professional agent 6
Annual Convention 5th
october | 2014
What’s Inside? August 6-8, 2014
Convention Photos.............18 10 Full Pages
2014-2015
Supersize Your................. 31 Accomplishments
va Resor t & S nd Gene Gra Lake Geneva, WI pa
d of Directors Boar
Social Media Success....37 Legislative Influence......... 39 of PIA Uninsured Motorists.......... 43 Decline
(From l/r) Tom A. Budzisz, John W. Klinzing, Trey E. Neher III, Jeremy Cordova, Jodi L. Cordes, Jeff Glass, LouAnn Herriges, Matt J. Cranney, Rick W. Clements, Michael D. Keener, Brian MacGillis, Dennis D. Kuhnke, (Kathy Mulder not present)
Gold Sponsors
Digital Editions of PIAW Magazine Available at www.piaw.org
INSIDE A PERSONAL UNDERWRITER’S HEAD
PLAYING NOW FOR ACUITY AGENTS! For All That Matters
WWW.ACUITYU.COM
ACUITY
CE VIDEO
From the
President LouAnn Herriges, CIC, CISR — President, PIA of Wisconsin
SUCCESS October – how can that be? We haven’t had summer yet! This month’s article deals with Success. What is the definition of success? As with inspiration the word success has many meanings. The dictionary defines success as “the favorable or prosperous termination of attempts or endeavors; the accomplishment of one’s goals —the attainment of wealth, position, honors, or the like”. In my life I believe I have reached some of the goals that I set for myself. Being President of the PIA is one of them. This month I want to take time to talk about another formative person in my life that inspired me. That person would be my father. My father was a very hard working man. He was raised with a strong work ethic. I remember he was always working or volunteering his time to help others. He always worked at being the best that he could be. He would often say “If you work hard, you will be rewarded.“ Each day I think of my father and how he pushed us to work hard. He encouraged us to try everything even if we might not be good at it. He made sure that we were taught structure and discipline by playing musical instruments, learned teamwork by playing sports and gained knowledge by continuing to learn something new each day. Each week my father volunteered at our church to clean it and have it ready for Sunday mass. He would say “Each day try to do something good for others. By volunteering you can accomplish this and meet new people along the way. “ I know that my father would be proud of me. Each day I am thankful for those ideals that he instilled in me to make me a better person.
My inspirational thought for this month is this basic idea about SUCCESS: S See your goal U Understand the obstacles C Create a positive mental picture C Clear you mind of self doubt E Embrace the challenge S Stay on track S Show the world you can do it September was a busy month for the PIAW. The committee volunteers gathered in the Dells to work on the goals and charges set forth for each committee. Each committee spent time brainstorming. Their goal was to bring some new ideas to provide our membership with more benefits and resources to make our organization the best that it can be. I want to take this opportunity to personally thank all of those individuals that so graciously volunteered their time to meet and set this year’s plans in motion. I believe we are headed in the right direction. We can always use more volunteers, so if you still want to join a committee you will not be turned away. Fall is the time of year when a lot goes on in our lives. School begins, football season starts, the leaves on the trees change colors, temperatures drop, and the political ads heat up. Please take a few moments to know the candidates running for office in your area and remember to VOTE. Hope you all have a wonderful fall season.
OCTOBER 14 3
Memos from
Madison Ron Von Haden, CIC — Executive Vice President, PIA of Wisconsin
We are in a Vibrant Industry A FEW MONTHS AGO I discussed a change in the penalties for some Failure To Yield Right of Way violations in Wisconsin. The revised penalties, which became law in 2012 following unanimous voice votes in both the State Senate and Assembly, apply to situations where bodily harm is caused to bicyclists, pedestrians or others. PIA members have reported that their clients are now experiencing the effect of the increased penalties after being ticketed for an accident. In addition to an escalating fine based on 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, and if the accident causes death, a suspension of 9 months is mandatory. Also, the offender will have to attend classes on yielding Right of Way before regaining their operators’ license. This may be good information to pass on to clients in your agency newsletter, or social media.
INSURANCE INDUSTRY JOBS are increasing. According to the U. S. Bureau of Labor, the insurance industry added 6,200 new jobs in August. Employment in the industry has been on a steady rise to an estimated total of 2.43 million jobs. The agent/broker segment of the industry decreased slightly in July and August to 685,800 jobs but was still ahead of last year’s total of 665,000 jobs. The life, health, property-casualty and reinsurance segments all experienced increased jobs in the past year and weekly wages increased for almost all sectors since 2013.
We are in a vibrant industry which contributes billions of dollars to the economy each year. Sometimes we are criticized as being a monolithic, self-serving conglomeration which greedily takes money from people and grudgingly pays claims at the smallest possible amount. But if you seriously combine all the social benefits of insurance payments, the huge direct economic impact of the industry and the hundreds of thousands of people who indirectly contribute so much to their communities, our industry shines above most others as an essential contributor to our nation and the world.
WE OFTEN HEAR that the government is doing everything possible to reduce fraud and waste in government operations. We have had shutdowns, sequesters, federal and state panels dedicated to investigating wasteful expenditures….all without much consequence. The waste and “pork” continues. Now it has been reported the The National Institute for Health has awarded a grant in the amount of $3.2 million to determine if alcohol consumption has an effect on the social interaction among monkeys. Of course, the results will then be correlated to a similar effect among humans. Here’s a news flash for the NIH and federal government: Instead of $3.2 million, they could have given me $32.00 and I could have done the research on any Saturday night in any bar in Wisconsin to achieve definitive results. No waste to be found in government? Hogwash! We must get this stuff under control.
AND REMEMBER ….. The trouble with experience is that it usually teaches you something you really didn’t want to know.
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 OCTOBER 14
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 SIAAJL16312.indd 1
7/9/14 9:15 AM
OCTOBER 14 5
From the
Boardroom Rick Clements LUTCF, MDRT— Vice President, PIA of Wisconsin
Let me know if you are not reading this! What did I say?
ownership issues and people skills. They are volunteering
I think there is a large segment of the workforce that we as business owners and PIA members and board members are not connecting to. (Inspiring). That is my goal as a board member of the PIA to (inspire) those to become connected and involved. Who are they? (the ones not letting me know they are NOT reading this). First there is the complacent, long time agency owner/ employee who is fine with the status quo and doesn’t ‘need’ to read about the happenings at the PIA or in the outside workforce world. They are satisfied to sit back, enjoy their well- deserved ‘go with the flow’, ‘see what happens’ position.
in their communities to help numerous causes. How about asking for their advice and assistance? And finally, most importantly, the public. What do they think of an insurance agent? What will they think of agents in the future? What will the future of agencies be like? Will people still want to actually talk to another person? Meet with them in person? And more important what will make (inspire) someone pursue a career in the insurance field? These are all questions the PIAW Board, committees and myself will strive to answer under the leadership of President Herriges. We need to get (inspire) as many as we can to contribute to this cause. Our industry DEPENDS on it! Your
Then we have those in the insurance business that are building their careers and/or businesses. No time to read articles, attend meetings unless required and cannot afford the time to spend volunteering. Been there, done that, still feel like I’m there at times.
help can be anything from a simple suggestion via phone
Ok now let’s look at the Y-Generation, aka Millennials. Foreign term to many of us ‘seasoned’ workers. Now, to figure those people out—if they are reading this, it’s either on their mobile device or their less desired option of their laptop. Heaven forbid if they have to read on a PC desktop.
the reasons aforementioned or otherwise, please feel free to
Next, let’s not forget those that have ‘run the gamut’, forged the path for the rest of us to follow. I am talking about the retired and people no longer in the business. They have vast experience in the industry, the agency system, business
call, fax, email, or even the old fashion in person, one-on-one talk. Why not volunteer for a committee, or send us an article that you think is pertinent to perpetuating our industry. If you know someone that may not have seen this for any of pass along (or forward, share, tweet, IM or any other mode of communication you prefer). I would love to hear from someone that read this because someone else let you know we need your and their help. Keep happy, healthy and giving. Rick’s Riddle: Why do crows make so much noise? (Answer at piaw.org).
2015 CISR, Hot Topics, cpia
Please visit www.piaw.org for dates and registration. 6 OCTOBER 14
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.
OCTOBER 14 7
OCI Administrative
Actions Ted Nickel — Commissioner of the Office of Insurance
Madison, WI—OCI has taken the following administrative actions. In many of these cases the respondent denied the allegations but consented to the action taken. Any forfeitures paid in these administrative actions are deposited in the Common School Fund which is administered by the Board of Commissioners of Public Lands. The earnings from this fund are distributed to all public K-12 schools in Wisconsin and are used by school libraries to purchase books. Copies of the administrative action orders may be viewed online at https://ociaccess.oci.wi.gov/OrderInfo/OrdInfo.oci. OCI is responsible for overseeing the operations and marketing of insurance companies and agents in Wisconsin. OCI encourages anyone with a question or a complaint regarding an insurance company or agent to contact the office at this toll-free telephone number: 1-800-236-8517.
Allegations
and
Actions Against Agents
Russell Back, 4710 Graywood Ct., Apt. 4, Nashotah, WI 53058, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having an unpaid civil money judgment. 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. Randy Behm, 5817 Calumet Ave., Manitowoc, WI 54220, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Jennifer Borkowski, 5904 N. E. Pearl Cir., Lees Summit, MO 64064, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide evidence of equivalent resident state life settlement broker licensure. Curtis Bradley, 11919 Foundation Pl., Ste. 100, Gold River, CA 95670, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support payments. Nicole Brewer, 304 Whispering Pines Way, Fitchburg, WI 53713, 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. Ute M. Bruns, 2801 Spring Hill Dr., Stoughton, WI 53589, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Patty Buska, 1114 Clement St., Watertown, WI 53094, had her application for an insurance license denied for 31 days. This 8 OCTOBER 14
action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application. James Cunningham, P.O. Box 220, Draper, UT 84020, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to disclose an administrative action taken by the state of Utah on a licensing application. Christopher L. Decker, 2005 Erin Ct., Brookfield, WI 53045, 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 Colorado on a licensing application. Dawn Deckert, 609 Center Ave., Janesville, WI 53548, 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. John G. Domagata, S7640 Allbrite Dr., Merrimac, WI 53561, 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 Colorado on a licensing application. Charles Farner, 7 Pebblebrook Ct., Bloomington, IL 61705, had his application for an insurance license denied. This action was taken based on allegations of having an administrative action taken by the state of Illinois. Christopher A. Fawley, 2707 Sternberg Ave., Apt. D, Weston, WI 54476, had his application for an insurance license denied for 31 days. This action was taken based on allegations of [continued on page 10]
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.
OCTOBER 14 9
OCI Administrative Actions [continued from page 8] failing to disclose an administrative action taken by the state of Wisconsin on a licensing application. Mario J. Garcia, 7801 Colony Cir. S., Apt. 102, Tamarac, FL 33321, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to disclose an administrative action taken by the state of Wisconsin on a licensing application. Confrence Gbaje, 268 Argyle Rd., Brooklyn, NY 11218, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI. Daniel C. Hawkins, 110 N. Pine St., Janesville, WI 53548, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application. Thomas Hebert, W11109 Rogers Rd., Black River Falls, WI 54615, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Carmen Herrera, 1982C Indiana St., Houston, TX 77019, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Warren Herring, 502 N. Frances St., Apt. 907, Madison, WI 53703, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to OCI and failing to complete the appropriate prelicensing education. Benjamin Holcomb, 1850 N. Gow St., Wichita, KS 67203, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to OCI and failing to provide evidence of equivalent resident state surplus lines licensure. Lee Ann Hollister, 409 S. 6th St., Fernandina Beach, FL 32034, had her application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Utah and Arkansas on a licensing application. Craig Jackowski, 1312 S. Harmon St., Appleton, WI 54915, had his insurance license revoked. This action was taken based on allegations of failing to timely notify OCI of criminal charges, court appearances, and criminal convictions. Michelle L. Jansen, N3530 County Rd. O, Weyauwega, WI 54983, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI, having a criminal conviction which may be substantially related to insurance marketing type
10 OCTOBER 14
conduct, and failing to obtain a criminal waiver. Andrew Koehl, 101 E. Water St., Apt. 212, Appleton, WI 54911, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application. Joan Kolbeck, 10669 Apache Ave., Auburndale, WI 54412, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. SaQunda G. Kolstedt, 4636 Limerick Ln., Mount Pleasant, WI 53405, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI, having criminal convictions that may be substantially related to insurance marketing type conduct, and having an unpaid civil money judgment. Jeff A. LaBri, 5800 Donegal Rd., Hubertus, WI 53033, agreed to pay a forfeiture of $2,500.00 and agreed to comply with Wisconsin reporting laws. These actions were taken based on allegations of failing to respond promptly to inquiries from OCI, failing to timely report address changes, and failing to timely report criminal arrests, court appearances, and criminal convictions. Adam Madison, 3438 Gateway Dr., Apt. 2, Eau Claire, WI 54701, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support, having criminal convictions that may be substantially related to insurance marketing type activities, and having unpaid civil money judgments. Paul Malone, 1202 Auburn Dr., Wylie, TX 75098, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support, having an administrative action taken by the state of North Carolina, and failing to disclose administrative actions taken by the states of Wisconsin and North Carolina on a licensing application. Anthony Materia, 3087 N.W. 60th St., Boca Raton, FL 33496, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide evidence of equivalent resident state surplus lines licensure. Shena Medley, 1455 Mandalay Beach Rd., Oxnard, CA 93035, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Edcary Noble, 5164 Anton Dr., Apt. 317, Fitchburg, WI 53719, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Nicholas Paladino, 24314 N. Wind Lake Rd., Wind Lake, WI 53185, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.
David Parkhurst, 20248 Sadie Ln., Sedalia, MO 65301, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide evidence of resident state surplus lines licensure. Adam Rhedin, 401 S. Parkway Dr., Brillion, WI 54110, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose military discipline on a licensing application. Michael Schmidt, 239 Kelvington Dr., Sun Prairie, WI 53590, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Steve A. Schultz, N8490 Lola Ct., Beaver Dam, WI 53916, 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. Sweet, W7075 Bradley Ct., Lake Mills, WI 53551, agreed to respond promptly to all inquiries from OCI, agreed to notify OCI in writing within 10 days of any administrative action or any misdemeanor charge commenced in any jurisdiction, agreed not to apply for any additional lines of insurance authority for five years, agreed to have no unsupervised contact with any person under the age of 18 and not enter the home of any insurance consumer where a person under the age of 18 resides or is present, and agreed to the automatic revocation of her insurance license without further administrative proceedings if convicted of any criminal or misdemeanor offense related to child sexual assault or abuse. These actions were taken based on having
Allegations
and
a criminal conviction which may be substantially related to insurance marketing type conduct, having an administrative action taken by another state agency, and failing to respond promptly to inquiries from OCI. Martin Thomas, 2920 N. 7th St., Milwaukee, WI 53212, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Blia Vang, 1320 S. 16th St., Sheboygan, WI 53081, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes. Robert S. White, 6019 Ridge Rd., Apt. 2, Parma, OH 44129, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support and having administrative actions taken by the states of Georgia, Florida, and Ohio. Jonathan Zech, 615 Reena Ave., Apt. 3, Fort Atkinson, WI 53538, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose a military offense conviction on a licensing application. Charles L. Zwicker, 407 E. Hamilton Ave., Eau Claire, WI 54701, had his insurance license revoked. This action was taken based on allegations of failing to timely notify OCI of a pretrial hearing date and a criminal conviction, providing materially untrue information on a licensing application, providing false information in a statement, failing to respond promptly to OCI inquiries, failing to return agency indicia upon demand, utilizing unfair marketing practices in the sale of insurance, failing to timely notify OCI of a change of address, and having a criminal conviction which may be substantially related to insurance marketing type conduct.
Actions Against Companies
Health Exchange Agency, d/b/a HEA, 1 W. Camino Real, Ste. 118, Boca Raton, FL 33432, agreed to the 31-day denial of its application for an insurance license and agreed to timely report any administrative action taken by any state, agreed to do business in Wisconsin under the “HEA” name only, and
agreed to use a disclaimer on communications to Wisconsin consumers. These actions were taken based on allegations of using a misleading business name that is too similar to the federal health exchange established under the Patient Protection and Affordable Care Act.
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
OCTOBER 14 11
2014 & 2015 Hot Topic/Ethics Seminars Anyone Can Attend! No Designation Required. All Approved for the Utica Premium Discount!
These William T. Hold Seminars are an approved CISR update option .
John Dismukes CIC, CPCU, AAI, AIS
November 11
Brookfield Suites – Brookfield Certificates of Insurance & Additional Insureds, Workers Compensation, Ethics 7 WI CE, 3 of 7 Ethics – Course #s 69900 & 69901 $155.00 includes lunch
8:00 – 4:00 p.m.
Radisson – Madison "Things I Wish I Knew 40 Years Ago" Personal & Commercial Lines, Ethics 7 WI CE, 3 of 7 Ethics – new Course #s $170.00 includes lunch
8:00 – 4:00 p.m.
february 18
Register at www.piaw.org or call 1-800-261-7429
WE DON’T TAKE A BACKSEAT
TO INNOVATION WE UNDERSTAND WHAT YOUR CLIENTS NEED AND GO BEYOND THE EXPECTED® TO GIVE IT TO THEM
EQUIPMENT BREAKDOWN 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.
WATER & SEWER LINE BREAKAGE/ WATER BACK-UP OF SEWERS & DRAINS 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.
CROSSROADS
PET INSURANCE
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.
Our pets are just like family. Offering companionship, unconditional love, and loyalty. Pet Insurance can easily be added to any homeowners policy so your policyholders won’t have to worry about their pet’s health again. Protect your clients’ four-legged friends, both cats and dogs, against accidental injury and illness at an affordable cost.
Talk to your clients today about protecting what’s important with these coverages and more! 2505 Court Street • Pekin, Illinois 61558 • 800-322-0160, Extension 2394 • www.pekininsurance.com
12 OCTOBER 14
congratulations new cpia ' s !
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.
Darcy Brown, CPIA, PIA of Wisconsin Inc., Madison, WI - left Daniel Scheider, CIC, CPIA, R & R Insurance Services, Inc., Waukesha, WI - right
Visit www.piaw.org for more information and schedules.
CPIA trainer, Mary LaPorte, CIC, CPCU, LIC, CPIA - center
Attention CICs!
Exciting update options; they fill up quickly.
CIC Graduate Ruble Seminar full October 14 & 15, 2014 | Radisson Oneida Casino – Green Bay, WI February 19 & 20, 2015 | Hilton Garden Inn – Milwaukee, WI 16 WI CE (4 are optional Ethics)
visit www.piaw.org or call PIA at 1-800-261-7429 OCTOBER 14 13
14 OCTOBER 14
What's the E&O of your agency's by Curtis M. Pearsall, CPCU CPIA Claims Operation?
Exposure
When agencies typically think about their errors-and-omissions exposure, they tend to focus on their producers and CSRs. These two agency disciplines undoubtedly “cause” more than their fair share of E&O claims. Yet there are other areas within an agency operation with the potential to generate E&O claims from time to time. An agency would be wise to ensure that proper procedures are in place and that the staff adheres to best practices.
O
One of those areas involves the handling of customer claims, whether they are managed by a dedicated claims staff or other individuals, such as CSRs that have this as part of their duties. The manner in which claims are handled is potentially a significant E&O exposure. The latest statistics indicate that approximately 10 percent of all E&O claims are due to alleged mishandling of the underlying claim by the agency. Let’s look at some areas where things could go wrong.
Advise All Applicable Carriers Virtually every agency has experienced a claims scenario where a minor liability claim suddenly became a significant loss. While it would be nice to know those files where this could occur, predicting this is easier said than done. That “small fall down” claim or “minor auto claim” might seem harmless initially, but because these claims could develop adversely, a good “best practice” is to advise all applicable carriers, including any excess or umbrella carriers. Handling the claim like this provides all applicable carriers the opportunity to conduct their discovery on the matter. When a claim is submitted to your agency, make it a practice to review the file for all possible available coverage, and then put those carriers on notice.
The Same Carrier Consider a slightly different scenario: your agency insured has his or her auto, homeowners and umbrella coverages all with the same carrier. The insured is involved in an auto accident involving injuries, but the injuries don’t appear to be significant. The claim is reported to your agency and, obviously, you report the claim to the auto carrier. What if the injuries are worse than originally thought? Do you think
that because the auto and the umbrella are with the same carrier, the carrier’s umbrella claims division is essentially officially on notice if the underlying claim develops adversely? Do you perhaps think that the auto claims person will advise his or her umbrella counterpart? What could happen? Suppose you decide to put the umbrella carrier on notice after you find out that the injuries are worse than originally thought. Depending on the degree of the time lapse, umbrella carriers have been known to take a tough position and deny for “late reporting.”
Improper Denial The scenario: a claim is reported to the agency. Your agency concludes there is no coverage after reviewing the details, so the claim is not reported to the carrier. While some of these instances are minor, more than a handful are serious. What should an agent do? Even if you are completely convinced there is no coverage, report the claim to the carrier anyway. A claims denial should be the carrier’s responsibility.
Improper Coverage Interpretations While we all pride ourselves on our insurance knowledge, it is difficult to be the “expert” on all lines of business. When claims/incidents are reported to your agency, it might be appropriate to contact the carrier for a coverage determination. This applies to all coverages, especially professional liability/D&O which have unique language that could determine the application of coverage.
Advising There’s Coverage When There Isn’t If you incorrectly advise your customer that there is coverage only to find out there isn’t, the customer, needless to say, [continued on page 17] OCTOBER 14 15
PEOPLE WHO EARNED THIS ALSO EARNED MORE
30,900 MORE OF THESE
PER YEAR.
If you’re looking to jump start a new career or make more with the one you are in, education is your best investment. Now, more than ever, it is important to invest in your greatest assets—yourself and your people. According to The National Alliance Producer Profile, commercial lines producers with the Certified Insurance Counselor (CIC) designation earn 30% more than those without the designation. To learn more about the CIC Program, call or visit us on the web.
The most successful training programs for insurance professionals
Register at www.piaw.org or call 1-800-261-7429
Talk with the Rest… Join the Best. At BWO, we offer: AAA Acuity Allied Austin Mutual Auto-Owners Badger Mutual Dairyland Ellington Mutual Foremost Germantown Mutual Hanover Hartford Hastings Mutual IMT
Integrity Kemper Mt Morris Met Life Partners Mutual Pekin Progressive QBE Safeco Secura Society State Auto Travelers West Bend Mutual
100% Ownership Generous Commission Contingency Participation Hawksoft Management System Agency Perpetuation Comparative Rater No Joining Fee No Monthly Membership Fee No Non-Compete
Plus Many More!
Meet with the owners and find out why many of our industry’s most reputable companies have partnered with BWO. Contact Tom Budzisz tom@bwoinsurance.com 414-501-1246 or 800-924-6155 16 OCTOBER 14
Exposure . . . [continued from page 15] will not be happy. While you may be fairly certain coverage applies, it may be difficult to provide a definitive answer without reviewing the entire policy form for any applicable conditions or exclusions. Once again, it is best to submit the matter to the insurance carrier and let it determine coverage.
Failure to Professionally Handle the Claim The carrier often requires additional documentation as a claim unfolds. This can involve estimates, appraisals and more. Ensuring that requests for additional information are handled promptly and professionally helps the carrier resolve the claim in a timely manner.
Customer Says Do Not Report With some degree of regularity, your agency will have customers contacting you to advise of a loss. After advising the customer of any issues (loss of the customer’s loss-free discount, the claim is not much more than the deductible, etc.) has your client ever said that he or she does not want to report the claim to the carrier? What should you do? It can be strongly argued that you have an obligation to notify the carrier. The concern would be that if you don’t notify the
carrier and the claim takes a “bad turn,” the customer could find fault with your handling of the matter. It is strongly recommended that liability claims always be reported due to the potential for them to develop adversely. If the customer does not want the claim reported, be sure to document this conversation in the agency management system. In addition, it would be prudent to send a letter to the customer “memorializing the conversation” to make sure there is no misunderstanding.
Determine Your Role Most agents want to be involved with customers’ claims. This provides the opportunity to show the agency’s strength and demonstrate you are there when customers need you. It is best to exercise caution at claims time. Determine the role you want to serve and handle it professionally and promptly.
Curtis M. Pearsall, CPCU, AIAF, CPIA President, Pearsall Associates Inc. and Special Consultant to the Utica National E&O Program
OCTOBER 14 17
2014-2015
d of Directors r a o B
(From l/r) Tom A. Budzisz, John W. Klinzing, Trey E. Neher III, Jeremy Cordova, Jodi L. Cordes, Jeff Glass, LouAnn Herriges, Matt J. Cranney, Rick W. Clements, Michael D. Keener, Brian MacGillis, Dennis D. Kuhnke, (Kathy Mulder not present)
Thanks Again to the Gold Sponsors! 6
nual Conventio t5 h An n
August 6-8, 2014
va Resor t & S nd Gene Gra Lake Geneva, WI pa
"I have been in the insurance business over 35 years and have lived in MI, IL, TN and WI. The PIAW is probably the best run agent's association I have seen. Consistency in the leadership from year to year has been amazing. Congratulations on heading up a great organization. We are proud to be a Gold Sponsor of the PIAW Convention." –Brian Martin, Partners Mutual Insurance Co. 18 OCTOBER 14
The generous support of the GOLD, SILVER and BRONZE sponsors enables the PIAW to bring you a convention with quality speakers and entertainment.
Please be sure to thank their representatives.
Silver Sponsors
AAA Wisconsin Liberty Mutual Insurance Western National Insurance Group
Bronze Sponsors
C heck Out S ome of the Lucky Winners !
1 st Auto & Casualty Ins. Co./WRC ALLIED Insurance Capital Premium Financing, Inc. Encompass Insurance Company Foremost Insurance Group Frankenmuth Insurance Germantown Mutual Insurance Company Mt. Morris Mutual Insurance Company QBE Rockford Mutual Insurance Company SECURA Insurance Companies Selective Insurance Co. of America Sheboygan Falls Insurance Company State Auto Insurance Companies
C ash and P ri z es at E very E ve n t ! OCTOBER 14 19
Opening Party!
Mardi Gras theme AND a casino. The opening party was a huge hit for the whole family! Kids of any age are Welcome!
YPC Scholarship Winners
$25,000 in Scholarships Given
Another year the Young Professionals Club has given away $25,000 in scholarships to high school and college students! BRAVO YPC! 20 OCTOBER 14
education & other events
Wisconsin Outstanding CSR of the Year Alissa accepts her Outstanding CSR of the Year plaque.
(l) Jeff Glass, President of PIAW–A F Glass Insurance Center (c) Alissa Rosenow, CISR, HNI Risk Services, LLC (r) Dr. William T. Hold, PhD, CIC, CPCU, CLU, President, The National Alliance
speakers
Edwin Lamont, CIC,CRM Lamont Consulting Group, Inc. Sell Value, Not Price
Roger Seip, Freedom Personal Development–Train Your Brain for Success
cic,cisr,conferment ceremony
CISR Conferees
Michael Peterson, CIC, Insurance Marketing Partners – Creating a Safe and Effective Marketing Plan Lieutenant Governor, Rebecca Kleefisch
CIC Conferees
Buzz Sutherland, Comedian
OCTOBER 14 21
business meeting
Board Candidates
Board Candidate Michael Keener, CIC Keener Insurance Solutions LLC
Special Guest
Board Candidate Jeremy Cordova, CIC Cordova Agency Inc. John Lee, CIC, CPIA, LUTCF – PIA National President
Re-Elected
Brian MacGillis, CPIA MacGillis Agency, Inc.
22 OCTOBER 14
LouAnn Herriges, CIC, CISR Anderson's Insurance Associates
Bret Hutson, President of the 1752 Club, presenting Agent of the Year Award
No Other Independent Agent Trade Show Compares to the PIAW TRADE SHOW! 70 EXHIBITORS SHOWCASING THEIR NEWEST PRODUCTS AND SERVICES TO WISCONSIN'S LEADING INDEPENDENT AGENTS.
Gold Sponsors
Partners Mutual Insurance
ACUITY Integrity Insurance
Progressive
America Modern Insurance Group Pekin
Chix4 a Cause Charity CapSpecialty
Annual Convention 5th
West Bend Mutual
6
The Hanover Insurance Group
Society Insurance
August 6-8, 2014
va Resor t & S nd Gene Gra Lake Geneva, WI pa
The IMT Group
Wilson Mutual Insurance Company OCTOBER 14 23
Special Recognition
awards dinner
(l/r) Ron Von Haden, CIC, Executive Vice President of PIAW presents Tracy Oestreich, CIC, CPIA, AU of Anderson's Insurance Associates with the Stony Steinbach Achievement Award
(l/r) Ron Von Haden, CIC, Executive Vice President of PIAW presents Sandra Hardrath, CIC, AAI, IIA, CPIA of Ansay & Associates LLC with the Professional Agent of the Year Award
(l/r) Ron Von Haden, CIC, Executive Vice President of PIAW presents Lori Taylor, API of State Auto Insurance Companies with the Company Representative of the Year Award
New President
Past President
Our New PIAW President LouAnn Herriges takes the podium
PIA National President, John Lee (r) thanks Jeff Glass (l) for his time served as PIAW President
From bountiful food and drink to captivating speeches, prestigious awards and hilarious entertainment, this evening was one for the record books. 24 OCTOBER 14
PIA of Wisconsin knows how to have fun!
OCTOBER 14 25
11
th
26 OCTOBER 14
A nnual YPC Sch
olarship Golf Outing
OCTOBER 14 27
the We look for the best independent agents and build relationships that last the duration. We are committed to the independent agency system as the only means to deliver our products. Because of that, we work hand-inhand to help our agencies grow profitably.
Our agents set us apart. For information about becoming a Partners Mutual Insurance Agent please contact Brian Martin at 262.432.3439; Martin.Brian@PartnersMutual.com or Mike Ottman at 262.432.3418; Ottman.Michael@PartnersMutual.com.
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
Attention Utica E&O Policy Holders: The following PIAW education classes are approved for Utica’s premium discount. Please contact Darcy at PIA for details. 1-800-261-7429 or dbrown@piaw.org • Any CIC Update • CIC Agency Management • CISR Agency Operations • Dynamics of Service • PIAW Ethics and E&O Seminars • PIAW Conducted In-House Seminars
Education Schedule: www.piaw.org or 1-800-261-7429
Through a new partnership with Vertafore, PIAW is offering FREE access to Sircon online licensing and continuing education management services. Login to: www.piaw.org and get started today! USING SIRCON SERVICES, YOU CAN: • APPLY FOR A LICENSE • RENEW YOUR LICENSE • LOOK UP AVAILABLE COURSES • CHECK LICENSE RENEWAL STATUS • CHECK LICENSE APPLICATION STATUS • REQUEST A LETTER OF CERTIFICATION CERTIFI • UPDATE YOUR NAME OR ADDRESS • FIND YOUR LICENSE NUMBER/NPN • CHECK YOUR STATUS WITH A STATE • MAINTAIN YOUR FIRM ASSOCIATION • UPDATE YOUR ADDRESS • UPDATE YOUR EMAIL ADDRESS • PRINT YOUR LICENSE © 2011 Vertafore, Inc. Vertafore, the Vertafore logo and design, Unleash your potential, and the Vertafore trademarks listed are owned by Vertafore, Inc.
28 OCTOBER 14
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.
OCTOBER 14 29
Did you know that you are 7 times more likely to be successful if you meet regularly with a group of your peers?
30 OCTOBER 14
Get
in 12 weeks More Done Than Most do in 12 Months
I
by Brian Moran
In an effort to improve, most companies and individuals will
performance. This doesn’t mean annual goals and plans
search for new ideas and strategies. They will seek out new
don’t have a positive impact, they do. There is no question
marketing techniques, sales ideas, cost-cutting measures
you will do better with annual goals and plans, than with-
and customer service enhancements, hoping that these new
out any goals or plans. However, this annual process inher-
approaches will deliver better results.
ently limits performance.
The number one factor holding individuals, and entire com-
The trap is referred to as “annualized thinking.” At the
panies back from achieving what they are truly capable of
heart of annualized thinking is an unspoken belief that
is not a lack of knowledge, intellect or information. It’s not
there is plenty of time in the year to make things happen.
some new strategy or idea. It’s not additional training. It’s
In January, December looks a long way off. We mistakenly
not a larger network of “connected” people. It’s not hard
believe that there is plenty of time in the year, and we act
work, natural talent or luck. Of course all these things help,
accordingly. We lack a sense of urgency, not realizing that
they all play a factor, but they are not the things that make
every week is important, every day is important, every
the difference. You’ve no doubt heard the saying that knowledge is power.
moment is important. Ultimately, effective execution happens daily and weekly!
Knowledge is only powerful if you use it, if you act on it. It
Forget about a year, let’s redefine a year: A year is no longer
benefits no one unless the person acquiring the knowledge
12 months, it is now only 12 weeks. That’s right, a year is
does something with it. And great ideas; well, great ideas
now a 12 week period. There are no longer four periods in a
are worthless unless they are implemented. The marketplace
year; that’s old thinking. Now, there is just a 12 Week Year,
only rewards those ideas that get implemented. You can be
followed by the next 12 Week Year, ad infinitum. Each 12
smart, you can have access to lots of information and great
week period stands on its own – it is your year.
ideas, you can be well-connected, work hard and have lots of
The 12 Week Year TM creates a new end game date – the point
natural talent, but in the end, you have to execute.
at which you assess your success (or lack thereof). It narrows
Execution is the single greatest market-differentiator.
your focus to the week and more to the point, the day, which
Great companies and successful individuals execute
is where execution occurs. The 12 Week Year brings that
better than their competition.
reality front and center. When you set your goals in the con-
The barrier standing between you and the life you are capable of living is a lack of consistent execution. Effective execution will set you free. It is THE path to accomplish the things you desire.
text of a 12 week year you no longer have the luxury of putting off the critical activities, thinking to yourself that there is “plenty of time” left in the year. Once 12 weeks becomes your year then each week matters; each day matters; each moment matters. The result is profound. Most people experience about a
The 12 Week Year™ One of the things that gets in the way of individuals and organization effectively executing and achieving their best is the annual planning process. As strange as this is going to sound, annual goals and plans are often a barrier to high
30% in their first 12 weeks when operating on the 12 Week Year TM platform. Here are three steps to help you achieve more in the next 12 weeks than most will in 12 months:
1. Set a 12 Week Goal – Start by establishing a 12 week goal. Annual goals are helpful but they lack [continued on page 32] OCTOBER 14 31
More Done . . . [continued from page 31]
immediacy and urgency. 12 week goals create focus and urgency.
Get focused on what you want to make happen over the next 12 weeks. The goal should be an outcome – income, sales production, dollars saved, pounds lost, and represent significant progress towards your longer-term vision. Limit your goals to a maximum of three, and make certain each goal is specific and measurable.
2. Build a 12 Week Plan – 12 Week Planning is so much more effective than traditional planning because it is more predictable and focused. The key here is less is more. A 12 week plan embraces the notion of “lets be great at a few things versus mediocre at many.”
For each goal, you will need to identify tactics. Tactics are the daily and weekly actions that drive the accomplishment of the goal. If the goal is the “where,” then the tactics are the “how.” Here again less is more. Keep it focused on the critical few. Identify the four or five actions that you need to take daily and weekly to accomplish your goal, those are your tactics.
for 15-20 minutes each week. In your meeting, report on how you’re doing against your goals and how well you’re executing. Encourage and challenge one another. That’s it: Three simple steps! Plan your week, score your week, meet with a group of peers; how easy is that? Do them, and you will improve - guaranteed. Here’s the catch; the steps are easy to do, and even easier not to do. So make a commitment to engage with them for the next 12 weeks, and watch what happens. Brian Moran, President and Founder of Strategic Breakthroughs, has amassed over thirty years of expertise an executive, coach and consultant. Brian realized that most people don’t lack ideas but struggle with their effective implementation. His new book, “The 12 Week Year” is a powerful guide to creating results through Focus, Commitment and Accountability! Brian is a recognized expert and speaker in the field of leadership and execution. To learn more about Brian Moran, please visit www.BrianPMoran.com
3. Apply the Weekly Routine – Having a goal and a plan is helpful, but it’s not enough. The key to your success is executing your plan. To ensure you execute at a high level, adopt the Weekly Routine. If you do the following three things on a weekly basis you can’t help but get better!
Large, Small, Commercial or Personal
HAWKSOFT
The right fit for your Agency!
The Weekly Routine :
•
Plan Your Week – Take a few minutes at the beginning of each week to plan your week. Use your 12 Week Plan to ID the tactics that are due this particular week. The Weekly Plan is not a glorified to-do list; rather, it reflects the critical strategic activity that needs to take place this week in order to achieve your 12 Week Goals.
•
•
NO MATTER whether your agency is staffed by hundreds of agents, or just one, Hawksoft’s Client Management System gives you the tools to keep your office running smoothly and at peak efficiency.
Score Your Week – At the end of each week you will
• Independently Owned
want to score your execution. In the end you have greater control over your actions than you do your outcomes. The most effective lead indicator you have is a measure of your execution. You are scoring your execution, not your results. Calculate a weekly execution score by dividing the number of tactics completed by the number due.
• Full Commercial Workflows
Meet With a Peer Group – Did you know that you are 7 times more likely to be successful if you meet regularly with a group of your peers? Find two to three other people who are committed and willing to meet
32 OCTOBER 14
• Multiple Third-Party Integrations
• Supports Multiple Offices in a Single Database • Text or Email Right from Client File
Call us today at 866.884.4680 for a FREE DEMO or visit us online at hawksoftinc.com
Each approved for3 3WI WICE CECredits. Credits. Live. Live. No Test. Each approved for Test. No NoProctor proctor. V i sit w w w .pi aw .org for a W e b in a r d e m o a n d c o u r s e d e s c r ip t ion s. (a) (b) (c) (d) (e) (f) (g) (h)
National Health Care Reform Ethics for Insurance Professionals (Ethics CE and Utica approved) BIP(idy) BOP(idy) BOO(ze): Turning Three Mundane Coverages Into Magic CHAOS: Contracts, Hold Harmless, Additional Insureds and Other Stuff Cybertech: Recognizing and Insuring Electronic Risk It’s Personal: Home and Auto Exposures Your Insured Won’t Tell You Social Networking: OMG or E&O? (Utica approved) Life Insurance Concepts for the P&C Agent OCTOBER (a) 6th 12 – 3 (e) 7th 8 – 11 (c) 7th 12 – 3 (d) 8th 12 – 3 (b) 22nd 12 – 3
pm am pm pm pm
NOVEMBER (a) 10th 8 – 11 (h) 11th 12 – 3 8 – 11 (b) 17th 12 – 3 (g) 19th
am pm am pm
Fee per Webinar: $50 PIAW Member / $60 Non Member All times CST If you need WI CE from a webinar that takes place the last week of your deadline please contact PIA. Register at www.piaw.org or call PIA at 1-800-261-7429
OCTOBER 14 33
Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits
commercial casualty
commercial PROPERTY
November 12-14, 2014 Crowne Plaza Milwaukee Airport 414-764-5300 $92 room rate through 10/13/14
December 9-11, 2014 Marriott Madison West – Middleton, WI 608-831-2000 $119 rate through 11/7/14 – includes internet
• COMMERCIAL GENERAL LIABILITY • ADDITIONAL INSUREDS Jean Sundlof CIC • BUSINESS AUTOMOBILE COVERAGES John Dismukes Jr., CIC, CPCU, AAI, AIS • WORKERS COMPENSATION • CYBER LIABILITY • EXCESS LIABILITY/COMMERCIAL UMBRELLA COVERAGES Timothy McClendon, CIC, CWCA, AAI
WI CE Course # 69299
Day One: 8:00 – 5:15
Day Two: 8:00 – 5:00
• COMMERCIAL property coverages & endorsements • commercial property cause of loss forms & endorsements Sheldon Hansen, CIC, CRM, CPIA • time element coverages Patty Gardner, CIC, CRM, CPCU • commercial inland marine coverages • commercial crime • flood John Kitson, CIC, CPCU, AU, AIM
WI CE Course # 69300
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.
34 OCTOBER 14
Be their hero.
®
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.
ARE YOU totally
WORRY FREE? Coverage for your auto, home, business and more! ®
®
WWW.IMTINS.COM
WEST DES MOINES, IOWA • 800.274.3531 • WWW.IMTINS.COM
OCTOBER 14 35
36 OCTOBER 14
Engagement is the to Social Media Success
Key
S
Social Media is a leading industry tool to bring brand awareness to the forefront of markets. More than ever, your business’ online reputation weighs heavily on your success due to the unlimited availability of content published daily online. In a majority of marketing and advertising methods, the communication is a one-way street from company to customer. However, social media is the most engaging, two-way communication medium for customer relations. Because of this aspect, engaging your followers can make or break your brand’s reputation. When you take the first step into social media, it’s a conscious effort and commitment to practice. Social media is a long-term investment due to the ever changing and evolving world. Unlike a website, where you can technically set it up and leave it be (though you shouldn’t), social media has to be updated and posted to on a consistent basis to be successful and engage your audience. There’s nothing worse than researching a company on Facebook and their last post was in 2012! Once the decision has been made to the longevity of social media, the next step is to focus building an audience to engage. When starting up on social media, everyone starts on equal ground at a base of zero. Fortunately, there are tactics to building an audience. Organically, self-promotion of the accounts to friends, contacts, and other known sources can help kick-start a new profile into building an audience. From there, the profile can grow and bloom. A different tactic would be to utilize paid advertisements to place the profiles before of target demographics. This can help build the numbers, but building a quality audience does require time and patience. There are several tips for social engagement that everyone should follow:
Quality vs. Quantity While it’s important to post regularly, the quality of content will always trump a handful of meaningless posts. Posting useless information or links over and over, not earning engagement, and still expecting results is almost the definition of insanity. Take the time to find a piece of content that
by Ben Laube, POLR Marketing
provides benefits, insights and value to your audience to ensure engagement. By publishing quality and engaging content, an appropriate audience will be sure to follow. Five Tips to Quality Engagement: 1. Engage your followers with contests, questions, comments, provoking thoughts, etc. 2. Everyone likes a winner, so showcase where you and your fans are winning. This would provide positive encouraging content that everyone wants to see. 3. Integrate your social media with your website and encourage participation 4. Give away free stuff! Providing a free product or service to your loyal customers who follow you on social media is a great way to get feedback and keep them loyal 5. Plan Ahead - Strategize about your audience and create a long term Social Media Plan to make sure you stay on track with your goals
Share About Your Brand, And Others While it technically is your page, no one wants to listen to “me, me, me” on a regular basis. Thinking of social media as a social gathering will greatly benefit your engagement and strategy. A healthy ratio for posting content is roughly 40% self-promotion (your products, services, events, news, etc.) and 60% interesting and engaging content from outside sources. Think of this scenario - if you’re at a cocktail party and you’re talking with a person who is solely talking about themselves, how interested and invested in the conversation are you? The answer is probably not at all!
Listening Is Key It’s not enough to just post content out there and leave it, the monitoring of the posts, comments from users, and suggestions will decide the fate of the social profile. Customers love social media because it gives them a voice. But what good is that voice if no one is listening? Monitor your profiles and respond back to your followers. Also, [continued on page 38]
OCTOBER 14 37
We Can Help! Key . . . [continued from page 37]
taking suggestions into consideration - who knows? The
just another marketing outlet by businesses and left to dwindle. Don’t let that happen to yours! Take the time, invest, and next big idea to boost your company to the next level could foster your profiles - they’re essentially your brands face and come from a complete stranger who follows you on Twitter. personality online, so why not give a little nourishment to * 100% Retained Ownership them? By engaging your audience, listening to your audience, Personalize Interactions * Increased Markets-Over 30 Represented and maintaining your profiles, you’ll have a social media When interacting with your followers, your * personalize Knowledgeable Support Staffthat will lead to success. presence responses so they know you care. Rather than a canned Commercial Assistance - Placement Ben Laube is President and Founder of POLR Marketing, a growth response back, by personalizing them create a closer * you Increased and More Stable Contingencies marketing technology company. Through the use of content writbond between your brand and your followers. This person* Comparative Rater Provided ing, pay-per-click, ethical SEO practices, web design & development alization expresses gratitude with and brand * makes Retainyour 90% of Commission graphic design, and strategic planning, POLR Marketing offers the appear more authentic to those who interact with you. * Reduced Cost of Applied Management System services you need to help grow your business to the next level. To * Preferred Agency Contracts Engaging your audience and building a community is what learn more about POLR Marketing, visit www.polrmarketing.com or it’s all about in the end. Too often, social media is treated as call POLR Marketing at (407) 712-4836.
The Midwest’s Premier Cluster Group
Check out our website at www.iaanetwork.com
For more information call Mike Sabourin 866-789-9712
O n -L i n e E d u c a t i o n On-Line educatiOn OppOrtunities thrOugh piaW
OpenFor to Anyone & Everyone ! o r T h e(MERG) New Employee - NO CE The NewFEmployee • • • •
Pre-Licensing
• I n s u r a n c e , S e c u r i t i e s
[
Pre-Licensing
Open tO AnyOne
William T . Hold S eminar s – 4 WI CE • Insurance •• V aSecurities riety of Topics
[
– no CE
• Employee N e w A g e n Orientation cy Employee Orientation New Agency • Delivering Quality Service Delivering Quality • P e r s oService nal Lines Coverage Basics Personal Lines • C oCoverage m m e r c i a l Basics Lines Coverage Basics Commercial Lines Coverage Basics
F l oWilliam o d – T.4 Hold W I Seminars CE – 4 WI CE Topics E t h• i cVariety s – 4ofW I CE Flood – 4 WI CE
•R NFIP CIS O nApproved Line – 8 WI CE
•Ethics Comm r c iCE al Casualty I – 4e WI • Commercial Casualty II • Elements of Risk Management CISR•OnLine L i f e –& 8 HWIe aCEl t h E s s e n t i a l s • I n s uPersonal r i n g C o mResidential m e r c i a l P r Property operty • Insuring • I n s u r a n c e P e r s o n a l R e s idential Property • Insuring Personal Auto Exposures • Insuring Personal Auto Exposures • Insuring Commercial Property • Personal Lines Miscellaneous • Insuring Exposures • A g e Commercial n c y O p e r a t i oCasualty ns W e b i n a r s • Agency Operations • 3 WI CE, No Exam, No Proctor
new!
For more information and registration visit www.piaw.org or call (800) 261•7429. 38 OCTOBER 14
MARCH 12 21
Bill Signing shows power and influence of PIA
PIAW is always active at the State Capitol on behalf of our members. The
President Jeff Glass and lobbyist Ron Kuehn were again invited by the
respect for our efforts is shown often when we get invited to ceremonies for
Governor to be with him when he signed a new law that PIA helped navigate
signing new legislation into law. PIA President Jeff Glass (5th from left) and
through the legislature. Two invitations in a single day of bill signings shows
our lead lobbyist, Ron Kuehn, (2nd from right) represented PIA in a gathering
the power and influence of PIA for the benefit of our members.
of legislators and Governor Walker this summer at a signing ceremony in the Governors office.
FEBRUARY 2015 Sun
Mon Tue
Wed
Thu
Fri
Sat
6
th
Annual
P IA Winter Get-Away
6 7 1 2 3 4 5 12 13 14 1 1 0 1 8 9 1 19 20 2 8 1 7 1 15 16 28 7 2 6 2 5 2 4 22 23 2
MARK YOUR CALENDAR! FEBRUARY 4 – 6, 2015 Minocqua, WI
Details Available Soon! Amaze your friends with these outlandish words: Agastopia (n.) Admiration of a particular part of someone’s body. “Andrew considered his habit of gazing at Lila’s elbow to be a little harmless agastopia—until his girlfriend elbowed him in the ribs.” Erinaceous (adj.) Of, pertaining to, or resembling a hedgehog. “He told me I looked stunningly erinaceous, but I’m not sure it was a compliment.” Kakorrhaphiophobia (n.) Abnormal fear of failure. “Bernard loved pie, but his kakorrhaphiophobia prevented him from entering the pie-eating contest.” Macrosmatic (adj.) Having a good sense of smell. “Vernon’s macrosomatic powers enabled him to trail the suspect by following the scent of anchovies on her breath from a pizza she’d eaten yesterday.” Xertz (v.) To gulp a beverage enthusiastically, heartily and quickly. “Thirsty, Max proceeded to xertz his beer and then belched the first eight bars of ‘Old McDonald Had a Farm.’ ” Zoanthropy (n.) A mental disorder in which one believes oneself to be an animal. “Bruce had to sleep upside down because in his extreme zoanthropy he believed he was a bat, an affliction which eventually led to his becoming a caped vigilante.” OCTOBER 14 39
Acquisition Strategy
#4
LIGHT MANUFACTURERS
“ Light manufacturers
like our heavy-duty insurance program.” Joel Pesch, Milwaukee Branch Commercial Underwriter
With a range of insurance coverages including errors or omissions, extensive loss control resources, expert claims knowledge and local service from an independent agent like you, EMC offers an insurance program designed specifically for light manufacturers. It’s just one of the many reasons why you and your commercial clients Count on EMC ®.
Milwaukee Branch: 855.495.1800
|
Home Office: Des Moines, IA
www.emcins.com © Copyright Employers Mutual Casualty Company 2014. All rights reserved.
40 OCTOBER 14
70% of agency owners don’t have a perpetuation plan Let ROBERTSON RYAN Be Part Of Your Future You’ve built a successful agency and book of business but don’t have someone to take it over when you retire. What do you do? Plan your future with Robertson Ryan & Associates. By joining our team it allows you to: • • • • •
Keep your book Remain a trusted advisor to your clients to give them peace of mind Continue working until you decide to retire Find the right buyer for your book within Robertson Ryan to maximize your return Be in the 30% that have a plan
For more information call Gary Burton, Chief Operating Officer, at 414.221.0386. All calls will be kept in the strictest confidence. OCTOBER 14 41
42 OCTOBER 14
New Study Reveals a
Decliningin Trend the
Percentage of Uninsured Motorists
M
MALVERN, Pa.—Across the United States, the estimated percentage of uninsured motorists trended down in 2010, 2011 and 2012, according to new estimates from the Insurance Research Council (IRC). In 2003, a cyclical high of 14.9 percent of drivers were uninsured, while the IRC’s most recent findings show the ratio has fallen to 12.6 percent. In the new study Uninsured Motorists, 2014 Edition, the IRC estimates the percentage of uninsured drivers nationally and in individual states, based on a ratio of insurance claims made by individuals who were injured by uninsured drivers to claims made by those who were injured by insured drivers. Nationally, the number of uninsured peaked at 29.9 million in 2009 and moderately declined thereafter to 29.7 million in 2012. Statewide, the uninsured motorist problem varied, with the highest total numbers in:
•
California (4.1 million)
•
Florida (3.2 million)
•
Texas (1.6 million)
In addition, the states with the highest estimated percentages of uninsured motorists are:
by Lee Procida
billion was paid in the U.S. on 2012 uninsured motorists claims. Despite the declining trend in uninsured rates over the last decade, the aforementioned total claim payment amount is up 75 percent over the last 10 years and translated to $14 per insured individual in 2012. “Responsible drivers who pay for insurance end up also paying for injuries caused by uninsured drivers,” said Elizabeth A. Sprinkel, CPCU, senior vice president of the IRC. “The declining trend in the percentage of uninsured motorists is a positive development for consumers; however, the heightened levels of uninsured motorists and the rising claim payments involved still remain a concern for insured drivers, insurers and policymakers.”
NOTE TO EDITORS: The Insurance Research Council is a division of The Institutes, the leader in delivering proven knowledge solutions that drive powerful business results for the risk management and property-casualty insurance industry. The Institute knowledge solutions include the CPCU designation program; associate designation programs in areas such as claims, risk management, underwriting and reinsurance; introductory and foundation programs; online courses; research; custom solutions; assessment tools;
1.
Oklahoma (26%)
and continuing education (CE) courses for licensed insur-
2.
Florida (24%)
ance professionals and adjusters through its CEU business
3.
Mississippi (23%)
4.
New Mexico (22%)
5.
Michigan (21%)
This Uninsured Motorists study also estimated the total claim payments to the uninsured. Discounting fatalities and total permanent disability claims, the IRC estimates that $2.6
unit. The IRC provides timely and reliable research to all parties involved in public policy issues affecting insurance companies and their customers. The IRC does not lobby or advocate legislative positions. It is supported by leading property-casualty insurance organizations. Lee Procida | Braithwaite Communications 215.564.3200 x125
OCTOBER 14 43
Certified Insurance Service Representative Open to Anyone!
7 WI CE Credits (1 is Ethics) New Course #69356 Utica Approved
AGENCY OPERATIONS
This course will help you become an indispensable team player. As you work with colleagues and customers, you will do so with enhanced self-assurance and a greater understanding of the dynamics within insurance organizations. How agencies operate is essential training for both insurance agency and company personnel. • Legal & Ethical Requirements • The Insurance Agency • The Insurance Industry and Marketplace • Communication • Agency Workflow • Account Management • Errors & Omissions
October 16
•
Green Bay
CLASS SCHEDULE Course Instructor
John Dismukes CIC, CPCU, AAI, AIS
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.
$155 Per Course Includes Lunch
Register at www.piaw.org or call 800-261-7429
Certified Insurance Service Representative Open to Anyone!
7 WI CE Credits Course #69332
INSURING COMMERCIAL PROPERTY Commercial property insurance is one of your business customers’ greatest concerns. You’ll improve your cross-selling abilities with up-to-date knowledge of commercial property coverage, and reduce E&O exposures. This course gives you the skills to address these issues with greater ease and confidence. • Fundamentals of Commercial Property Insurance • Building and Personal Property Coverage Form • Causes of Loss Forms • Basics of Time Element Insurance
Oct 22 • Rothschild Oct 23 • Madison
• Basics of Commercial Inland Marine Insurance
CLASS SCHEDULE Course Instructor Patti Gardner CIC, CRM, CPCU ACUITY
44 OCTOBER 14
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.
$155 Per Course Includes Lunch
Register at www.piaw.org or call 800-261-7429
Choose 5 of 9 to improve your 9 to 5. CISR EDUCATION FOR INSURANCE & RISK MANAGEMENT PROFESSIONALS
It still takes 5 courses to earn a CISR designation but now you have the flexibility of 9 course options. This allows you to focus on what’s important to you. We understand not everyone learns the same way or even at the same pace, so we offer courses in the classroom, online and in-house. Find out how CISR can improve your 9 to 5. Call or visit us on the web today.
• • • • • • • • •
Commercial Casualty I Commercial Casualty II Insuring Commercial Property Insuring Personal Auto Exposures Insuring Personal Residential Property Personal Lines Miscellaneous Agency Operations Elements of Risk Management Life & Health Essentials
www.piaw.org 1-800-261-7429 OCTOBER 14 45
PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. OFFICERS 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
46 OCTOBER 14
October 2014 November 2014 December 2014
January 2015
February 2015
March 2015
Coming Events
Mr. Jeremy Cordova, CIC Cordova Agency, Inc. 716 E 2nd St. Merrill, WI Phone 715-536-9576 Fax 715-539-3349 jeremy.cordova@cordovaagency.com
Mr. Dennis Kuhnke, CIC, CPIA PIAW National Director Jack C. Loyda & Associates, Ltd. 4414 N. Oakland Ave. Shorewood, WI 53211 Phone 414-332-5150 Fax 414-332-7267 dkuhnke@loyda.com
Mr. Jeff J. Glass A.F. Glass Insurance Agency PO Box 1149 Lake Geneva, WI 53147 Phone 262-248-5555 Fax 262-248-5544 jglass@glassinsurancecenter.com
Ms. Jodi Cordes, CIC, CRM Secretary A.F. Glass Insurance Center P.O. Box 1149 Lake Geneva, WI 53147 Phone 262-248-5555 Fax 262-248-5544 jcordes@glassinsurancecenter.com
Mr. John W. Klinzing, CIC Affiliated Ins. Agencies of WI, LLC 3830 Atwood Ave. Madison, WI 53714 Phone 608-310-3924 Fax 608-441-8787 johnk@affiliatedllc.com
Mr. Matt Cranney, CIC M3 Insurance Solutions, Inc. 3133 W Beltline Hwy Madison, WI 53713 Phone 608-273-0655 Fax 608-273-7783 matt.cranney@m3ins.com
Mr. Brian MacGillis, CPIA Treasurer MacGillis Agency, Inc. W3934 County Highway H PO Box 100 Fredonia, WI 53021-0100 Phone 262-790-0000 Fax 262-790-0004 brian@macgillisinsurance.com
DIRECTORS 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 Administrative Assistant mpenn@piaw.org Becca Prestbroten Special Project Coordinator bprestbroten@piaw.org Brenda Steinbach Education & Convention Director bsteinbach@piaw.org
14-15
CPIA 3 SUSTAIN SUCCESS Wauwatosa (7 WI CE) CIC JAMES K. RUBLE full GRADUATE SEMINAR Green Bay (16 WI CE, 4 of 16 optional Ethics)
16
CISR AGENCY OPERATIONS Green Bay (7 WI CE, 1 of 7 Ethics)
22, 23
CISR COMMERCIAL PROPERTY Rothschild, Madison (7 WI CE)
9
11
HOT TOPIC/WILLIAM T. HOLD SEMINAR Brookfield (7 WI CE, 3 of 7 Ethics)
12-14
CIC COMMERCIAL CASUALTY INSTITUTE Milwaukee (20 WI CE)
3, 4
CISR PERSONAL AUTO Fond du Lac, Madison (7 WI CE)
9-11
CIC COMMERCIAL PROPERTY INSTITUTE Middelton (20 WI CE)
21-23
CIC COMMERCIAL PROPERTY INSTITUTE Green Bay (20 WI CE)
4-6 6 th Annual PIA Winter Get-Away Minocqua (9 WI CE, 3 of 9 Ethics) 11, 12
CISR PERSONAL LINES MISCELLANEOUS Brookfield, Green Bay (7 WI CE)
18
HOT TOPIC/WILLIAM T. HOLD SEMINAR Madison (7 WI CE, 3 are Ethics)
19-20
CIC JAMES K. RUBLE GRADUATE SEMINAR Milwaukee (16 WI CE, 4 of 16 optional Ethics)
4-6
CIC COMMERCIAL CASUALTY Middleton (20 WI CE)
18, 19
CISR COMMERCIAL CASUALTY 1 Rothschild, Fond du Lac (7 WI CE)
People who run a business know. The most valuable things
are also the hardest to get.
Your customer’s business didn’t grow overnight. It came from years of hard work, confidence in what they could do, and making smart decisions. That’s why an insurance policy from West Bend makes sense. It protects these valuable and hard-earned businesses so your customers can focus on doing what they do best: making sure their clients enjoy a safe and unique sporting experience. And as an Official Supplier of The Silver Lining, it’s backed by your knowledge and experience. West Bend. Insurance your customers buy when they can’t afford anything less.
OCTOBER 14 47
6401 Odana Road Madison, WI 53719 Change Service Requested
Professional Insurance Agents of Wisconsin, Inc. 6401 Odana Road • Madison, WI 53719 (608) 274-8188 • (800) 261-PIAW • FAX (608) 274-8195 • TOLL FREE FAX: (866) 203-7461 www.piaw.org
MEMBERSHIP APPLICATION Agency Name_______________________________________________________________________________________________________________ Street Address_______________________________________________ PO Box_______________________________________________________ City, State, Zip_______________________________________________ County_______________________________________________________ Phone_______________________________________________________ FAX_________________________________________________________ E-mail Address_______________________________________________ Website Address______________________________________________
Primary Contact Information:
The Primary Contact will receive a copy of the Wisconsin Professional Agent magazine and all mailings from PIA State and National. The Primary Contact will have voting privileges at both PIA State and National.
Name & Designation
DOB
Gender
Employment Status
Part-time
Magazine
Nat’l Voting
Privilege
o o
Male Female
o o
o
Corporation
Licensed Owner Licensed Producer
INCL INCL
o
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.