August Wisconsin Professional Agent by Professional Insurance Agents of Wisconsin

professional agent august | 2012

Wh atâ&#x20AC;&#x2122;s Inside? New President.......................3 Tracy Oestreich CSR of the Year..........................8 Maggie Tirschman Remember to Have Fun!. . ....17 The Power of a....................... 21 Signed App An "Affordable Care Act"...... 27 Update Prevent E&O Losses............32 Classifieds.. ..........................34 New CISR's..........................35 Coming Events.....................38

www.piaw.org

From the

President Tracy Oestreich, CIC, CPIW, AU — President, PIA of Wisconsin

Step Up to the Plate It is an incredible honor to be elected by my peers to serve as th

facing that have been brought to our attention. As the year

president of our great organization. I must admit, as

continues on, please contact me, or any board member; “step

President, I am not looking forward to the task of writing one

up to the plate” and speak your mind. We are an association

article per month for the “Wisconsin Professional Agent” for

of professional insurance agents, and collectively, we make

the next 12 months….. However, I am ready to step up to the

up the finest association in the state. TOGETHER, we do

plate! (1 down, 11 more to go).

make a difference.

The 63 rd annual PIA of Wisconsin convention is now over.

I would also like to thank the board members whose terms

For those that attended, I hope you enjoyed the exceptional

have expired: Dennis Kuhnke and Al Breitenfeldt. While we

professional development and networking opportunities.

get great leadership from our Executive Vice President, Ron

Did you know the 9th annual Young Professionals Committee

Von Haden, along with his excellent staff of Brenda, Becca,

scholarship golf outing awarded $15,000 in scholarships this

Darcy, Mandy and Heather, we certainly can’t accomplish

year!!

anything without the support and input from YOU the

the 64

If I did not get an opportunity to talk with you at the

membership.

convention, I sincerely apologize and hope I get another

As your new president, my first request from you is to

opportunity during this next year. 2011-2012 was another

please get involved in your profession; get involved in

successful year of accomplishments for the PIA of Wisconsin.

your industry and “Step up To the Plate”. Please consider

To lead off, THANK YOU to the great leaders that served our organization as president before me. I began my journey with PIA of Wisconsin back about 13 years ago when I worked on the company side as a marketing rep for West Bend Mutual Insurance Co. I served on several committees over the years including the YPC, Education and Public Relations committees. After jumping to the agency side in 2004, I continued my involvement on the committee level. I began my board journey in the fall of 2008. Since that time, I

serving on a committee. Visit the website at www.piaw. org and click on the committee tab to access the committee preference form. Serving your professional organization is both worthwhile and rewarding. Consider sharing some of your time and talents to help make sure we continue to be the best organization we can be. We look forward to seeing you. To start the year, we will hold our committee kick-off meeting on Tuesday, September 18th at the Sheraton in Madison. I hope to see you there.

have had the honor to have been led by past presidents Mary

Thank you for your 2012-2013 membership. Becoming a PIA

Czaja, Dexter Sattler, Bart Straka, Dennis Kuhnke and Al

member has always been an easy choice for me due to the

Breitenfeldt. I want to continue the path that has been paved

many great resources, benefits and discounts I get with my

to listen and support the association’s membership and look

PIA membership. However, most important to me continues

to the future to do what is right for all of our membership.

to be the networking and camaraderie that I am able to

Our board of directors is eager to get to know each and every

experience with my fellow agency and company partners that

member a little better. As members of the board of directors,

is an invaluable benefit. I look forward to serving you this

we are always discussing how to create new resources or

next year. Please call me if I can be of any assistance to you.

benefits for the issues our agency and company partners are

Join me in “stepping up to the plate”.

AUGUST 12 3

Memos from

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

New Study by the Insurance Information Institute THE OPENING PARAGRAPH of the Introduction from a

in Wisconsin and help sustain a number of related

new study by the Insurance Information Institute states:

industries. In 2010 these payments, as measured by

“The insurance industry in Wisconsin has a significant

direct property/casualty incurred losses, were about

impact on the state’s economy that extends well beyond

$5.1 billion. Life insurance claims and benefits payouts

its responsibilities to collect premiums and settle claims. It

in our state totaled about $7.4 billion.

employs licensed professionals, pays taxes, owns municipal bonds and serves people in their times of greatest need”.

• The insurance industry plays a vital role in helping individuals and businesses prepare for and recover from

The 48 page study published in March 2012 and titled

the potentially devastating effects of a disaster such as

“A Firm Foundation: How Insurance Supports The Wisconsin

a catastrophic storm or wildfire. In 2010 Wisconsin had

Economy” should be mandatory reading for all those folks

68 tornadoes and there were 723 wildfires.

who seem to think the insurance industry does little except grab premiums and build big buildings. Unfortunately, only insurance information wonks like me will take time to read and disseminate the information.

You are now equipped with enough information and statistics to bore the last gasp of life out of any non-believers. This material will not make you a big hit at a cocktail party but it should confirm that you are part of a huge and critical aspect

Here are some interesting snippets from the study: • The insurance industry provided 67,205 jobs in Wisconsin in 2010, accounting for about $5.1 billion in compensation.

of the Wisconsin economy. Your industry provides a security net to citizens that no other industry can provide. Nearly 4 million autos, 120,000 small businesses and millions of homes (yuk, more statistics) depend on your professional advice and service. Stand tall and be proud.

• The industry contributed nearly $13.9 billion to the Wisconsin gross state product (GSP) in 2009, accounting for 5.8 percent of the state GSP.

ARE YOU USING the new Homeowners flyers to take the heat off your staff regarding rate increases? Many PIA member agencies are going to the website to download the flyers

• Premium taxes paid by insurance companies in Wisconsin totaled about $146.9 million in 2010. • Direct premiums written by property/casualty insurance companies in Wisconsin totaled about $8.1 billion in 2010. In addition, premiums written by life/health companies totaled about $13.4 billion.The surplus lines market accounted for another $261.0 million in gross premiums written.

in either the “generic” version or the version that can be customized with your agency information. Visit www.piaw. org and click on the fourth round dot below the scrolling header or click on the “Member Benefits” tab to see and print this great new flyer from your association.

DIGITAL EDITION of Wisconsin Professional Agent magazine is now available! Go to the website, click on the “Media” tab and see the complete electronic edition of this magazine.

• Insurance company claims payments help ensure the economic security of individuals and businesses

{

AND REMEMBER …..Even the lowly turtle knows that if you want to get anywhere, you have to stick your neck out.

The Ring of Truth

Anecdotes 4 AUGUST 12

A wealthy businessman working out at the health club saw a retired boxer who had once been the greatest fighter of his day. Hot and sweaty and feeling a little full of himself, the businessman sauntered up and said casually, "I just did 500 sit-ups." The boxer replied, "That's all right. Keep trying, and you'll get better.

d n e B t s e W Why choose ’ bond needs? s r e m o t s u c r u o y for

cility market bond fa rd a d n a st a r e Because we off ok underwrite.We look at each xt-bo xibility that doesn’t te t. Having this fle ri e m n w o its on ond account based approach to b se n e -s n o m m a co translates into underwriting. * d our e-Surety n fi l ’l u o y e s Becau u an ram offers yo g ro p d n o b e on-lin sponse for ... IMMEDIATE re m for ntractor progra

– our small co • Rapid Bonds ; up to $200,000 contract bonds Court llaneous, and ce is M it, m er P • License & Bonds; and Bonds. • Public Official e-Surety offered by our s fit ne be l na Some additio platform are: s and filled bond form epr of n tio ra • Instant gene ey; power of attorn g online credit oices, includin ch ng lli bi al on • Additi ; s; and card payments & Permit bond e ns ce Li fic ci e • Obligee-Spe newals and th of upcoming re n tio ca tifi no l • Emai line. s or cancel on ability to proces

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*In 2012, e-Surety will feature SureLYNX, an enhancement that will allow your clients to purchase certain commercial bonds, such as select License & Permit and ERISA bonds, directly from e-Surety using our online credit card payment option. You receive commissions for simply posting a link to your agency website.

NSI is a division of West Bend Mutual Insurance Company. Rated A (Excellent) with a financial strength category of X by A.M. Best and Treasury listed at $54,201,000 (7/1/11).

t hes i lver li n i n g .c o m AUGUST 12 5

From the

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

Dealing with Long Term Planning It seems like our generation has to have a plan for everything.

You know how the story goes.....with me being the "insur-

We plan to take a nice vacation; we plan to grow our books of

ance expert" in the family, it was my duty to handle the task

business; we plan to retire (well maybe some of us do), the list

of collecting all the necessary information, complete all the

goes on and on. How many of us planned on taking care of rela-

claims forms and submit the continuous stream of bills. They

tives as they aged or assisting with our children’s college debts?

had purchased a reimbursement policy so everything to be

How many of us thought we'd have to worry about seeing the

covered has to be submitted. I've haven't heard back from the

value of typically our largest asset, our homes, drop so drasti-

carrier yet but have been warned that more documentation

cally? How many of us thought we'd have to work so hard after

will be needed.

being in the business for 25+ years? Now that I’ve got you totally depressed, I’m going to talk about probably the most important long term planning we should do: Long Term Care (LTC). Typically, a long term care policy is something some one decides to investigate when a problem arises or when their advanced age makes the coverage unobtainable. I know many of us have experience in dealing with parents or other family members who require assistance in carrying on with their lives. When we recently moved my in-laws in to a very nice assisted living facility, I

As this paper chase unfolds, I started to think about my own Long Term Planning initiatives and what course I should take. It turns out that very shortly, the PIA will be releasing to its members a "defined benefit" Long Term Care plan policy. You chose the monthly dollar amount limit you will need and once the time comes that assisted living becomes a reality, you receive a monthly check to pay for your expenses. It certainly seems like a much easier way to deal with the situation at hand.

was pleasantly surprised when they presented me with their

I’m going to review the information as it is released to us

long term healthcare coverage policy. They had purchased

with a new found interest. As we and the rest of our Baby

the policy 12 years ago (they're now in their mid-eighties)

Boomer friends age, I'm hoping we won't have to use it but

and my first thoughts were "how intuitive of them to realize

I'm thinking the odds are, we will. Here's wishing everyone a

the importance of planning for this potential event."

happy, healthy life as the years go by.

6 AUGUST 12

AUGUST 12 7

Outstanding

CSR of the Year!

Maggie Tirschman, CIC, CISR — Account Manager, M3 Insurance Solutions, Inc.

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

“Given the emphasis that many of your Commercial Lines and Personal Lines clients place on price, identify and explain four important actions your companies have taken, or could take, to help you and your agency become more competitive” MAGGIE’S WINNING ESSAY: For the past several years, the property and casualty industry has experienced soft market conditions and during this time it has been very easy for our clients to become focused primarily on price when choosing where to place their insurance. With

Knowledge of the Class of Business Gaining a better understanding of the clients they serve, and the issues they are facing on a daily basis, would give the Insurance Company a competitive edge in many ways.

For

the cycle now moving in the direction of a hardening market,

example, I have been working in the Senior Living and Social

many companies are starting to focus on re-underwriting

Service practice group for the past four years, and in that time

risks and no longer have the flexibility and pricing structure

I have gained a greater depth of understanding the unique

afforded in the soft market. When a market begins hardening,

issues my clients face. Whether the issue is regulatory, funding,

insurers start to increase premiums and limit the risks they are

or dealing with governmental compliance, if the company has

willing to insure. Still, from the client’s perspective nothing

a better understanding of their clients business, they will

has changed and they still place a major emphasis on the cost

be much better equipped to assist in solving problems, and

of their insurance programs. As a result, many companies will

assisting their agencies in developing business solutions that

start to implement short-term “plans” or “fixes” by creating

will in turn build trust and loyalty with their clients.

other value added services to attempt to retain their client base. Many agents and companies will lose their clients in this process because they did not deliver these services from the beginning or on a more consistent basis, creating and building

Another example is leveraging industry association participation. The leaders of our agency’s practice groups support the associations their clients are members of by getting involved with the associations on a deeper level. This allows them the

the necessary level of trust and respect that will be needed to

opportunity to be members of boards and committees, attend

ensure their continued business in the future.

member events, and partner with them to provide educational

In my opinion, the most profitable and successful companies implement long-term strategies instead of “quick fixes”. An integral part of a company’s long-term strategy should be developing strong relationships with their agency force. When

resources that are valuable to them in their industry. I have seen some insurance companies adopt this strategy and even partner with their agencies at these events.

contemplating what actions an insurance company can take to

Risk Management

assist their agencies in providing distinct advantages over the

Clients value the positive impact we make on their business

competition the following four actions come to mind:

as we help them manage their risk and we depend on our [continued on page 10]

8 AUGUST 12

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AUGUST 12 9

CSR of the Year [continued from page 8] Insurance Companies for their support. An important part

understanding of what is needed and provides documentation

of managing risk is providing focused solutions that are

that both parties can refer back to.

tailored to each specific client’s needs. Many companies can use the industry expertise they gain to address each client individually based on their needs and as a partner with the agent in the process. As an example, in the Senior Living and Social Services group if you have an assisted living facility that is having claims issues with patient handling, you would not want to send someone more experienced in

When carriers and agents work together to strengthen the communication it is much easier to meet the expectations of the client on a consistent basis and provide the best overall experience. Producer Development and Educational Resources

construction to educate them on safe patient handling. A nurse

Companies are an important part of agency training and

would be more appropriate in this situation to ensure the

development when it comes to knowledge of their products and

information is accurate and beneficial for that specific business.

procedures. Many companies offer producer schools, training

Many companies are starting to employ risk managers with

centers, on-site agency seminars, and webinars for their agency

varying degrees of expertise, such as nursing, construction,

sales and service staff on a regular basis. These resources are

manufacturing, education, etc., so they can better meet the

invaluable to their agencies and are even more important in

needs of the clients they are serving.

this ever changing insurance environment. Offering product training, information regarding what types of business they

Improved Communication between Companies and Agencies

are interested in writing, submission requirements, and loss

Agencies and companies need to review goals and expectations

control are beneficial as it helps agencies keep up to date with

regularly to keep the line of communication open. By estab-

changes as well as assisting them with the technical knowledge

lishing best practices or business plans with the agencies, each

to enhance their sales efforts. When agencies and companies

party will benefit from knowing the resources that are available

partner together in education and training they become an

and understand what can be expected from the partnership.

asset to each other as well as the customer.

One example of a communication best practice is “Relational vs.

In summary, insurance companies and agencies are very

Transactional” and not to be afraid to engage in conversation.

important to each other and are working toward the same goals

Whatever method of communication the company chooses to

of retaining customers, attracting new customers, and being

use with the agency, they should make sure it is something

more profitable. I believe the four actions outlined above can

that is advantageous to both parties by discussing with the

be advantageous in strengthening the relationship between

agents how they prefer to communicate, whether by phone,

insurance companies and agencies, assisting them in being

fax, or email. Some things are better discussed in conversation

more competitive in the marketplace and developing stronger

and followed up by email as it provides a more in depth

relationships and loyalty with the clients they serve.

C o n g r a t u l a t i o n s a n d Thank Y ou to the 2012 Nominees Ericka Berceau, CISR The Starr Group

Kristi Kulas, CIC M3 Insurance Solutions, Inc.

Lisa Osland Sagen & Associates Insurance

Lynn Clausen, CISR McClone Insurance Group

Carol Nicholson, CIC R & R Insurance Services, Inc.

D. Cindie Pitz, CISR R & R Insurance Services, Inc.

Jean Hynek, CIC, CPCW Ansay & Associates LLC

Carol Niven, CISR Ansay & Associates LLC

10 AUGUST 12

Weâ&#x20AC;&#x2122;re celebrating our 100th year by planning for our next 100 years. Tanya Wentzel, Des Moines Branch Marketing Manager Troy Boysen, Minneapolis Branch Commercial Underwriter Connie Jarzynka, Omaha Branch Claims Adjuster Emails and teleconferencing may be time-savers, but there is no substitute for the one-to-one relationships with insurance professionals who know you and your community. Early on, EMC Insurance Companies realized the value of being close to agents and policyholders. That value continues to pay off in products and services tailored to individual market needs. Whatever the future holds, insurance will always be a relationship business and EMC will continue to keep those relationships as close to your office as possible.

Milwaukee Branch: 800.236.1800 | Home Office: Des Moines, IA

AUGUST 12 11 5269_EMC_AD_Group_WiscProff 7.75x10.25.indd 1

1/6/11 11:30 AM

OCI Administrative

Actions Ted Nickel â&#x20AC;&#x201D; Commissioner of the Office of Insurance

Madison, WIâ&#x20AC;&#x201D;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

Diane Byas, 430 Summit Ave., Sun Prairie, WI 53590, had

the insurer and to not utilize them for any personal purpose;

her application for an insurance license denied. This action

and agreed to the suspension of his insurance license for

was taken based on allegations of failing to disclose an

a period of 14 days. These actions were taken based on

administrative action taken by the state of Wisconsin on a

allegations of misappropriating funds from an insurance

licensing application and failing to apply for a life license

agency and utilizing the premiums for his own use.

within 30 days of completing the state life examination. Clarence

Ray

Hill,

Jr.,

2880

Menomonee

River

Robert R. Conroy, 4269 Skyview Dr., Janesville, WI 53546, had

Pkwy., Milwaukee, WI 53222, had his insurance license

his insurance license revoked. This action was taken based on

revoked. This action was taken based on allegations

allegations of failing to pay Wisconsin delinquent taxes due.

Donna L. Emmons, 324 W. Center St., Milwaukee, WI 53212, had her insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due. Norman Graeber, 1013 W. Frances St., Appleton, WI 54914, 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. Stephanie Hansen, 318 Elm St., Menasha, WI 54952, had her application for an insurance license denied. This

failing

pay

Wisconsin

delinquent

taxes

due.

Allen Lane, 3049 N. 8th St., Milwaukee, WI 53206, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due. Justin Leonard, 29536 Galaxy Rd., Elkader, IA 52043, 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 proof of surplus lines licensing in his resident state.

action was taken based on allegations of failing to respond

Kris A. Nelsen, 1520G Big Bend Rd., Waukesha, WI 53189, had

promptly to inquiries from OCI and failing to apply for

her insurance license revoked. This action was taken based on

licensure within 30 days of state examination completion.

allegations of failing to pay Wisconsin delinquent taxes due.

Robert I. Henson, W5033 State Rd. 21, Redgranite, WI 54970,

Russell A. Ostrowski, P.O. Box 204, Rosholt, WI 54473, had his

agreed to pay a forfeiture of $2,000.00; agreed to hold all

insurance license revoked. This action was taken based on

insurance premiums in trust, to transmit them promptly to

allegations of failing to pay Wisconsin delinquent taxes due. [continued on page 14]

12 AUGUST 12

WISCONSIN PIA IS A PROUD SPONSOR OF THE CPIA DESIGNATION PROGRAM 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. 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, CPIA’s must fulfill an update every two years by attending an Agency Management Boot Camp, or attend one of the core Insurance Success Seminars, or attend a Pro-to-Pro Retreat, or maintain an active membership in the AIMS Society.

The AIMS Society is a national organization dedicated to providing interactive marketing and sales training, ongoing resources and networking opportunities to insurance professionals.

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 errors and omissions including policy review and delivery, endorsements, claims-processing, and handling of client complaints. This course includes a review of the Professional Expectations; the Law of Agency; and Legal and Ethical Standards.

CPIA 1 – January 16, 2013 CPIA 1 Wisconsin - November 9, 2011 Mutual Ins. Co. Fall 2012 Radisson Paper Valley Hotel Madison, WI Dates to beWI Announced Appleton,

CPIA 2 – May 1, 2013 CPIA 2Radisson - February 15, 2012 Marriott Madison West Green Bay, WI Middleton, WI

CPIA 3 – September 11, 2013 CPIA 3 -Corporation August 1, 2012 Kelmann Grand Geneva Wauwatosa, WI Resort Lake Geneva, WI

8:30 – 4:30 p.m. Fee Per Course (does not include lunch): PIA Member $155.00 / Non Member $190 Register at www.piaw.org or call PIA at 1-800-261-7429

OCI Administrative Actions [continued from page 12] Sharon Scheuermann, 407 Prospect St., Westfield, NJ 07090, had her application for an insurance license denied.

James Vowell, 1200 Locust St. Dept. 6340, West Des Moines, IA

This action was taken based on allegations of failing to

50391, had his application for an insurance license denied. This

respond promptly to inquiries from OCI and failing to

action was taken based on allegations of failing to respond

provide proof of resident state surplus lines licensing.

promptly to inquiries from OCI and a criminal conviction which may be substantially related to insurance marketing

Mai Ia Thao, 1017 N. Crystal Ave., Apt. 101, Fresno, CA 93728,

type conduct.

had her insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due.

Jonathan Weber, 3301 Rolling Hills Dr., St. Paul, MN 55121, had his application for an insurance license denied.

David J. Vanderschaaf, 828 Iroquois Cir., Baraboo, WI 53913, had his insurance license revoked. This action was taken based

This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to

on allegations of failing to pay Wisconsin delinquent taxes due.

provide proof of resident state surplus lines licensing.

Thomas Vaneimeren, 111 Latera Links Cir., Unit 101, St.

Gerald Mark Wilcox, 336 S. Buckingham Blvd., White-

Augustine, FL 32092, 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 proof of resident state surplus lines licensing. Timothy W. Verken, 1117 Moore Ave., West Bend, WI 53090, had his insurance license revoked. This action was taken based on

water, WI 53190, had his insurance license revoked.This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due. Calvin Wright, 1340 Eminence St., Apt. 6, Green Bay, WI 54313, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due.

allegations of failing to pay Wisconsin delinquent taxes due.

Allegations

and

Actions Against Companies

Berkley Life & Health Insurance Company, 475 Steamboat Rd.,

N., Suite 300, Atlanta, GA 30346, had its application for an

Greenwich, CT 06830, was ordered to pay a forfeiture of $500.00,

insurance license denied. This action was taken based on

was ordered to provide information requested within 10 days,

allegations of failing to respond promptly to inquiries from

was ordered to reply promptly in writing, and was ordered to

OCI and failing to provide a designated responsible producer.

provide all information requested in response to all inquiries from OCI. These actions were taken based on allegations of failing to respond promptly to inquiries from OCI related to form filing. Dean Health Plan, Inc., 1277 Deming Way, Madison, WI 53717, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to comply with a previous examination order related to the timing of filing transactions. Great Midwest Insurance Company, 800 Gessner Rd. Ste. 600, Houston, TX 77024, was ordered to pay a forfeiture of $1,500.00, was ordered to promptly reply in writing to OCI, and was ordered to promptly pay the appointment fees. These actions were taken based on allegations of failing to respond promptly to inquiries from OCI, failing to pay an annual appointment billing fee, and failing to promptly respond to an order issued. International Financial Solutions, Inc., 303 Perimeter Center 14 AUGUST 12

Two tips for a faster

home sale Selling a house in today's real estate market can be a challenge. Fortunately, two simple steps can bring a profitable sale within reach: â&#x20AC;˘ Paint. Give your walls a coat of fresh paint. Pick a neutral color, and get an experienced professional painter. Faded old paint, or a sloppy touch-up coat, will turn potential buyers off. â&#x20AC;˘ Remove the clutter. Don't let your house look crowded. Take pictures off your walls, stow unneeded appliances away, get rid of half the clothes in your closets, and so forth. You want buyers to see space, not stuff.

Dynamics of Service

Denise Semrow CIC, CISR, AIS SECURA Insurance

When you attend you will:

• Tune up your professional competence.

• Acquire a wealth of tools and techniques for dealing with customers effectively.

• Improve your people skills dramatically. Thirty-four percent of Customer Service Representatives surveyed say their biggest frustration is dealing with difficult people.*

The answer to this frustration is to provide specialized training to your CSRs so their responses, and ultimately, whole relationships, change for the better. * According to the CSR Profile study completed by The National Alliance Research Academy

All these skills serve to make an employee more valuable, more productive,and more satisfied on the job.

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AUGUST 12 15

16 AUGUST 12

Remember

To Have Fun! by Marti MacGibbon

Phil, a manager at a tech firm, prides himself on his commitment to his career. He counts rigorous self-discipline as one of his strengths, and expects the same of his subordinates, privately frowning on such “nonsense” in the workplace as birthday cakes and office parties. Phil goes on vacation once a year, only because it’s mandatory. He always selects glamorous destinations because he works so hard and figures he deserves a rich reward. Phil travels with his camera, meticulously recording each brilliant sunset, gorgeous vista, and tourist attraction so that he’ll have an accurate log of all his experiences.

When his vacation ends and he returns to work, Phil reviews

vacation or a new car — but that is a mistaken belief. You make

all his photos and is surprised that he can scarcely recall

the fun happen. It is totally up to you whether you enjoy life.

any sensation of all that “fun” he was supposedly having.

Here are some tips to help you raise your fun quotient:

He wonders why this is, and what he is missing. After some consideration, Phil realizes that he’s been so busy attaining

Develop Your Ability to “Be in the Moment.” Allow your inner

goals and meeting requirements, both in work and on vacation,

self to awaken and recognize the sheer beauty of being alive.

that he has forgotten how to have fun. He wonders if he really

Use gratitude to build your enthusiasm for life, and stay in that

knows what fun is.

attitude as you approach any task, obstacle, or occasion. Give

Fun is an attitude, a state of being; it’s playfulness, enjoyment or amusement. Fun can inspire you, motivate you, and empower you to change your attitude, reactions and perception of yourself. Fun and a sense of humor will propel you toward your goal more quickly and give you inspiration, motivation and a sense of well-being along the way. If you're having fun, you're increasing your levels of "feel good" neurotransmitters in your brain – dopamine, serotonin, etc. When this happens, you empower yourself to feel better in general; you'll find it's much easier to be creative, energetic and empathic when you feel good.

yourself permission to wholeheartedly enjoy each moment without judging. Be playful – keep your knees loose, so to speak. Take a sip from the fountain of youth: having not yet been programmed to make a distinction between work and play, children are constantly exploring, discovering and enjoying the wonder of life. You can do the same, no matter what your chronological age may be. It’s all in your perception. Break Out of Your Routine and Jumpstart Your Sense of Fun. Shake things up. Try learning a new language, sport or game. Take an improv class to increase your spontaneity. Go to a movie you’d normally avoid seeing. Try a totally different

Remember, fun is not something you look for outside yourself.

route to or from work. At work, take mini-breaks in the routine:

It’s something you own, embrace and develop within as you

at intervals throughout your day, jump up from the desk,

live life in the present moment. It’s easy to think that fun and

stretch and move around, even at the risk of feeling a little

happiness are things that you might wish would happen to

bit goofy. Visit an amusement park and ride the rollercoaster,

you — things that come from a source outside you, such as a

Ferris wheel, or carousel. At home, rearrange your furniture or [continued on page 18] AUGUST 12 17

Have Fun! [continued from page 17] try cooking a new and exotic recipe. Take a dance class. You’ll

Take a lesson from Phil’s story. It’s easy to be overcommitted

find your fun quotient multiplies exponentially.

to reaching your goals or meeting your expectations that you

Build your Fun Network. Find people you can have fun with, people you can be yourself with, people who can let go and try new activities, methods and techniques. When you find

forget to have fun. Choose to laugh, feel good and amuse yourself and others — these are conscious actions, and skills that can be developed until they become second nature.

people who appreciate amusement, enjoyment and laughter,

Having fun, laughing, and feeling good will improve health

stay connected with them and look for more people to add

and performance, accelerate learning and memory, increase

to your “fun network.” Solitude and isolation are sure ways

confidence and empower you to accomplish even more than

to suppress and stifle your sense of fun, so make sure you

you dreamed possible. Those who live each moment with a

broaden your scope of experience socially, and in real time, not

sense of fun and humor find it easier to tolerate, accept and

in a digital sense. Yes, social media can be fun, interesting and

amuse others. Enhance all your relationships with your new

helpful, but there’s no substitute for real, live socializing. And

attitude. Remember to celebrate the present moment, enjoying

the people in your network will support and energize your

each and every aspect of living, and fun will introduce you to

practice of having fun.

yourself again and again.

Celebrate Laughter. When was the last time you laughed

About the Author

so hard you cried? When was the last time you laughed so

Marti MacGibbon, CADC II, ACRPS, is a certified mental health

hard your sides hurt? Kick-start your laughter engine – visit

professional, humorist, inspirational motivational speaker, veteran

a comedy club, watch a funny movie or TV show or read a

standup comic, author, and member of the National Speakers

humorous book. Be silly with someone you trust. Let your hair

Association. Her memoir, “Never Give in to Fear,” is available on

down, so to speak, and see how much healthier, more likeable

Amazon.com and through her website, www.nevergiveintofear.com

and spontaneous you feel. Get into the fun of laughing at

<http://www.nevergiveintofear.com>. To find out more about her

yourself, and always take the opportunity to laugh with others.

speaking, visit her site or call 310 210 4674.

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20 AUGUST 12

Application. . .

Locomotive! more powerful than a

by Curtis M. Pearsall, CPCU, AIAF, CPIA

With few exceptions, an application is a necessary document to

position that they would not have written the account had

secure a proposal or to bind coverage. If accurately completed

they known the correct information. They may rescind the

and signed by the applicant, an application possesses

policy or choose to honor the claim but then take action

tremendous power … “more powerful than a locomotive!”

against the agency. There are many E&O claims where the

to borrow from the introduction of the 1950s “Superman” TV

carrier successfully sued the agent due to misrepresentation

program. In the event of an Errors & Omissions claim, this

of the nature of the risk. This reinforces the benefits of getting

document could play a huge role in the outcome of litigation.

the insured to sign the app as it is hoped that this affirms the

Conversely, an application that doesn’t accurately portray the

accuracy of the information.

account’s true exposure can be an agency’s worst nightmare. The role this document plays is up to you. If you are serious

The best approach

about reducing your E&O exposure, proper handling of

The best approach is to complete the application face to face

applications is a great place to start.

with the prospect, asking them the questions exactly as they

A critical task

appear and accurately noting the response on the application. After completing the application, request that the prospect/

The first thing to consider is the completeness of the application.

customer reviews it to ensure you have accurately stated the

While most producers probably don’t enjoy completing

exposure. Then have them sign it. This is one of the most

applications, it is a critical task in the sales process.

important procedures for an agency to insist upon.

Are applications from your agency completed fully or are some

In virtually every state, the customer is held responsible for

questions left blank? The answers to these blank items could

the contents of the application once they’ve signed it. If the

significantly impact the account’s desirability or pricing. What

prospect misled you in the completion of the application, their

happens if you’re unsure of the correct answer as applications

signature on the document could play a significant role if a

are completed? Do you “presume” to know the answer or

problem develops. If getting the signature is not feasible for

do you contact the prospect to check? In the haste to get

some reason, explore the possibility of providing the customer

applications submitted, producers/account executives may

with the application electronically, asking them to review and

answer the questions believing they are answering honestly

approve the information for correctness. Be certain your file is

and correctly. Carriers rely heavily on the application and

well documented with the insured’s approval.

presume the information to be truthful.

In fact, when completing the application, look to complete the

What happens if, after a loss, the carrier discovers the

questionnaire from your Exposure Analysis Checklist. These

information was incorrect? They may very well take the

questionnaires will help the producer thoroughly understand [continued on page 22] AUGUST 12 21

A Signed Application [continued from page 21] the risk and accurately market it to various carriers. It is also highly suggested that agencies not sign the insured’s signature to the document. While the agency may believe the customer has authorized you to do so, after a loss the customer

in your office. Review the current coverage, including all endorsements, to ensure that, at a minimum, coverage is being duplicated. This is your agency’s responsibility and should be handled as such.

may disavow giving you this authorization. Handwriting

Review and reinforce with your staff the issue of providing

experts have found their way into E&O claims, so extreme

your carriers with complete, accurate applications signed

caution should be exercised in this area.

by the customer. This is also a great time for management to clearly state the expectation that applications will not be

Complete and accurate

submitted to the carrier unless they are complete and accurate.

Another issue that occurs now and again involves agencies

This requirement typically falls, especially with commercial

completing “this year’s application” using the information

accounts, on the producers. Customer Service Representatives

from “last year’s application.” Avoid this. It is extremely

should be authorized to return an application to the producer if

dangerous and fraught with potential problems. Because of

the app is incomplete or if the CSR is concerned about accuracy.

the possibility that your risk has changed, it is always best – to ensure complete accuracy – that the application is completed through current discussion with the customer.

In your favor Applications you submit to your carriers are extremely

If the account is a prospect and you’re looking to provide them

important and must be handled accordingly. Your agency’s

with a proposal, secure copies of their current coverage, if

goal should be that the information in the applications is

possible. When completing the application, this will enable you

complete, current and correct (the 3 c’s) and the application

to request the necessary coverages to ensure your proposal is

is reviewed and signed by the customer. While getting the

at least equal to what the prospect currently has. If this is not

insured’s signature may be an additional step that takes

possible, advise the account accordingly. This is also extremely

time, the power of this signed app cannot be emphasized

important when remarketing the account to other carriers

enough. Anything less could spell trouble if a loss develops

22 AUGUST 12

and the carrier believes they were misled. By mandating and enforcing these requirements, you are turning the power of the application to work in your favor.

Curtis M. Pearsall, CPCU, AIAF, CPIA President, Pearsall Associates Inc. and Special Consultant to the Utica National E&O Program

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AUGUST 12 23

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AUGUST 12 25

The Affordable Care Act

26 AUGUST 12

Update and

S u p r e m e C ourt 's Impac t by Jerry Rhinehart, CIC, CLU, ChFC, RHU

On June 28, 2012, the U.S. Supreme Court ruled the Affordable Care Act (ACA) as “constitutional” and it will be implemented as written – unless there is future legislative action that changes, or rescinds the law. The court did rule on a change of course for some provisions (primarily the expansion of Medicaid and the role the states will play) but the key components of the ACA remains intact. The major provisions of the law will be effective in 2014. Everyone – with minor exceptions – will be required to be covered by a Qualified Health Plan (QHP) in 2014. Most of us will continue to be insured by an employer-sponsored plan. The premiums paid by the employer will continue to be tax deductible and those employer-paid premiums will continue to be “not reported” to the employees.

How will the law affect you, your family, your employer, employers you know or those you insure? First, several noteworthy provisions have already been implemented: 1) Pre-Existing Conditions: All group and individual health plans, including self-insured plans, now have to cover preexisting conditions for children – up to age 19. Starting in 2014, insurance companies cannot deny coverage to anyone with a pre-existing condition. 2) Prohibition of Coverage Limits: No carrier may impose a Lifetime Limit for any fully insured group, self-insured group, nor individual plan. Annual limits will be allowed until January 1, 2014, but only on non-essential benefits, and after that there will be no annual policy cap. (Note: “non-essential benefits” should be fully defined by late 2012.) The minimum mandated “annual limit” that every plan must provide in 2012 is $1.25 million in coverage. Note that a number of businesses (almost 1,500) did receive a “waiver” to this “annual limit” rule and can currently provide coverage with less than this limit. In 2014, the waivers go away and everyone that purchases or that is provided a QHP will have no dollar cap on coverage. 3) Dependent Coverage to age 26: All plans will now have to cover dependents up to age 26. Yes, this includes adult

children that no longer attend college, those not living with their parents, and even those adult children who are married (if married, this provision does not extend to the spouse or any children of the adult child). This provision only applies to plans that already offer dependent coverage and election to this provision does have some exceptions. 4) Certain mandated preventive care services with no cost sharing: All group and individual health plans, including self-insured plans, will have to cover specific preventive care services with no cost sharing. They will also have to cover emergency services at the in-network level regardless of provider. There are several key provisions that are scheduled in future years: 1) (2013) Increased Medicare Tax on High-Income Individuals: Raises the Medicare Part A (Hospital Insurance) on wages by 0.9% on earnings over $200,000 for individual taxpayers and $250,000 for married couples filing jointly. There would also be a 3.8% assessment on “unearned income” for these high-income taxpayers. The law defines “unearned income” as interest, dividends, capital gains, annuities, royalties, and rents. Tax-exempt interest won’t be included, nor will income [continued on page 28] AUGUST 12 27

Supreme Court [continued from page 27]

from qualified retirement accounts. 2) (2013) Contributions to a Flexible Spending Account (FSA) for medical expenses will be limited to $2,500 per year, increasing annually by the cost of living. 3) (2014) A QHP will be Required to be Carried by all U.S Citizens and legal residents. Exceptions do apply. There would be a phased-in tax penalty for those without coverage, starting at the greater of $95 annually or 1% of gross income, in 2014, and rising to the greater of $695 annually or 2.5% of gross income in 2016. 4) (2014) Potential Penalties on Employers with 50 or more full-time workers (defined as a “Large Employer”) that DO NOT provide a QHP to its employees. The penalty would equal $2,000 per worker, although the first 30 workers would not be counted. The penalty would only be assessed if ANY full-time employee (defined as working 30 or more hours per week) receives a federal subsidy to purchase a QHP. The subsidy is available if the income (individual or family) is below a certain federal poverty level — currently about $89,000 annually for a family of four. The QHP must be purchased through the state’s Health Insurance Exchange for the applicant to receive the premium subsidy. The definition goes farther to include the possibility of a penalty to a “Large Employer” even if they DO provide a QHP. This potential penalty would be $3,000 for every full-time employee that receives a premium subsidy through the Exchange. The penalties, calculations, definitions and exception are very complicated with many variables to consider. The areas discussed above are a fraction of the law’s vast impact. In addition to individuals, families and business owners, the law will also greatly affect your state’s budget, health insurance companies, physicians, hospitals, and even nutritional content disclosure. Almost every aspect of daily life will have some brush with this law. There are numerous websites that can be helpful for additional information to understanding this complex law. A couple of very beneficial sites are: http://www.aetna.com/health-reformconnection/index.html and http://healthreform.kff.org/. It is safe to say the debate regarding the ACA’s merits will be a heated topic in this fall’s presidential and congressional

Selective has been a trusted provider of insurance solutions since 1926. Working with our elite group of agents, we focus on providing the business and personal insurance solutions that best meet our customers’ needs. Get to know us today. Metro Milwaukee Bonnie.Weiss@selective.com

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elections. Regardless of the law’s ultimate fate the landscape of health insurance for individuals, families, business owners and health care providers and payors has changed substantially and will continue to do so.

28 AUGUST 12

©2012 Selective Ins. Group, Inc. (Branchville, NJ). “Selective” insurers include Selective Ins. Co. of America, Selective Ins. Co. of New England, Selective Ins. Co. of N.Y., Selective Ins. Co. of South Carolina, Selective Ins. Co. of the Southeast, Selective Way Ins. Co. and Selective Auto Ins. Co. of N.J. Insurers and products available vary by jurisdiction. SI-12-077

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A g en t ' s Q u e s t i o n s ab o ut

Errors & Omissions

And how E&O Losses Can be Prevented

Help! I feel that I am drowning in e-mail. And I’m not the only one. Many of the Account Managers in our office get over 100 e-mails each day, and it is almost impossible to keep up. We are worried that this could cause an E&O loss, if we overlooked something important or simply didn’t get to all of the mail right away. What is the solution?

action. 3. Prioritize it, if it needs action. Then, after you finish reading the e-mail, start working through the prioritized items, handling the highest priority items first. (I cannot address all e-mail systems, but as an Outlook user, I am a fan of “categories” and use them diligently to organize my priorities and keep my In-Box cleaned up).

Joyce, Minnesota

So, what is the solution? Here are some practical tips:

• When you have completed the task related to an e-mail, attach it (or attach your response to it) to your customer record. If you are not expecting a response and it requires no more action, then deleted it from your In-Box. Keeping it in your In-Box can cause you to be confused and also creates a duplicate set of records. This could be a detriment if those records were subpoenaed in an E&O case.

• Make sure your junk mail filter is set to it’s strongest protection. Check with your IT department to make sure that they are addressing this issue with the latest software. There are thirdparty filters available that can supplement your e-mail program’s built in filtering system.

• Take a class or webinar on using your e-mail system. Most of us are self-taught in the basics of e-mail and there are many functions included in your system that can help you organize and prioritize. Share the information you learn with others in your office.

• Turn off the alert for new e-mail received. This distracts you from your current task, and proves to be unproductive in the long run. Instead, make it a habit of checking your e-mail periodically during the day.

I hope this helps. Most of all, keep your In-Box up to date. The e-mail you handle appropriately may be the E&O claim you prevent.

Joyce, welcome to the club! If it makes you feel any better, you are not alone. In my visits to agencies, I find that many people receive over 200 e-mail items each day, and I sometimes see thousands of items in one person’s “In box”. With this volume of e-mail to address, it is reasonable to expect that things will get missed, and that certainly could contribute to an E&O claim.

• When checking your e-mail, control your impulse to get wrapped up in one e-mail you just received. Instead, create a discipline of how to handle all e-mail in a uniform manner. First, delete all junk mail. You can select them all at one time and then hit the delete button. Then, as you open each remaining e-mail do one of the following: 1. Forward to the right person, if it is not your task to complete. 2. Attach it to the customer record, if it is customer related and needs no

32 AUGUST 12

Mary LaPorte is a consultant and educator with a strong background in Errors & Omissions loss prevention. Forward your E&O questions to marylp@lpinsuranceconsult.com. ©

By Mary LaPorte, CPCU, CIC, LIC, CPIA

HOUSTON INTERNATIONAL INSURANCE GROUP Imperium Insurance Company Houston Specialty Insurance Company Oklahoma Specialty Insurance Company Great Midwest Insurance Company All carriers are rated A– or better by AM Best. 800 Gessner, Suite 600 ⋅ Houston, TX 77024 ⋅ 713.935.7400

Certified Insurance Service Representative Open to Anyone!

8 WI CE Credits Course #66251

INSURING PERSONAL AUTO EXPOSURES

After taking this course, students will be able to more effectively advise customers in the processes of analyzing, obtaining, and modifying personal auto and umbrella policies.

• • • • •

Analyze the Personal Auto Policy and Major Endorsements Owned, Borrowed, and Rented Autos Determining Who is an Insured SEPTEMBER 25 • EAU CLAIRE Personal Umbrella/Excess Liability Minimizing E&O Exposures

CLASS SCHEDULE Course Instructor John Dismukes CIC, CPCU, AAI, ALS Tulsa, OK

Instruction Group Lunch Optional Exam

8:00 a.m. – 3:45 p.m. 12:00 p.m. – 12:45 p.m. 4:15 p.m. – 5:15 p.m.

$145 Per Course Register at www.piaw.org or call 800-261-7429

AUGUST 12 33

CLASSIFIEDS We are interested in purchasing Personal Lines Books of Business as well as entire Agencies. Buyout structure is negotiable for a short-term or long-term relationship. We have the platforms and backroom to provide a smooth transition. Contact Mitch at Jackson Kahl Insurance. All inquiries are kept confidential. Please call 800-524-5467 or e-mail at mkahl@jacksonkahl.com Classified Ad #596

PRODUCER WANTED Mauck Insurance Agency has an immediate opening for a Commercial Property/Casualty (P&C) salesperson. This salesperson will be domiciled out of our Rhinelander office, located in The Great Lakes Timber Professionals Building. Must have a valid Wisconsin Drivers License. Position offers base pay plus commission, company car, expense account, health insurance (cost share with employer) & other benefits as well. Please send your resume in confidence to: Thomas D. Buckingham Sr. â&#x20AC;&#x201C; General Manager C/O Mauck Insurance Agency 1740 Roosevelt Rd,Niagara, WI 54151 Or email: tbuck@forestinsurancecenter.com Classified Ad #597

C reate moments that matter... For over 100 years, Austin has been constantly creating solutions and services to meet the ever-changing needs of policyholders.

Get 24 WI CE Credits on a NEW-NAIFA CE cruise

1-800-328-4628 | www.austinmutual.com

For more information, visit www.cecruise.org Scan to stay connected with Austin Mutual

34 AUGUST 12

NEW CISRs

The CISR Program empowers outstanding individuals to provide exceptional customer service. Join the many thousands of insurance professionals who have already experienced the benefits.

Brad Barton, CISR

Tracey Jaeger, CISR

Jessica Racette, CISR

Church Mutual Insurance Co. Merrill, WI

SECURA Insurance Companies Appleton, WI

Rebecca Behrens, CISR

Kendall Koeller, CISR

Tara Schumacher, CISR

Church Mutual Insurance Co. Merrill, WI

TRICOR Insurance Lancaster, WI

Ansay & Associates LLC Green Bay, WI

Lori Cirves, CISR

Danielle Loeffler, CISR

Stephanie Urbanek, CISR

TRICOR Insurance Mt. Horeb, WI

Mt. Morris Mutual Insurance Company Coloma, WI

West Bend - A Mutual Insurance Co. West Bend, WI

Karlie Davis, CISR

Amy Matzke, CISR

Shelley Vecitis, CISR

R & R Insurance Services, Inc. Waukesha, WI

Church Mutual Insurance Co. Merrill, WI

Leonard Insurance Services, Inc. Mequon, WI

Jared Day, CISR

Kendra Osness, CISR

Ryan Waite, CISR

Jack C. Loyda & Associates, Ltd. Shorewood, WI

Church Mutual Insurance Co. Merrill, WI

Neckerman Insurance Services Madison, WI

Julie DeWitt, CISR

Sherri Pehlke, CISR

Linda Wiederhoeft, CISR

The House of Insurance Greenfield, WI

Church Mutual Insurance Co. Merrill, WI

Vicki Gravatt, CISR

Sally Pfeifer, CISR

Pamela Wiegand, CISR

TRICOR Insurance Plymouth, WI

Thomas/Pfeifer Ins. Agency, Inc. Sister Bay, WI

Sherry Hough, CISR

Julie Powers, CISR

Carrie Wiza, CISR

Schwarz Insurance Agency, Inc. Marshfield, WI

Church Mutual Insurance Co. Merrill, WI

Jackson Kahl Insurance Services, LLC Fond du Lac, WI

Right in your backyard!

With Continental Western Group速 in your backyard, you have the comfort of knowing we are responsive to your needs and the confidence of knowing we are dedicated to our partnership! Call Fritz Weitendorf, our Wisconsin Representative at 1-877-643-0219 ext 3828.

www.cwgins.com

AUGUST 12 35

Tired of Walking Away from Business? We Can Help!

The Midwestâ&#x20AC;&#x2122;s Premier Cluster Group

Check out our website at www.iaanetwork.com

For more information call Mike Sabourin 866-789-9712

36 AUGUST 12

RMIC-Ad_3-625x5_WI Professional_PRN.pdf

STRENGTH

Partners Mutual Insurance Company has been going strong and serving independent agents since 1931. We are proud of our history and looking forward to a very successful future.

4/10/12

11:40 AM

When it comes to helping your customers, our focus is..

“putting lives back together”

The A.M. Best Company has assigned Partners Mutual an A- Excellent rating. On January 4, 2012 Partners Mutual increased that strength by forming an affiliation with Penn National Insurance of Harrisburg, PA adding combined services, geographic diversity, and much more.

M U T U A L

P.O. Box 5626 • Rockford, IL 61125

www.rockfordmutual.com

I N S U R A N C E

For information about becoming a Partners Mutual Insurance agent, please contact our marketing department at Schumann.Lyn@PartnersMutual.com 20935 Swenson DriveWaukesha, WI 53186www.partnersmutual.com an affiliate of Penn National Insurance

Where Better Service Matters  Since 1931 PMIC_PIA_3.625x5.indd 1

5/31/2012 1:16:06 PM

AUGUST 12 37

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. OFFICERS

DIRECTORS

Ms. Tracy A. Oestreich, CIC, AU, President Anderson Ins. Associates, Inc. W177N9856 Rivercrest Dr., Ste. 215 Germantown, WI 53022 Phone 262-789-8500 Fax 262-754-6038 tracyo@iaanetwork.com

Ms. Mary J. Czaja, CIC PIAW National Director CIS Group P.O. Box 321 Tomahawk, WI 54487 Phone 715-453-3366 Fax 715-453-3951 mary@cisgrp.com

Mr. Jeff J. Glass, Vice President A.F. Glass Insurance Agency PO Box 1149 Lake Geneva, WI 53147 Phone 262-248-5555 Fax 262-248-5544 jglass@glassinsurancecenter.com

Mr. Brian MacGillis MacGillis Agency, Inc. 13745 W. Capitol Drive Brookfield, WI 53005 Phone 262-790-0000 Fax 262-790-0004 brian@macgillisinsurance.com

Ms. LouAnn Herriges, CIC, CISR Treasurer Johannesen-Farrar Inc. P.O. Box 347 Delavan, WI 53115 Phone 262-728-2631 Fax 262-728-2312 louannh@jfinsurance.com

Mr. Trey Neher, CIC, CISR THZ Insurance Group 1336 E. Wisconsin Ave. Appleton, WI 54944 Phone 920-730-0123 Fax 920-833-6870 tneher1121@aol.com

September 2012

October 2012

November 2012

Mandy Behrens Administrative Assistant mbehrens@piaw.org Darcy Brown Member Benefits Coordinator dbrown@piaw.org Heather Falk, CISR Bookkeeping hfalk@piaw.org Becca Prestbroten Special Project Coordinator bprestbroten@piaw.org Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

committee kick-off meeting Madison

CISR PERSONAL AUTO Eau Claire 8 WI CE

26-28

CIC COMMERCIAL PROPERTY Eau Claire 20 WI CE

24-26

CIC COMMERCIAL CASUALTY Milwaukee 20 WI CE

CISR PERSONAL RESIDENTIAL Brookfield 8 WI CE

CISR PERSONAL RESIDENTIAL Madison 8 WI CE

ETHICS case study Madison 4 WI ETHICS CE

CISR PERSONAL RESIDENTIAL Green Bay 8 WI CE

14-16

Ronald Von Haden, CIC Executive Vice President rvonhaden@piaw.org

CISR INSURING COMMERCIAL CASUALTY Mosinee, Madison, Brookfield 8 WI CE

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

11, 12, 13

11 dynamics of service Brookfield 7 WI CE

December 2012

Coming Events

Ms. Kori Sagen Sagen & Associates 1002 1st Center Avenue Brodhead, WI 53520 Phone 608-897-9100 Fax 866-803-5135 kori@sageninsurance.com

Mr. Steve Rodgers Rodgers Agency 400 E. Cedar St. Pulaski, WI 54162-8828 Phone 920-822-3695 Fax 866-716-1007 stever@rodgersagency.com

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

Mr. Dennis Rupers, CIC, CISR Don Rick, Inc. PO Box 465 Portage, WI 53901 Phone 608-742-5548 Fax 608-742-5540 dennis@don-rick.com

CIC personal lines Green Bay 20 WI CE

11 & 12

CIC/Ruble Milwaukee 20 WI CE

CISR/WTH Brookfield 8 WI CE

Grow your business. Retain your identity with

Couri Associates.

Hear what our associates are saying about our focus on agents and our great commissions!

Visit www.couriagents.com/raves/

Scan this with your Smartphone QR Reader App.

Search “QR Code” in your App store to download a mobile reader.

Or Ask one of these strategic partners about Couri Associates’ value

This is just a sampling of the quality carriers Couri represents.

Interested in becoming part of the Couri family? Visit our website, couriagents.com or give Steve Albinger a call at 800-444-1215.

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

Corporation

Licensed Owner Licensed Producer

INCL INCL

Agency Information: Agency Type:

o Sole Owner o

Top 3 P&C Companies (list in order)

Partnership

Other Association affiliated with_____________________________

1)__________________________ 2)__________________________ 3)____________________________

Which Agency Management System are you using____________________ E&O Carrier_______________________________________Exp. Date______________ Annual P&C Prem. Vol._____________________________

Calculate Membership Amount Due:

Part-time employees count as one-half. If count ends in half, drop half. # Owners_________+ # Producers_________+ # Licensed staff_________+ # Unlicensed staff_________= Total Agency Size_______________ DUES SCHEDULE Total Agency Size $Amount Total Agency Size $ Amount 1 335 16 890 2 375 17 930 3 415 18 965 4 450 19 1005 5 490 20 1030 6 525 21 1070 7 570 22 1105 8 605 23 1145 9 640 24 1180 10 675 25 1220 11 710 26 1255 12 750 27 1295 13 780 28 1330 14 815 29 1370 15 855 30 & Over 1400 I certify that the information on this application is true and correct. Signed_______________________________ Dated_______________________

Total Amount from Dues Schedule $_______________ Send:

Check

VISA

DIS

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.