield, WI 53220, had her application for an insurance license denied. This action was taken based on allegations of failing to complete required prelicensing education, examination, and background/fingerprint check, and failing to respond promptly to inquiries from OCI. David E. Caudill, 2005 Wagon Gap Dr., Round Rock, TX 78681, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support and failing to respond to inquiries from OCI. Juan A. Cobos, 3700 S. Stonebridge Dr., McKinney, TX 75070, 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. Regina L. Ellis, 5151 Village Fair Dr., Apt. 12103, Dallas, TX 75224, had her 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. Nathan E. Erickson, 6942 Old Amsterdam Way, Deforest, WI 53532, had his application for an insurance license denied.

This action was taken based on allegations of failing to complete the required fingerprint/background check and failing to respond promptly to inquiries from OCI. Charles Flagg, 2849 Harson Way, Fort Pierce, FL 34946, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support, failing to provide employment history on an application, and failing to respond promptly to inquiries from OCI. Joseph Flores, 502 S. Magnolia Ave., Yuma, AZ 85364, 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. Jennifer Foster, 2202 E. Pratt St., Baltimore, MD 21231, 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. Shunell Fregiste, 5150 Regent Blvd., Irving, TX 75063, 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.

David E. Gilliam, 4024 S. Austin St., Milwaukee, WI 53207, had his application for an insurance license denied for 31 (continued on page 10)

8 MARCH 16

THANKS A

BILLION! You’ve helped West Bend reach $1 billion in annual premium volume. And you’ve helped make us one of the leading property and casualty insurers in the Midwest. We hope you’re as proud to offer our products and services as we are to have you represent us.

OCI Administrative Actions (continued from page 8) days. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application.Joshua L. Gottlieb, 15300 Suffolk Ln., Russell Township, OH 44022, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent state and federal taxes, failing to disclose tax delinquencies on a licensing application, being involved in lawsuits, and failing to respond promptly to inquiries from OCI. Jill A. Gray, 1326 Scheuring Rd., Apt. 2, De Pere, WI 54115, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Thomas J. Harris, 7715 W. Briarwood Dr., Franklin, WI 53132, had his application for an insurance license denied. This action was taken based on allegations of failing to retake an insurance examination and failing to respond promptly to inquiries from OCI. Rebecca A. Hawkins, 3317 E. Ramsey Ave., Cudahy, WI 53110, had her application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application.

Stephanie E. Henckel, 926 First St., Stevens Point, WI 54481, had her 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 having a criminal conviction that may be substantially related to insurance marketing type conduct.

John Hill, 1374 Olden Ave. N.W., Palm Bay, FL 32907, 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. Quentin M. Hoye, 4357 Wayne Ave., Philadelphia, PA 19140, 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 and failing to respond promptly to inquiries from OCI. Tiffani L. Jahnke, 407 Janesville Ave., Fort Atkinson, WI 53538, agreed to the 31-day denial of her licensing application and agreed to certain reporting requirements. These actions were taken based on allegations of failing to disclose a criminal charge on a licensing application and having unpaid court costs.

Jon Janaka, 5719 Merlin St., Fitchburg, WI 53711, 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. Jeremy R. Johnson, 2762 Sun Rise Ln., Grand Prairie, TX 75052, 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.

10 MARCH 16

Kamal D. Khoury, 145 Oyster Bay Cir., Apt. 110, Altamonte Springs, FL 32701, 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 and failing to respond promptly to inquiries from OCI. Mark Kimbrough, 2402 Wildwood Ave., Ste. 200, Sherwood, AR 72120, had his 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. Lois P. King, 18450 Rutherford St., Detroit, MI 48235, had her application for an insurance license denied. This action was taken based on allegations of being involved in a lawsuit alleging fraud, misrepresentation, misappropriation or breach of fiduciary duty and failing to respond promptly to inquiries from OCI. Rebecca Kitelinger, W15914 Thompson Ln., Osseo, WI 54758, had her 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. 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 disclose an administrative action taken by the state of Wisconsin on a licensing application and failing to respond promptly to inquiries from OCI. Louise E. Ladd, 10304 Premia Pl., Las Vegas, NV 89135, had her application for an insurance license denied for 60 days.

This action was taken based on allegations of failing to disclose information on a licensing application, failing to timely report administrative actions while licensed, and failing to respond promptly to inquiries from OCI. Mark L. Lingofelt, 4570 Spring Canyon Heights, Apt. 308, Colorado Springs, CO 80907, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Holly A. McKay, 27803 Rota, Mission Viejo, CA 92692, had her 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. Eliseo Rosario, Jr., 1380 S. Babcock St., Melbourne, FL 32901, had his application for an insurance license denied. This Marc D. L. Steffens, 17025 W. Lisbon Rd., Brookfield, WI 53005, had his application for an insurance license denied for 30 days. This action was taken based on allegations of failing to disclose a delinquent tax obligation on a licensing application.

Allegations

and

Actions Against Companies

Applied Risk Services, Inc., and Continental Indemnity Com-

Invida Financial Network, LLC, P.O. Box 742852, Boynton

pany, 10805 Old Mill Rd., Omaha, NE 68154, agreed to pay a

Beach, FL 33474, had its application for an insurance license

forfeiture of $140,000.00 and agreed to cease and desist market-

denied. This action was taken based on allegations of failing

ing, binding, issuing, and renewing certain worker’s compensa-

to provide evidence of equivalent resident state licensure and

tion policies. These actions were taken based on allegations of violating a previous stipulation and order related to renewing insurance products not in compliance with Wisconsin laws.

Coverys Insurance Services, Inc., 3100 West Rd., Ste. 200, East

failing to respond promptly to inquiries from OCI. Wisconsin Counties Association, 22 E. Mifflin St., Madison, WI 53703, agreed to pay a forfeiture of $10,000.00 and agreed to

Lansing, MI 48823, had its application for an insurance license

revise its participation agreement and marketing materials to

denied for 31 days. This action was taken based on allegations

clarify that the Group Health Trust is a not a licensed insurer.

of failing to disclose an administrative action taken by the

These actions were taken based on allegations of misleading

state of South Dakota on a licensing application.

marketing practices.

MARCH 16 11

How to Become a

Best Place to Work

by Emily Huling

You've probably seen businesses in your community that have earned the coveted "Best Place to Work" award. Even better, perhaps your company has earned this highly regarded distinction! What makes this award notably prestigious is that it's based on employee surveys of their own workplace.

Over the years, I've had numerous clients that have received this award. Using five categories, here's a list of initiatives, programs, and ideas that contribute to becoming a Best Place to Work.

1. Support of good health and well-being. Studies have shown that employees who are both physically and emotionally fit are happier. These employees have fewer absences, produce higher quality work, and contribute to positive morale.

Some examples of employer funded (or partially funded) initiatives that can generate improved health and well being: complimentary healthy food in the break room, on site fitness programs or access to a local health club, work breaks to use fitness facilities, quiet room for meditation and recharging, and flexible work schedules to accommodate family and personal needs.

Top employers recognize the employee family's influence in creating a positive work environment. Special attention is given to including and thanking the family. Activities can include family picnics and holiday parties, office trick or treating, bring your little tyke to work day, company newsletters that are mailed to the home, celebration of life's happy occasions at the office, and sending restaurant gift cards home as a family thank you. One company owner assists with financial well being. He offers his staff a complimentary meeting with a financial advisor to learn about retirement plans, college saving plans, budgeting, and eliminating debt. In addition, he gives his employees a personal subscription to the Kiplinger Personal Finance magazine.

2. Continuous learning and career development. What employees learn on the job is theirs to keep forever. That's why top performers are passionate about furthering their knowledge to advance their earning potential and careers.

Establish a company university. Each employee should be asked to create a personalized education curriculum. Employers have many options of what to offer employees.

Self-study, in-house training, classes offered by industry associations, complimentary vendor programs, co-worker instruction, and formal mentor programs should be part of your in-house university offerings. Best place to work businesses encourage employee participation outside the office in Toastmasters, Dale Carnegie programs, and Fred Pryor and Skillpath seminars. Spend time working with each employee to create a development plan that benefits 12 MARCH 16

the individual, your company, and your clients.

3. Personalized workstations. While standards and procedures need to be consistent to ensure quality work and outstanding service, individuals have unique preferences that suit their best thinking, creativity, physical comfort, and productivity. Ergonomic experts can help by recommending an appropriate office set up. Stand up workstations are becoming very popular. Choice of chair, desk height, position of keyboard and monitors, and foot stools are just a few things that can make a huge difference in avoiding discomfort and injury. Personalization can go one step further. Award-winning workplaces give office-based employees the option to work from home one or more times a week. Working from home also supports good health and well-being.

4. Commitment to a cause. Participating in something for the greater good improves morale and encourages teamwork. Some popular volunteer activities include tutoring children, meals on wheels, senior care centers, Habitat for Humanity, and fund-raising walkathons. Please consider offering each employee four hours a month to volunteer as they choose.

5. Do fun and silly things. I have several clients who excel in this. Pool and ping-pong tables that double as meeting tables make for spirited Friday afternoon competitions. A well-equipped kitchen can be used by employees to make meals together or have cooking classes. Put an oversized crossword puzzle on the wall for all to work on. Have a table designated for jigsaw puzzles. Host a talent contest.

Start seasonal traditions such as an Easter egg hunt, a Halloween costume contest, or a chili competition. Ask employees for their ideas for fun and amusing activities and you'll get dozens of suggestions.

If you'd like your office to become a best place to work, start by implementing one idea from each of the categories. Once you hear an employee exclaim, "This is a great place to work!" you'll know that you're making a positive difference in the personal and professional lives of your team.

Emily Huling, CIC, CMC, helps the insurance industry create top-performing sales, service, and leadership organizations. She is the author of Selling from the Inside, Great Service Sells and the audio program Service Selling Supercharge. Contact Emily at 888-309-8802, www.sellingstrategies.com or emily@sellingstrategies.com.

EVERY DAY. EVERY HOUR. ALWAYS.

Beyond the expected.

®

Innovative Products That Meet Your Clients’ Needs and Exceed Their Expectations!

EQUIPMENT BREAKDOWN

CROSSROADS

It’s easy for homeowners to take their heating, cooling, and electricity for granted. And if this equipment breaks down, many insureds assume that they’re already covered with insurance—but that’s not always the case. Should a breakdown happen, we have the coverage your clients need for just pennies a day.

If you know someone with a less-than-perfect driving record due to serious auto accidents, multiple claims, or motor vehicle violations, we can help keep them in the driver’s seat. A Crossroads auto policy from Pekin Insurance® will give your insureds reliable coverage at a reasonable price and get them back on the road driving worry-free.

WATER & SEWER LINE BREAKAGE/WATER BACK-UP OF SEWERS & DRAINS

PET INSURANCE

Should the unexpected happen, we will cover costs associated with leaks or breaks to water and sewer lines caused by normal wear and usage or water back-up through sewers or drains— valuable coverage at an affordable price.

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

2505 COURT STREET • PEKIN, ILLINOIS • 61558 • 800-322-0160, EXTENSION 2394 • WWW.PEKININSURANCE.COM

AUTO

•

HOME

•

LIFE

•

HEALTH

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.

•

BUSINESS

“Good People to Know”

BUDZISZ WRUCK OSBORNE

INSURANCE GROUP, LLC

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

www.bwoinsurance. com

agents enjoy...

• 100% ownership • Contingency participation • Generous commission • Comparative rater • Hawksoft management system • Agency perpetuation • No non-compete • No monthly membership fee • No joining fee

companies we represent...

AAA Wisconsin, Acuity, Allied Insurance, Austin Mutual Insurance, Auto-Owners Insurance, Badger Mutual, Dairyland Auto, Ellington Mutual, Foremost, General Casualty, GMIC, Hagerty, Hanover, The Hartford, Hastings Mutual, IMT, Integrity, Kemper Preferred, Met Life, Mt. Morris Mutual, Partners Mutual, Pekin, Philadephia Insurance Companies, Progressive, Safeco, Secura, Society, State Auto, Travelers, Victoria, West Bend Mutual

InsuranceBroker_AdFINAL.indd 1

MARCH 16 13 4/24/15 8:48 AM

The State of Agency

Compensation Structures

Consider technology, incentive programs and training

By Don Phin, Esq VP of Strategic Business Solutions, Think HR

When I delved into the topic of agency compensation structures, I wondered if I would hear about an amazing new breakthrough theory with unbelievable results. However, when you think about it, there are only a finite number of options (e.g., manipulate commissions on the front end or back end; offer a higher percentage when certain benchmarks are met; company profit-sharing; or staff incentives to cross sell and manage ever larger books of business).

What’s new?

Technology has a fundamental effect on how professional, independent insurance agents hire, manage, pay and reward agency employees. Everything from agency administration, to underwriting, lead generation, benefits and risk management, sales management now computerized. It is changing how we work and I believe how we have to pay employees.

Ask yourself this question, “What is your compensation philosophy and are you committed to it?” Chris Burand, president of Burand & Associates LLC, laments that while many agency owners design their compensation plans with good intentions they inevitably fail at the execution level.

Some agency principals’ compensation philosophy may be to pay as little as they can because it will maximize agency profits. Other agency principals may say they have to pay their employees as much as they can to help grow the business, even if it means compromising profits in the short term. These two philosophies should accompany two sets of practices.

Once you have your philosophy you must know who is paid what, how and why at your agency. To what degree does their compensation conform to your agency’s philosophy? If your philosophy is to reward individual effort, do you have a bonus system based on total profits? Solely rewarding the team will not reward exceptional individual effort. A winnertakes-all philosophy will not help with team engagement. It’s the ultimate balancing act.

Also, you can look at your existing salary or compensation levels and conduct some surveys. Are there mismatches at your company? What is the competition paying? What are similar industries (e.g., finance, banking or other professional industries) paying their sales people? When you find out how the market defines compensation then you can determine 14 MARCH 16

whether you are above or below market rate given your base pay and compensation structures. Remember this: The market determines a fair day’s wage.

What the experts say According to Al Diamond, president, Agency Consulting Group Inc., staff incentive programs are shifting from rewarding longevity to productivity. The primary factor—revenue serviced. The value of service and administrative staff most impacts retention of business, account rounding and the opportunity to manage more customers without necessarily adding more staff. The more productive the existing employees are through retention and adding new clients without more expense, the more they are worth to the agency. When I asked Diamond how to solve the problem of who gets what accounts, he said to assign them by skill set of the employee or rotationally if the staff has similar skills. Staff members can choose not to accept additional customers, but they know they limit their own compensation potential if they cannot handle as many customers as other staff members. Natural talents will separate the high performance employees from the others.

To compensate a producer, Diamond said to shift from compensation based on new business and renewal (a dated assumption that it once took more effort to write new business than to retain renewals) to offering base pay for the producer’s level of gross commission production in the prior year and growth incentives for growth beyond last year’s revenue levels. And, since larger producers are more valuable than smaller producers, targeted tiers of production will raise the actual percentage earned on each dollar. This ties your best producers to you with golden handcuffs since you are rewarding your best producers significantly more than your low level producers. According to Diamond, it is not in the agency principal’s interest to have producers own some or all of the books of business they have generated. It is in

the agency’s best interest for producers to care about all of the customers in the agency, not just a group they consider theirs.

If they grow to become an important part of the agency’s total production, equity in the agency is a better way to keep producers interested in the best interest of the agency instead of in their own best interest over the long term.

incentivizes the employee to use technologies and other methods to become more effective. He’s encouraged agencies to pay as much is 10 percent commission on new business managed.

The base compensation should be based on last year’s book of business and they should get quarterly revenue bonuses on new business.

Diamond further explained that effective changes in overall compensation plans should not be accomplished in a single year. He suggests that a three-year transition will show all employees that the compensation change is nonthreatening and responds to productivity—the more productive they are for the agency, the more earnings potential they will have.

Don’t forget training

While there’s talk about new trends in compensation, Burand sees agencies actual results almost every day and even though most agencies advise that they are moving forward in a more progressive, thoughtful compensation structure, they revert to what agencies have always done.

According to Burand, most advanced firms are changing the way they pay their staff so it is tangibly merit based. Even then, the quality of some of their benchmarks is questionable because when he has analyzed them, accuracy often is lacking. The benchmarks often are wrong or inadequate (even if the data is correct), which creates an entirely different set of problems. As a result, once management recognized the futility, they abandon the programs. However, he applauds their direction and effort and encourages them to work with a consultant to understand the correct benchmarks and verify the quality of their data.

“If you go to 100 agencies you’ll have 100 different agency compensation systems,” said Roger Sitkins, chair and founder, Sitkins Group. When addressing the issue of agency compensation, you first need to identify the balance between commissions, service and support. According to Sitkins, if somebody receives a 50/50 commission, he or she will earn less money over time because there are not enough dollars available to add support staff; value-added programs; and membership in programs. Often they earn less than the fully supported sales executive with a 30/30 split.

Agreeing with the other experts, Sitkins does not favor overall company bonus payments because it rewards producers who do not produce at the expense of those who do. He believes that owners should be paid as producers. If they have various functions (e.g., management or ownership), they should get paid separately for each position.

According to Sitkins, if someone handles a $300,000 book of business and another employee handles a $500,000 book of business their pay should reflect the difference. This approach

Compensation comes in many forms. Helping employees stay on top of their game and relevant in their business is rewarding. Unfortunately, usually insurance agencies spend less than 1 percent of their budget on training.

According to Larry Linne, CEO, InCite Performance Group, “Compensation practices don’t change behavior. A sales person will either sell or he or she will not!”

Linne emphasized: any new business that comes in has a “multiplier” in terms of increasing agency value. In other words, when setting up a compensation plan don’t think in terms of one times revenue. Think of the lifetime value of the book of business, including its multiplied value should you merge or sell your agency.

Agencies that place bonus payments into deferred compensation plans that, over time, can either go toward agency ownership or be cashed out are more successful, according to Linne.

This not only helps incentivize the employees to stay with the agency and seek ownership, but it also increases agency value.

Agency value Don’t forget upfront commissions, reminds Linne. He also says agency employees shouldn’t be paid long-term on crosssold accounts because they aren’t touching the client.

Albert Lloyd, executive vice president, MarshBerry, sees a lot of compensation plans. He said what PIA members should be most interested in is what high-performing agencies are doing. They have an average commission split of 40 percent for new business and 25 percent for renewals. Those figures may vary (within a 15-point spread). He says it is appropriate to decrease the renewal compensation to support new staffing and services.

To build the value of the agency, the majority of the experts say everyone at the agency should be exposed to some risk as an incentive in their job. On top of the normal commission split, include pay-out bonuses based on new commission thresholds. Think about where your agency’s resources are being spent (e.g., marketing, selling, staffing and servicing accounts), and how can they be spread appropriately? (continued on page 16) MARCH 16 15

Compensation Structures (continued from page 15) Lloyd also sees high-performing agencies rewarding account managers and other support personnel with retention bonuses.

There is a greater system accountability due to improvements in software for agency management and sales.

Software Software applications manage compensation strategy. According to Dickinson Merrin, product manager, Vertafore, a growing number of agencies incentivize their producers to generate new business independent of agency marketing efforts. They are paying a higher commission rate for policies generated from the producer’s own efforts.

Final thoughts Computerization affects the insurance industry and will have a large effect on managing performance and compensation structures. Certain programs generate new benchmarks for monitoring your agency’s sales performance and its staff. As best practices get refined through data analysis and compensation plans must fall in line.

Phin an attorney and vice president of ThinkHR, a comprehensive HR program that work with brokers to offer clients a unique combination of online compliance and employee training solutions. He has three decades of experience as an industry expert, published author and speaker. For more information, visit ThinkHR.com.

—Reprinted with permission from PIA Management Services Inc.—

Since 1878

Ellington Mutual Insurance Company

Proudly providing all of Wisconsin with prompt, personal service.

PO Box 356 • Hortonville, WI 54944 920-779-4515 • 800-953-4515

www.ellingtonmutual.com

Homeowners • Farmowners • Commercial • Rental Properties • Seasonal Properties • Umbrella

The moment of victory is much too short to live for that and nothing else. — Martina Navratilova 16 MARCH 16

If you ‘re searching for an affordable, full featured agency management software, just remember eclipse....

Itʼs all you need to know.

Proven software trusted by agencies for over 30 years.

•Available as Local Software or Hosted Online •Unparalleled Customer Service & Training •Optional Full Intergrated Accounting •Realtime Integration with Company Websites •Conversions from Other Management Systems Available!

North American Software Associates, Inc. 320.352.1801

•Company Download: Personal Lines Commercial Lines Direct Billed Commissions Claims Activity Notes

For more information scan our QR Code!

Download a FREE demo at www.nasasoft.com!!!

Building strong relationships!

Wilson Mutual is proud to build strong relationships with our independent agents right from the start. With a dynamic operating model that includes district sales managers with authority to make underwriting decisions, we are looking to partner with growing agencies focused on commercial business.

Our one-stop-shop solutions allow us to fulfill all your clients’ needs.

Join our team – call today!

Megan Rettig Regional Recruiting Manager 614-225-8389 megan.rettig@motoristsgroup.com

Motorists Mutual Insurance Company Motorists Life Insurance Company Broad Street Brokerage MICO Insurance Company

Iowa Mutual Insurance Company Iowa American Insurance Company Wilson Mutual Insurance Company

Phenix Mutual Fire Insurance Company Motorists Commercial Mutual Insurance Company MCM Insurance Agency, Inc. Consumers Insurance USA, Inc.

MARCH 16 17

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

Competitive

In today’s crowded marketplace, Sheboygan Falls remains highly competitive in price and product offering.

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.”

Help Build Your Family’s Financial Future With

PIA Trust Insurance Plans INSURANCE PLANS DESIGNED WITH LOCAL AGENTS IN MIND As a PIA Member* serving Main Street America, you and your employees have access to a variety of highquality, competitively priced insurance plans.

Plans available include: > Basic Term Life** > Voluntary Term Life > Dependent Term Life > Hospital Indemnity > Long Term Disability > Short Term Disability > Business Overhead Expense > Accidental Death & Dismemberment

PIA SERVICES GROUP INSURANCE FUND

*PIA National membership, when required, must be current at all times. **Only available if 100% employer paid and if the employer and 100% of the employees enroll.

No medical underwriting necessary up to guaranteed issue limits.

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.

18 MARCH 16

RRA_PIA_Ad_March_16_Outlines.indd 1

BUMPER STICKERS YOU MAY NOT HAVE SEEN

2/2/2016 8:47:47 AM

Looking for a unique message to stick on the back of your car?

Try some of these . . .

• Depression is just anger without the enthusiasm.

• I'm not cheap—but I am on special this week.

• I drive way too fast to worry about cholesterol.

• I intend to live forever . . . so far, so good.

• Mental backup in progress—DO NOT DISTURB!

• The only substitute for good manners is fast reflexes.

• When everything's coming your way, you're in the wrong lane.

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

If you don't want to do what's best for your body, you're the one who comes up on the short end. —Julius Erving MARCH 16 19

Another Successful

PIA Winter Get - Away!

Chairperson Deb leading group to bar.

President Rick on the bus.

It's time to eat.

Ethics Seminar To view more pictures from this event please visit our Facebook page at https://www.facebook.com/professionalinsuranceagentsofwisconsin 20 MARCH 16

Crowd waiting for chicken to do its thing.

Chicken Sxxx Bingo, the chicken is waiting to mark a winning number.

Happy prize winners!

Happy prize winner!

Is the sky falling?

I never heard of The Banana Game before.

thank you to our generous sponsors

You can make money from bowling.

Western National Insurance Group | Utica National Insurance Group EMC National Insurance Companies | 1752 Club MARCH 16 21

education

Utica

Gives You the Credit You Deserve!

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

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

Please contact 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

S TA N D O U T Set yourself apart with a CPIA professional designation Insurance Success Seminars that lead to the designation help you prepare for, implement and sustain successful insurance programs. They’re CE-qualified in many states, and, best of all, they come with a money-back guarantee.

Ask your boss or HR department about it today.

AIMS Society PO Box 35718 Richmond, VA 23235

22 MARCH 16

www.aimssociety.org 877-674-CPIA(2742) Fax: 703-579-8896

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. You do not need to commit to all three to attend one.

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.

The AIMS Society is a national organization dedicated to providing i nteractive 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

CPIA 3 - Sustain 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.

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.

WI CE Course # 65338

WI CE Course # 65340

WI CE Course # 65339

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 $165.00 or $172.00 includes WI CE fee  Non Member $200.00 or $207.00 includes WI CE fee CPIA 1 – April 12, 2016

CPIA 3 – June 16, 2016

CPIA 2 – December 14, 2016

Holiday Inn West Waukesha, WI

Radisson Appleton, WI

Crowne Plaza Madison, WI

Register: www.piaw.org 1-800-261-7429 MARCH 16 23

education

STAND OUT! Set yourself apart with the CPIA designation.

education

30 + Topics in 2016! Each Approved for 2-3 WI CE Credits. Live. No Test.

No Proctor.

Visit the Education tab at piaw.org for a complete list of topics, descriptions, webinar demo, and to register.

Several approved for Utica credit. Ethics is offered each month.

Fee per Webinar: $55 PIAW Member, $70 Non Member – Includes WI CE fees.

March 2016 Webinar Schedule TITLE & WI CE

DATE

Words Mean Things and Insurance is a Foreign Language

3/8

TIME (CST) 12-3p

Ethics: Taking it to the Streets

3/15

1-4p

Chris Amrhein, AAI

Get in the Ring: Property Claims, Fights and Decisions

3/22

8-11a

David Viola, CIC

Social Networking: OMG or E&O

3/22

12-3p

Chris Amrhein, AAI

Current Issues in Health Insurance

3/23

8-11a

Karin Klaassen, CLU, LUTCF

The Human Asset Puzzle: Risk Managing Life, Health and Disability Insurance 3 CE # 70961

3/23

12-3p

Chris Amrhein, AAI

Life Insurance Concepts for the P&C Agent 3 CE # 70600

3/24

8-11a

Jerry Rhinehart, CIC, CLU, ChFC, RHU

Food Borne Illness and Insurance Coverage 3 CE # 71001

3/24

12-3p

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

What We Learned: Claim and Coverage Issues from Catastrophes

3/28

12-3p

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

Contractors: Insuring the Property Exposures 3 CE # 70836

3/29

8-11a

E&O Loss Prevention

3/29

12-3p

Catherine Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS Becky Lathrop, CIC, CPIA

Not Your Grandpa’s Globe: Recognizing and Insuring Supply Chain Interruption

3/30

1-3p

Kevin Amrhein, CIC

3 CE # 71019, Utica Approved

3 Ethics CE # 70999, Utica Approved

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

3 CE # 71014

3 CE # 69871, Utica Approved

3 CE # 70985

3 CE # 71678

3 CE # 1010749, Utica Approved

3 CE # 71016

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

24 MARCH 16

Contact Brenda for in-house webinar opportunities – bsteinbach@piaw.org.

education

You or someone you nominate may be the next Outstanding CSR of the Year®!

Nominations are now being accepted for the 2016 Outstanding Customer Service Representative of the Year® award.

The national winner will receive $2,000 cash, a gold and diamond pin, and a framed certificate of recognition. National finalists win $500 and a gold and garnet pin. And if you nominate the national winner, YOU receive a $1,000 cash award!

“Many in our industry came into insurance by chance, but have built a career by choice.

How did you come into the industry, and what are four reasons you stayed and built a career?”

All it takes to enter is a nomination, a letter of recommendation, a competition entry form, and a 1,000-word essay written by the nominee on the topic, shown in the gold box to the right.

Entries are due no later than May 1, 2016.

For more information about the award and to download forms, visit: www.TheNationalAlliance.com/CSR_Award.

Insert Association name, logo, and at contact information in this area.

Forms are also available piaw.org.

Place logo here

© 2016. The National Alliance for Insurance Education & Research.

3053-0116

PIAW WEBINARS “I attended my first PIA Webinar and I really enjoyed it! Good presenter and lots of feedback requested which kept it interesting. Since I usually need to drive at least 2 hours for CE classes, I am glad PIA is able to offer these webinars.

Thank you again.“ Sally Pfeifer, CISR Thomas Pfeifer Insurance Agency, Inc. Sister Bay, WI “The speaker was good. He presented some really difficult scenarios to consider.

I enjoyed it. Being from a small town it's really nice to be able to complete some of your CE credits without travel."

Jean Kendall Darlington Mutual Insurance Company Darlington, WI

MARCH 16 25

education

Certified Insurance Service Representative Open to Anyone!

7 WI CE Credits Course #69334

COMMERCIAL CASUALTY 1

This course strengthens your ability to have productive, assured interactions with your commercial customers in the area of commercial casualty exposures and coverages.

• Essentials of Legal Liability • CGL Introduction

March 16

• Commercial General Liability Coverage Parts

•

Madison

• CGL Other Provisions • Additional Insureds

$170 Per Course Includes Lunch

CLASS SCHEDULE

Instruction 8:00 a.m. – 3:45 p.m.

Group Lunch 12:00 p.m. – 12:45 p.m.

Optional Exam 4:15 p.m. – 5:15 p.m.

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

Course Instructor Patti Gardner CIC, CRM, CPCU

The CISR Program Celebrates 30-Year Milestone The National Alliance announced that the Certified Insurance Service Representative Program (CISR) is celebrating the 30th Anniversary of its founding.

Inspired Career Growth for Professionals in the Insurance and Risk Management Industry In 1986, a group of dedicated CICs in Kansas founded the Society of Certified Insurance Service Representatives (CISR).

For more than a year, the CISR Program was conducted in Kansas, Missouri and Michigan only. One year later, the dream of a national program was on its way to becoming a reality when the Society of Certified Insurance Counselors in Austin, Texas, assumed responsibility for the CISR Program.

One state after another adopted the CISR Program, and by 1996 CISR was a national program.

Today, CISRs are truly the face of insurance and risk management for their clients, representing access to prompt and effective customer service. Expansions to the program, including the CISR Elite distinction for those who complete all nine

courses, have made CISR a global community, with more than 27,800 designated CISRs and approximately 1,500 courses conducted worldwide each year. The Program is available in class and online, and in Spanish in the classroom only. The program can be conducted at a company or agency on an inhouse basis and tailored specifically to local needs.

For all insurance professionals who consider service their personal responsibility, CISR courses are a popular resource for practical insurance knowledge, stressing the understanding and analysis of risks and exposures. All employees of agencies, insurance companies, and insurance-related businesses benefit from CISR courses. The one-day courses can be stepping stones for CIC institutes and CRM courses, charting a path for future success and career advancement.

PIA of Wisconsin is a proud sponsor of the CISR program. To learn more visit piaw.org or contact Brenda at bsteinbach@piaw.org or 1-800-261-7429.

CIC Ruble seminars Exciting update options, they fill up quickly.

May 17 & 18 | Graduate | Crowne Plaza – Madison, WI* August 25 & 26 | Legal Concepts Ruble|Facility Pending – Milwaukee, WI October 26 & 27 | Graduate | Radisson – Green Bay, WI* 16 WI CE (*Includes 4 optional Ethics)

visit www.piaw.org or call PIA at 1-800-261-7429 26 MARCH 16

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

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

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

www.piaw.org 1-800-261-7429 MARCH 16 27

education

Attention Utica E&O Policy Holders:

education

Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits

COMMERCIAL casualty

PERSONAL LINES

April 19-21, 2016 Metropolis Resort – Eau Claire, WI 888-861-6001 $89 rate through 4/1/16 — includes hot, continental breakfast

June 14-16, 2016 Radisson Paper Valley Hotel 920-733-8000 $105 single rate through 5/16/16 includes breakfast

• commercial GENERAL LIABILITY • ADDITIONAL INSUREDS Duane DiPirro, CIC, CPCU, AU • Workers compensation John Dismukes, CIC, CPCU, AAI, AIS

• PERSONAL AUTOMOBILE COVERAGES • RENTAL CAR COVERAGE Samuel Bennett, CIC, CPIA, AFIS, CRIS

• business automobile coverages • excess liability/commercial umbrella coverages • commercial casualty case study Bernie Neff, CIC, CPCU

• FLOOD • PERSONAL UMBRELLA / EXCESS COVERAGES Russell Deaton, CIC John Dismukes, CIC, CPCU, AAI, AIS

WI CE Course # 69299

• PERSONAL RESIDENTIAL COVERAGES Sidney Earl Aycock, Jr. CIC

Day One: 8:00 – 5:15

Day Two: 8:00 – 5:00

WI CE Course # 69169 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.

“Today’s insurance and risk management industry is big, complex, and full of variation. As you consider what kind of coverage you need for your unique set of risks and exposures—both current and future—my training as a Certified Insurance Counselor (CIC) has prepared me to be the competent and proven advisor you need. Training to become a CIC includes 100 classroom hours and five comprehensive exams. In addition, I attend continuing education courses every year to update my knowledge and skills, to ensure that you always receive from me the attention, care, and current information necessary to make your coverage decisions.

The CIC designation and pin are marks of distinction that demonstrate my commitment to professional excellence and leadership in the insurance industry. I am proud to be among 31,500 CICs in the country–the best and most knowledgeable insurance practitioners in the nation.”

Shared by Jeremy Cordova, CIC Cordova Agency Inc. / Merill, WI

For every failure, there's an alternative course of action.

You just have to find it. —Mary Kay Ash 28 MARCH 16

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

MARCH 16 29

education

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

From the Boardroom (continued from page 6) sarily the legislator of the district that I reside in. My challenge is for every person reading this to make a $25 contribution (or more) to the conduit immediately. At that level of support the PIAW conduit would truly be a force for the good of insurance friendly candidates in the 2016 election.

Half a buck is much, much better than none

There are multiple ways to contribute to the conduit. You can use the website link here: http://www.piaw.org/AboutPIAW/legislative.html , use the contribution form enclosed in this issue or call the PIAW office at 608-274-8188 or 800-2617429. Thank you in advance for your support and thank you for recognizing the importance of supporting legislators who will actually support independent agents and our industry when they are in office.

The bureau of Engraving and printing, which prints

As we have been reminded elections have consequences and while our imperfect political system has its shortcomings never let the importance of your vote be diminished. As Samuel Adams wrote in the Boston Gazette in 1781, “Let each citizen remember at the moment he is offering his vote that he is not making a present or compliment to please an individual – or at least he ought not so to do; but that he is executing one of the most solemn trusts in human society for which he is accountable to God and his country.” All the best to you and yours and God bless America.

of the bill is intact and the currency is determined to

U.S. dollars, has an interesting (and possibly unique) policy, Craig Carman writes in his book Biography of the Dollar: How the Mighty Buck Conquered the World and Why It's Now Under Siege (Random House). It will refund damaged currency as long as at least 51 percent be genuine. Once, a man sent the Bureau's Mutilated Currency Division the remains of some money that his angry wife had run through a paper shredder. A specialist spent two months sorting the strips of paper, but in the end the bureau sent the man a check for $30,000.

successful entrepreneurs never quit —and always listen.

Nineteenth-century publisher Cyrus H. K. Curtis had a passion for the newspaper business, but he didn't always have a lot of success with it. He published his first weekly paper at age 13 and built it up until he had 100 customers. Unfortunately, a fire wiped out his business, but his determination to succeed in the industry endured.

By 1870, he was a successful advertising salesman for a small Boston newspaper. He was so good at his job that the owner offered to sell the paper to him for $250. Curtis turned the offer down, but the owner eventually gave it to him for nothing. Unfortunately, that publication failed, too.

Undaunted, Curtis founded a new one, The Tribune & Farmer. One day his wife asked him who wrote the feature called "The Woman's Page." " I do," said Curtis.

"It's utterly ridiculous!" exclaimed his wife.

Instead of arguing, Curtis challenged his wife to write the page herself.

Mrs. Curtis accepted the offer and soon her page became the most popular section of the paper.

Recognizing a hot commodity, Curtis expanded the feature, and ultimately fashioned the publication around it, giving the paper a new name: Ladies' Home Journal.

30 MARCH 16

Crash course in service excellence.

ÂŽ

Help clients through the stress of an accident with AAA Accident Assist .

One call brings AAA roadside assistance to their crash site, sets the stage for hassle-free repairs, and reserves a rental car for their immediate use.

And you made it happen.

Contact Heidi Nienow today to learn more.

(608) 828-2614

hqnienow@AAAwisconsin.com

It’s just one of the powerful tools AAA Independent Insurance Agents enjoy.

IE-0011

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

MARCH 16 31

PIA National Releases 2016

Advocacy and Policy Priorities PIA National (PIA) is pleased to present our 2016 Advocacy and Policy Priorities, available at http://pianet.com/docs/2016/piapolicyplan2016/. We hope that this will be a helpful policy tool, conveying PIA’s 2015 accomplishments and providing a roadmap to PIA’s legislative and regulatory priorities for 2016.

by Jon Gentile In 2015, PIA successfully defended the independent agency system and advocated on behalf of independent agents at the federal level. PIA scored two victories in the yearend “omnibus” appropriations funding measure: a twoyear delay of the “Cadillac Tax,” a 40% tax on certain employer-based health plans, along with the passage of the Policyholder Protection Act, which prohibits federal regulators from using assets designated to pay out insurance claims to “prop up” an affiliated bank. In the fall of 2015, PIA also successfully advocated for the reversal of a $3 billion cut to the Federal Crop Insurance Program. In addition, PIA actively advocated for the passage of the Protecting Affordable Coverage for Employees Act. This legislation enables states to keep the current definition of a small group market in health insurance at 50 or fewer employees, protecting mid-size businesses from having to abide by the more stringent rules imposed on large corporations.

Building on these advocacy successes, PIA will continue to represent the independent agency system at the federal and state level. PIA National staff has reviewed past policy positions and current congressional priorities and consulted with PIA membership across the country to develop its top five 2016 Policy and Advocacy Priorities.

• Preservation of Role & Value of Agents in Healthcare Reform: PIA supports the critical role that independent agents play in the sale and servicing of health insurance.

im

Insurance Marketing Partners

InsuranceMarketingPartners.com

• Protection of State Insurance Regulation: PIA supports a modern, state-based insurance regulatory system and opposes any federal regulation or international standards that would destabilize or supplant state-based regulation.

• Safeguarding of Important P&C Programs: PIA supports the vital role and value that independent agents play in the delivery of federal insurance and reinsurance programs, including the federal crop insurance, flood insurance, and terrorism risk insurance programs.

• Promotion of Small Businesses & Tax Reform: PIA supports a clear and simple tax code and the reduction of individual and corporate income tax rates for small businesses.

PIA opposes tax provisions and regulations that impede small business growth.

• Cultivation of Agent Licensing Uniformity: PIA supports increasing uniformity and reciprocity for producer licensing through state insurance departments and as necessary through targeted federal legislation.

Throughout 2016, PIA will work with its members and affiliates to advocate for the interests of Professional Insurance Agents before federal and state legislators and regulators. We look forward to working with you on these issues and more!

Jon Gentile Vice President, Government Relations PIA National

A partnership to help build your agency’s book of business Call: 715-797-2432

Branding | Marketing Strategy Client Communication | Custom Content Training and Analysis

32 MARCH 16

MARCH 16 33

Accomplish More in Less Time by

Climbing the Seven Step Productivity Pyramid

by Eric Bloom

The establishment of an ongoing, organization-wide productivity improvement program requires the right company culture, a continuous improvement mindset, innovative thinkers and the active support of senior management—but this is not enough. To be successful, it must also have a defined set of processes, the ability to measure and communicate your results and a clear understanding of how each productivity enhancement provides value to the organization.

These processes are established on each of the seven steps on the Productivity Pyramid, which— if followed—creates a company environment where more is done in less time.

The Productivity Pyramid concept states that for productivity improvement activities to be effective and long-lasting, they can’t be randomly performed. These activities must be organizationally grounded, systematically implemented and administratively supported. They must align with your corporate goals and culture, be implemented with formal plans based on anticipated results and able to be repeated going forward.

In addition to describing the steppingstones toward the creation of a successful productivity program, the Productivity Pyramid can also be used to assess your organization’s current productivity maturity. The seven steps can help you craft a plan for the future, and also asses your current productivity abilities and needs.

34

you define your productivity related activities, you must also prioritize them based on the answers to these two questions:

a) Does this productivity project free up corporate

resources that can be redeployed to achieve current

corporate objectives?

b) Will the productivity project, by its nature, assist in

the potential success, efficiency, or cost effective

ness of any currently funded corporate projects?

If one or more answers to the above questions are “yes,” then your proposed productivity project is a candidate for funding. Therefore, like all potentially funded projects, it should be prioritized based on its short-term and long-term Return On Investment (ROI).

Step One: Goal Alignment

Step Two: Holistic Mindset

The alignment of individual, project, department and corporate goals is a mainstay of the strategic planning process.

This is also true for your productivity goals. As a result, as

Organizational productivity must be looked at holistically.

MARCH 16

All too often, individuals and organizations attempt to enhance their productivity through the improvement of one

or two key business activities. It could be improved delegation practices, time management training, and the implementation of email-oriented best practices or other key internal processes.

Improvements in each of these areas individually have the potential to provide substantial productivity gains.

By their nature, however, productivity improvements in one area can cause productivity losses in other areas. For example, an effort to reduce meetings may have the adverse effect of increasing emails. Reducing the number of people copied on emails may cause process inefficiencies. Improved time management prioritization techniques may help facilitate individual productivity improvements, but if team member priorities are not properly synchronized, project deadlines can be missed— and as a result—organizational infighting can counteract all previous productivity gains.

Step Three: Supportive Culture As people have personalities, organizations have cultures. Some people are open to change and some are not. Some organizations embrace change as a catalyst for future growth and profitability and some do not. Increasing productivity requires change. If your organization views the ability to change as an important business attribute, then ongoing productivity improvement can be the status quo. If your company is set in its ways, refuses to streamline its processes and shuns innovation, then your productivity initiatives are unlikely to gain traction.

Step Six: Productivity Driven Reinvestment Productivity Driven Reinvestment is an extension and application of the productivity measurement process. Simply put: it forces organizational efficiency by requiring future projects to be funded, at least partially, through the savings of current productivity projects.

This concept can be implemented in three ways. First, if you require a portion of all projects, say 10%, to be funded by productivity savings, then you drive efficiency into existing processes, while still providing needed funding for new initiatives. In effect, this forces managers to continue to search for organizational efficiencies within their existing operations and not just incrementally chase funding for the next hot project. Second, it can be used as a way to fund projects that are proposed after departmental budgets have been finalized. This gives managers a way to self-fund newly arising department activities. Lastly, if for business reasons your organization must keep spending flat, then this technique can be used as a way of funding new projects without increasing your overall budget.

Step Seven: Reiterative As organizations mature, one of the key factors that drive their scale and profitability is their ability to efficiently and flawlessly perform the same task repeatedly. Regarding productivity enhancement, even though each individual project may take very

Step Four: Amplification

different forms—such as time management, email reduction and

Amplification is the implementation eight specific productivity amplifiers. Amplification refers to projects that have the specific goal of enhancing organizational effectiveness. These eight productivity amplifiers are:

meeting effectiveness—the overall process by which these initia-

•

Interactive Productivity o Creative delegation o Innovative meeting management o Communication efficiency • Personal/Managerial Productivity o Time management o Capability-Based Task Prioritization • Organizational Productivity o Ongoing process improvement o Asset reuse o Knowledge storage and transfer

Step Five: Measurement Productivity projects should be measured not only on the amount of time, money and resources they save, but also the organizational benefits they generate as a result. This step in the Productivity Pyramid defines the “opportunity cost” which would not have been possible without productivity gains. This realized opportunity cost is the true benefit of enhanced productivity.

tives are planned, approved, delivered and measured should be as consistent as possible. The ability to drive uniformity into the productivity improvement process will allow you to reap greater short term savings, as well as provide an ongoing framework that will help assure long term sustainability and maximized cost savings.

By climbing each of the seven steps on the Productivity Pyramid you put your company in a position to reap a windfall of enhanced productivity. The main question is: how can you use the newly found time, money and resources that this productivity provides?

Eric P. Bloom is the President and Founder of Manager Mechanics LLC, a nationally recognized speaker and author of the forthcoming book Productivity Driven Success: Hidden Secrets of Organizational Efficiency. He is also a nationally syndicated columnist, certified executive coach, and an Adjunct Research Advisor for IDC. He is also a past president of National Speakers Association New England. For more information on Eric Bloom please visit: www.MrProductivity. com and on Twitter at @MrProductivity.

MARCH 16 35

just plain sick of looking at them.

Four men shared a cab from the airport into the city.

One came from Idaho, one from Iowa, one from Florida, and the last from New York.

After a few miles, the man from Idaho opened his suitcase, pulled out some potatoes, and threw them out the window. The cab driver asked, "What are you doing?"

The man from Idaho said, "We have so many potatoes in Idaho that whenever one of us leaves the state, we just throw them away because we're sick of looking at them."

A few miles later, the passenger from Iowa began pulling ears of corn from his bag and throwing them out the window.

The cabbie asked, "What are you doing that for?"

"Man, we have so much corn in Iowa that we have to get rid of it all because we're sick of looking at it!"

A few miles later, the man from Florida opened the car door . . . and pushed the New Yorker out.

Wisconsin STRONG For 85 years Partners Mutual Insurance Company has built lasting relationships with independent agents across the state. We are committed to the independent agency system as the only means to deliver our products and work hand-in-hand to help our agencies grow profitably.

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

36 MARCH 16

PMIC_3-625x5_PIA_FINAL.indd 1

1/27/2016 12:34:59 PM



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

Name:___________________________________________________________________________________ (Please Print)

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

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

State

Zip

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

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

MARCH 16 37

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. OFFICERS

DIRECTORS

Mr. Rick Clements, LUTCF, MDRT President Clements Ins. Agency, Inc. 317 N. 6th St. Wausau, WI 54402 Phone 715-842-1664 Fax 715-848-3337 rick@clementsagency.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

Mr. Brian MacGillis, CPIA Vice President 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. 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. 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

Ms. Sandy L. Hardrath, CIC, CPIA Ansay & Associates 4712 Expo Dr. Manitowoc, WI 54220 Phone 920-370-4283 Fax 920-682-7799 Sandy.Hardrath@Ansay.com

Mr. 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

Ms. Jodi Cordes, CIC, CRM Treasurer A.F. Glass Insurance Center P.O. Box 1149 Lake Geneva, WI 53147 Phone 262-248-5555 Fax 262-248-5544 jcordes@glassinsurancecenter.com

Ms. LouAnn Herriges, CIC, CISR Anderson's Insurance Associates 17500 W. Liberty Lane New Berlin, WI 53151 Phone 262-789-8500 Fax 262-754-6038 louannh@iaanetwork.com

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

CISR COMMERCIAL CASUALTY 1 Green Bay (7 WI CE) CIC LIFE & HEALTH Green Bay (20 WI CE)

16

CISR COMMERCIAL CASUALTY 1 Green Bay (7 WI CE)

12

CPIA 1 POSITION FOR SUCCESS Waukesha (7 WI CE)

13

CISR COMMERCIAL CASUALTY 1 Waukesha (7 WI CE)

April 2016

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

HOT TOPIC/WILLIAM T HOLD Rothschild (7 WI CE, 3 are Ethics) CISR COMMERCIAL CASUALTY 2 Eau Claire (7 WI CE)

19-21

CIC COMMERCIAL CASUALTY Eau Claire (20 WI CE)

16

CISR LIFE & HEALTH ESSENTIALS Waukesha (7 WI CE)

June 2016

May 2016

14 18

July 2016

August 2016

Coming Events

March 2016

8 9-11

38 MARCH 16

Mr. Sean M. Paterson, CIC Allied Insurance Centers, Inc. 12750 W. North Ave. Brookfield, WI 53005 Phone 262-782-5373 Fax 262-782-6327 spaterson@alliedinsurancecenters.com

STAFF

17-18

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

19

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

14-16

CIC PERSONAL LINES Appleton (20 WI CE)

16

CPIA 3 SUSTAIN SUCCESS Appleton (7 WI CE)

22, 23

cisr personal lines miscellaneous Rothschild, Tomah (7 WI CE)

19-21

CIC COMMERCIAL CASUALTY West Bend (20 WI CE)

3

YPC GOLF OUTING Green Bay

3-5

PIAW Annual Convention Green Bay

16

CISR COMMERCIAL CASUALTY Waukesha (7 WI CE)

25-26

RUBLE LEGAL CONCEPTS to be determined (16 WI CE)

MEET KATE. WHICH PATH WILL SHE CHOOSE?

NOW PLAYING! WWW.ACUITYU.COM

ACUITY

CE VIDEO

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.

Name & Designation

DOB

Gender

Employment Status

o o

Male

o

Corporation

Female

o o

Part-time

Licensed Owner

o

Licensed Producer

Magazine

Nat’l Voting

INCL

INCL

Privilege

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.