PIAW August 2014 Magazine

professional agent AUGUST | 2014

What’s Inside?

Retention = $$................ 14 New Members................. 15 Going Mobile......................16 Better Employees............... 22 Millennials are the............. 28 Future Buy-Sell Agreement.......... 32 E&O Positions.................. 35

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

2 AUGUST 14

From the

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

What is in store for the 2014-2015 year?

Well here it is… my first article as your new PIAW President. My article was due on July 10th to meet the deadline for the August PIA Magazine. As I write this, the staff of PIAW is scurrying around making the final preparations for this year’s convention. As you read this, the annual convention will be over. I know from past experience that it was the best ever!!! A big “Thank You” to the staff and committee members of PIA for making the convention a success. Help me out! Please remember to say “Thank You” to all of them the next time you call or stop in the PIA office. We are truly blessed to have such a loyal, dedicated and hardworking group of individuals in our PIA office and on our Convention Committee.

Some of you do not know me so we will have to work on fixing that this year. I have been fortunate to spend my entire career in the insurance industry. I began my insurance career as a file clerk and rater in 1970 and now work at Anderson’s Insurance Associates & Insurance Associates of America in New Berlin as a Commercial Account Manager.

A little more about me personally, I have been married to my wonderful husband and best friend, Bob for 37 years.

We have one son, Nick who has brought a wonderful daughter-in-law, Ashlee and three beautiful granddaughters into our lives. Ava, Addie and Aftyn fill many of our days and evenings with joy and laughter. I love to cook, read and dance in my spare time. I believe life is short and we should work at being happy and bringing happiness to those around us while we are here.

As we begin the 2014-2015 year, I believe I am prepared for the challenge of being your PIAW President. I have

served on many PIAW committees in the past including Automation, Education, Public Relations, Legislative and Executive. I have served on the PIAW Board of Directors for the past five years. Under the tutelage of the many past presidents, I believe I am prepared to make this journey.

What is in store for the 2014-2015 year? I believe with the help of Executive Director Ron and the PIA staff we will map out a year of interest to many of you. For the past two years the PIA of Wisconsin has worked diligently on a task to portray a more positive image to our industry in an attempt to attract the upcoming youth to seek a career in insurance. I am hoping to continue that task during my term as president. I have volunteered to be on a National PIA task force with that same mission. We will also continue our work to provide information to veterans regarding insurance careers.

We are again calling for volunteers to join our various committees. As many of you know from past articles, I truly believe in the volunteer spirit. Step up to the plate and volunteer. Volunteers are the life blood of our great organization.

I look forward to the upcoming year and our journey together.

This is your organization. We are here to work for you.

This will be a year of inspiration. What inspires you? Who inspires you? Do you inspire others? Send me an email and share your inspirations. I would like to share them with our members each month. As Theodore Roosevelt once said “Believe you can and you are halfway there”. I believe I am halfway there already. I will work hard for all of you and this organization so that it can continue to be the greatest insurance organization in the state.

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 AUGUST 14 3

Memos from

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

Always Advise your Clients to get a Certificate of Insurance!

SUMMER IS CAR RENTAL season. Do you or your clients really know if you need to take the supplemental insurance/ collision damage coverage offered by car rental companies?

We all know (or should know) the restrictions regarding temporary substitute automobiles in our car insurance policies. If you are not confident that you can give accurate advice to your clients about the level of coverage afforded by each of your companies, maybe it’s time to grab the policies and do a little refreshing.

But what about the issue of coverage provided by the credit card you use for the rental? The four major credit card providers (Visa, MasterCard, American Express and Discover) provide complimentary car rental coverage BUT each provider has caveats, including coverage restrictions based on the type of card you have, what type of car you rent, how long your rental period lasts, how and where you drive. You and your clients absolutely must know the level of coverage provided and the exclusions that could cost you thousands of dollars.

For example, most Visa cards do not cover accidents occurring on dirt and gravel roads. MasterCard’s usually over accidents on dirt and gravel roads if they are “regularly maintained”. None of the cards will cover exotic, expensive or antique cars, trucks or vehicles with open beds or offroad vehicles. And the issue of “loss of use” is always a stickler. Do you know your card may be “maxed out” to pay for damage to the vehicle or the anticipated loss of revenue to the car rental company while the car is being repaired following an accident? What a shock it would be to try to pay your hotel or restaurant bills only to find out that your entire credit limit has been tied up by a rental car company.

Don’t rely on your previous knowledge of your cards coverage possibilities. The fine print that we all ignore when we receive credit card statements may contain changes to

4 AUGUST 14

their rental car coverage. Call your card company if you will be renting a vehicle and certainly do not answer a question from your client about the type of coverage provided by their cards.

STORM CHASERS BEWARE! A new law in Wisconsin will help consumers against fly-by-night fraudsters in the home repair industry, commonly called Storm Chasers. The law, heavily supported by our crack legislative team, puts restrictions on contractors and gives consumers a chance to get out of repair contracts if they have been duped. Here are a few provisions of the law: • Contractors can’t promise to pay a homeowner’ insurance deductible.

• Contractors can’t represent or negotiate with an insurer on behalf on a homeowner. With consent, they can discuss costs, damages and repairs with an insurer.

• Consumers can cancel a repair contract within three days if they find out their insurer has denied all or part of their claim.

• Before entering into a contract, the contractor must provide a questionnaire to determine if the work requested is related to an insurance claim.

• Contractors must notify customers of this right.

The new law will help consumers, insurers and agents as we try to weed out the disreputable contractors. It will not pose an undue burden on local, reputable contractors who stand behind their work and value their relationship with consumers and the insurance industry. And always, always advise your clients to get a certificate of insurance!

AND REMEMBER …..The trouble with many self-made men is that they may worship their creator.

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.

AUGUST 14 5

From the

Boardroom Matt Cranney, CIC — Director, PIA of Wisconsin

People are Either Multipliers or Diminishers.

One of my first mentors in business always reminded me of the quote: “Twelve months from now you will be exactly the same person you are today, except for the people you met and the books you read.”

This quote has stayed with me as I have tried, and continue to try, to grow both personally and professionally on a consistent basis. As I reflect back on my first year serving on the Board for the PIA, I have thought of that quote often as I think back on all of the people I have met this year. I can say without reservation that your association is full of amazingly talented and dedicated people, who strive every day to make an impact for Independent Agents in our great state.

First, Ron and his staff at the PIA office. I have had firsthand experience of the lengths Ron and his team will go to for our members. From the best convention, to first rate education experiences to excellent E&O sales and service, your association staff really set the bar extremely high and do everything with an attitude of humility and excellence.

Next, my fellow board members. When I was elected to the PIAW Board at last year’s convention I knew I was stepping onto a board that had an amazing reputation in our industry.

What I didn’t know was just how much I would grow from working alongside a group of people who all, like you, make a living from our industry, and choose to serve in addition to that. The commitment, innovation and dedication each of your board members display, truly help make this organization what it is today as they work to strengthen your association and our industry. The best part is, we have fun doing it and each of my fellow board members has made me a better person and professional.

Lastly, you, the PIA members. I have had a chance this year

to meet many of you at committee meetings, education classes or at the convention and it is always great to see the enthusiasm that people have for supporting our association.

It is said a lot, but this association is special because of our members. I look forward to meeting more of you at the convention this month in Lake Geneva!

I want to finish this article with a challenge to you, and this is where I will bring back the second part of my opening quote, as it relates to the books we read. I just finished reading ‘Multipliers’ by Liz Wiseman. In the book Wiseman defines people as either multipliers or diminishers.

Diminishers are people who try to be the smartest person in the room, and while doing so they shut down the smarts of others and have a draining or diminishing impact.

Multipliers are people who use their intelligence to amplify the smarts and capabilities of people around them—they inspire people to stretch themselves to deliver results that surpass expectations. Your association tries to have a multiplier mindset, and I would love to challenge you all to do the same, especially when it comes to your involvement in the PIA: • If you are currently involved in a committee, consider recruiting an industry friend to serve alongside you.

• If you are not currently involved in a committee, get involved. We can use your intelligence to help make our association, and industry, better and smarter.

Thanks for reading and embracing the multiplier challenge.

Maybe in the next twelve months, I’ll meet some of you who got more involved with our association because someone had a multiplier mindset and inspired you to serve – take it from me, you wont regret it – and thank you for the opportunity to serve you on your board!

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

6 AUGUST 14

PLAYING NOW

EXCLUSIVELY FOR ACUITY AGENTS! WWW.ACUITYU.COM

ACUITY For All That Matters

JUNECE 14VIDEO 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

Stephana Andres, 258 Mary St., Antigo, WI 54409, 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.

Michael Joseph Cagley, P.O. Box 903, Newbury Park, CA 91319, had his 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 California and Florida on a licensing application.

Peter L. Bishop, P.O. Box 121, Sauk City, WI 53583, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Daniel Patrick Cobb, 1875 Eveningside Way N.W., Kennesaw, GA 30075, had his insurance license revoked.

This action was taken based on allegations of failing to respond promptly to inquiries from OCI, failing to disclose an administrative action taken by the state of Georgia on a licensing application, and failing to timely report administrative actions taken by the states of New York and South Dakota.

Heather L. Bissonette, 1400 Union Meeting Rd., Ste. 202, Blue Bell, PA 19422, had her insurance license revoked. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to timely report an administrative action taken by the state of Pennsylvania.

Sabrina Marie Brittain, 5005 S. 40th St., Apt. 120, Phoenix, AZ 85040, agreed to pay a forfeiture of $500.00 and agreed to cease and desist from withholding information on insurance licensing applications. These actions were taken based on allegations of failing to report criminal charges or convictions on an application for an insurance license.

Jerry R. Brovold, E7989 County Rd. V, Fall Creek, WI 54742, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Peter L. Butzer, 7311 W. Burleigh St., Milwaukee, WI 53210, agreed to pay a forfeiture of $2,500.00, agreed to the suspension of his insurance license for three months, and agreed to complete 12 additional continuing education credits by October 1, 2014. These actions were taken based on allegations of failing to respond promptly to inquiries from OCI, failing to notify OCI of a change in address, failing to place insurance as requested by a customer, and improperly handling a customer's premium payment.

8 AUGUST 14

Mark Aaron Dearth, 2510 Elmont Dr., Apt. 203, Austin, TX 78741, had his application for an insurance license denied. This action was taken based on allegations of having criminal convictions which may be substantially related to insurance marketing type conduct and having an administrative action taken by the state of Texas.

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 a criminal conviction on a licensing application.

Daniel Eugene Ellis, 5219 Solitude Dr., Rockford, IL 61114, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Benjamin Victor Fistel, 139 N. E. 1st St., Ste. 400, Miami, FL 33132, had his insurance license revoked. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to timely report an administrative action taken by the state of Colorado. [continued on page 10]

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.

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.

AUGUST 14 9

OCI Administrative Actions [continued from page 8] Valerie Michaele Hall, 14442 Rixeyville Rd., Culpeper, VA 22701, had her insurance license revoked. This action was taken based on allegations of failing to respond promptly to inquiries from OCI, failing to timely report criminal convictions to OCI, and failing to notify OCI of a change of address.

Elaine Harris, 1110 Vandenburg St., Sun Prairie, WI 53590, 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.

Shelbie Harris, 528 S. 5th Ave., Pocatello, ID 83201, had her insurance license revoked. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to timely report an administrative action taken by the state of Florida.

Mark Hermosillo, 619 17th Ave., Altoona, IA 50009, had his insurance license revoked. This action was taken based on allegations of failing to respond promptly to inquiries from OCI, failing to timely report an administrative action taken by the state of California, and failing to notify OCI of a change of address.

Daphney A. Hilson, 206 Fairview Ln., South Holland, IL 60423, 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.

Charles Edward Hinchey, 4520 Oakellar Ave., Unit 133393, Tampa, FL 33611, had his insurance license revoked. This action was taken based on allegations of failing to respond promptly to inquiries from OCI, failing to timely report an administrative action taken by the state of South Dakota, and failing to notify OCI of a change of address.

Laura Marie Hoeltke, N10738 Artesia Beach Rd., Malone, WI 53049, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Daniel J. Janda, 4603 Kappus Dr., Apt. 1, Eau Claire, WI 54701, 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 complete prelicensing education.

Jeffrey Jarnigo, 9043 271st Ave., Salem, WI 53168, 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.

Robert Jones, 171 Brooke Woode Dr., Brookville, OH 54309, 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.

Sarah L Kubisiak, 926 Sandy Ln., Stevens Point, WI 54482, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Elizabeth Ann Lenzo, 5219 Solitude Dr., Rockford, IL 61114, had her insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Tamika McSweeney, 1051 Hearth Lane S.W., Concord, NC 28025, 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 resident state surplus lines licensure.

Michael A. Mullen, 305 Lakeside Park, Southampton, PA 18966, 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 agency termination for cause on a licensing application.

Crystal S. Nelson, 410 W. 10th St., Apoka, FL 32703, 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 resident state surplus lines licensure.

Steven Norrington, R5240 Miles Ln., Ringle, WI 54471, 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 licensing application.

Eric Scott Robson, 517 Lake St., Baraboo, WI 53913, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Steven G. Ross and Steve Ross and Associates, Inc., 14904 Pequaming Rd., L'Anse, MI 49946, agreed to provide OCI with copies of marketing materials and applications for all insurance policies sold or renewed in Wisconsin for a period of two years, beginning July 1, 2014. This action was taken based on allegations of having a criminal conviction which may be substantially related to insurance marketing type conduct and having a history of complaints related to false advertising and misrepresentation.

Steve A. Schultz, N8490 Lola Ct., Beaver Dam, WI 53916, had his insurance license revoked. This action was taken based on allegations of failing to pay delinquent Wisconsin taxes.

Erick Snead, 1000 118th Ave. N., St. Petersburg, FL 33716, 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 owing delinquent child support. [continued on page 12]

10 AUGUST 14



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

Name:___________________________________________________________________________________ (Please Print)

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

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

State

Zip

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

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

AUGUST 14 11

OCI Administrative Actions [continued from page 10] Jonathan Stroede, P.O. Box 7, Sun Prairie, WI 53590, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI, owing delinquent child support, failing to disclose a criminal conviction on a licensing application, failing to report a criminal conviction while a licensed intermediary, and having a criminal conviction which may be substantially related to insurance marketing type conduct.

taken by the state of Florida on a licensing application.

Phaedra Torres, 4511 W. 1st St., Ste. 5, Duluth, MN 55807, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI, failing to disclose an administrative action taken by the state of Wisconsin on a licensing application, and having an unpaid civil money judgment.

Mitchell Swayze, 220 Park St., Ste. 220, Birmingham, MI 48009, 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.

Sucheta Venkatesh-Bhandari, 3640 N. Bosworth Unit 2N, Chicago, IL 60613, 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.

Mitchell Swayze, 220 Park St., Ste. 220, Birmingham, MI 48009, 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 life settlement lines licensure.

Daniel Wandling, 1824 N. Wolcott, Chicago, IL 60622, 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 a criminal conviction which may be substantially related to insurance marketing type conduct.

Jill Taylor, 14450 46th St. N., Ste. 105, Clearwater, FL 33762, had her application for an insurance license denied for 90 days. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to disclose a criminal conviction and an administrative action

Brian W. Wohlfeil, 2215 Wicklow Rd., Naperville, IL 60564, 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 resident state surplus lines licensure.

Allegations

and

Actions Against Companies

Alta Professional Insurance Services Agency, LLC, 14141 Farmington Rd., Livonia, MI 48154, had its application for an insurance license denied for 31 days. This action was taken based on failing to respond promptly to OCI and failing to provide evidence of resident state Managing General Agent (MGA) business entity licensure.

Premier Crop Insurance, LLC, 9824 Beam Rd., Ansonia, OH 45303, had its application for an insurance license denied. This

12 AUGUST 14

action was taken based on allegations of failing to respond promptly to OCI and failing to provide evidence of resident state MGA business entity licensure.

T A S A of Kentucky, Inc., 188 Barnwood Dr., Edgewood, KY 41017, had its 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 resident state MGA business entity licensure.

2014 Ethics & Hot Topics Seminars Anyone Can Attend!

All Approved for the Utica Premium Discount!

4 Credit CE Day: $65 PIA Member / $90 Non Member 7 Credit CE Day: $155 (includes lunch) The full days, also known as William T. Hold Seminars, are an approved CISR update option. No dues required.

John Dismukes CIC, CPCU, AAI, AIS

Todd Davis CIC

September 9 Holiday Inn – Fond du Lac Ethical Standards (Todd Davis) 4 WI Ethics CE, course # 65902

1:00 – 4:45 p.m.

Brookfield Suites – Brookfield Certificates of Insurance & Additional Insureds, Workers Compensation, Ethics (John Dismukes) 7 WI CE, 3 of 7 Ethics – new course #s

8:00 – 4:00 p.m.

November 11

$155 per course. 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

AUGUST 14 13

Retention as

Premiums Increase Your Agency quoting activity and new business numbers are up – great! How can you beat the retention average to grow your agency even more? There has and always will be ‘price only’ shoppers. There has and always will be people who will go down the road to save a nickel. However, a 1%-2% increase in your retention ratio can mean thousands of dollars to your Agency – and better numbers for the companies you represent.

• Drill coverage into their heads throughout the sale – even if they are at your Agency for only a low price. For those customers who sing price woes, and tell you how high their last renewal went up, it is most important to spend time with them through the entire insurance sale. They purchased on price in the past – it is your turn to change that.

• Know the policy you are selling. Your customers may not know or appreciate the details of Loss Assessment Coverage or Loan/Lease Coverage. Each customer has a unique set of insurance needs and you need to tell them exactly what those needs are – even if they ask you to quote “apples for apples”.

• Don’t assume when they go for “direct” pricing, that they are making an accurate comparison. Too often we all hear that someone ‘found’ better pricing with their new quote – only to find out that the limits are cut in half and essential coverage’s are missing.

14 AUGUST 14

• Call your customers back….today. Oftentimes you will get a call from an unhappy customer as their rates just went up 10% - 15%. If you call them back as soon as possible, that will greatly reduce the chances of them making their next phone call – to the agent down the road. In addition, the heavy majority of your current customers will be less likely to move their insurance business from your agency if they know you are easy to reach and willing to speak with them.

• If someone calls for a claim – drop everything - #1 priority. We deal with claims on a daily basis, but your customers don’t. They expect that when they have their 1st minor fender bender in 15 years, that this should be the most important part of your day. Make it the most important – and they will stick with you because you gave them Superior Service.

When they do have that “big claim”, follow up with them to ensure they were contacted by the company and ask if there is anything you can do. You wouldn’t move your

business from someone that treated you with fantastic claim service, and your good customers will not either.

• Contact throughout the year. I certainly don’t expect to hear from my doctor until I am in his/her office with a problem – should that be the same with Insurance Agents?

Our companies track our progress throughout the year – so should we with current customers. How about a “Happy Birthday”, or a letter/e-mail with a life insurance quote? Maybe a holiday letter or card. You just wrote up a Business Insurance policy, stop in 1 month later to see if they have any additional questions or concerns.

PIA of Wisconsin offers many member benefits that are under-utilized. Use your friends at PIA to help retain your clients, by using the materials that are provided to you by PIA. The “why are my flood insurance premiums rising” flyer and “why are my homeowners rates going up” flyer are put together for you to send to your clients. Please make an effort to go to piaw.org and go to the “Member Benefits” section. You will be surprised at all your

association has to offer.

• Ensure your customer stays by serving all or the majority of their insurance needs. You can bet that if you write just the auto or home, or just the workers compensation – that the other agent is knocking on their door every year to write the rest of their business.

• Don’t take for granted long term relationships.

These 20-30 year customers are less likely to stay with you now in our ‘what have you done for me lately society’.

Thank your long term customers for their loyalty and let them know you appreciate their business.

• If a customer does leave – treat them with dignity and respect (not tears). As much as you want to scream and yell, restraint is the best course of action.

Often the grass is not always greener with that new insurance policy – and they will be back IF and only if you treated them well upon their exit. n

new MEMBERS

PIA of Wisconsin

AGENCY Affordable Midwest Insurance Group LLC Frank Medina Insurance Agency Inc. The McClone Agency, Inc. West Milwaukee, WI

Greenfield, WI

Menasha, WI

B Goll & Dunn Insurance Agency, Inc. Freisinger Insurance Verona, WI

Wausau, WI

Benefit Advisors and Bluffview Insurance

COMPANY

La Crosse, WI

La Crosse, WI

Campbell Insurance Agency Baldwin, WI

Cates Insurance, LLC Kenosha, WI

CFL Financial Madison, WI

Hackl & Associates Insurance Agency Inc. Green Bay, WI

Insurance Company Insurance Management Professionals, LLC Allstate Long Grove, IL Muskego, WI

Mutual Insurance Company Insurance Service Center – De Pere ,LLC Madison Edwardsville, IL

De Pere, WI

Long & Company, Inc.

ASSOCIATE

M.R. Mead & Company, Inc.

Arlington/Roe

Marcell Insurance Agency, Inc.

Contingency Planning Solutions, Inc.

Milwaukee, WI

Erica Boll Feltes Insurance Services Inc. Crivitz, WI New Holstein, WI

Five Star Insurance Agency LLC De Pere, WI

The Rick Gleason Insurance Agency LLC

Schofield, WI

Indianapolis, IN Appleton, WI

Styba’s Insurance Agency LLC Ellsworth, WI

AUGUST 14 15

“We may be known as tech dinosaurs, but this is our chance to catch up”

16 AUGUST 14

Quick Sales Tip How’s the insurance industry doing with regard to mobile—the technology that has fundamentally changed how consumers behave? “We may be known as tech dinosaurs, but this is our chance to catch up” says Chris Paradiso, owner of Paradiso Insurance in Connecticut and an AIMS Society board member. He adds, “If you don’t add mobile to your marketing mix, prospects won’t find you. If you don’t add the right kind of mobile, your customer service will lag and you’ll miss out on growth opportunities.”

C

Characterizing smartphones as “the new personal computer,” Paradiso was determined to have his agency fully accessible via mobile devices, believing it is one of the best ways to increase value for existing customers and attract new ones as well. “My agency is engaging with customers when and where they need help, and our seamless onetouch experience positions us as their center-point for their insurance needs,” he explains.

Paradiso says, “For insurance agencies ‘mobile’ falls into two categories: the mobile web and the mobile app, and each has different purposes, outcomes and audiences. Both are critical components of every agency’s marketing strategy.”

To be effective on the mobile web, your website must be optimized for viewing on a smartphone or other mobile device. Most website designers provide this service. If yours doesn’t, find one who can. As Paradiso explains, “Every agency should optimize for mobile so prospects can find your agency (think SEO), and navigate to a few main areas of your website. The mobile web should not be your whole website. It should provide quick links to the most asked-for info. My mobile website makes me visible and easily accessible – that’s important because mobile searches are projected to overtake desktop searches very soon.”

The other leading touchpoint Paradiso has developed is mobile apps. Why? Over 80 percent of the time that users spend with their mobile device is spent inside apps, according to Flurry Analytics. In addition, overall app use in 2014 posted 115 percent year-over-year growth, with apps categorized as a “utility” or “productivity” app up 150 percent.

Paradiso uses the mobile marketing app, Insurance Agent. “It has revamped the way I engage, service and communicate with my existing customers,” he says. “I knew I wanted an app, but most apps I looked at did little more than offer contact information and email functionality.

I wanted to offer my clients something that would add value for them and my agency. Most apps don’t offer any

meaningful way for me to engage with my clients, or tell me which of my clients has my app. I needed something all my clients could use, offers utility and productivity features to add value, and helps my agency see up-sell and cross-sell opportunities when they arise.”

Particularly impressed with the user experience offered by Insurance Agent, he describes it as “an enterprise-level app that ‘nails it’ with its depth of features and functionality, seamless one touch experience for customers, and customer engagement that is personalized and relevant.”

The app itself features: • One click download.

• Tracking of users and usage habits.

• Links to agency bill pay and claims phone numbers.

• Ability to send notifications, alerts and updates to all or only-select customers.

• Mobile claims kit & accident report(s).

• An easy-to-use home inventory tool.

• Simple access and management of shared customer inventory and accident reports, data feedback, and referrals.

Paradiso has high praise for Insurance Agent. “The signup process couldn’t have been easier—there’s no long-term contract, and it is engineered it for the long term.” He believes it’s a great tool for client interface and adds, “Now you can be present for your clients, and cost-effectively catapult your agency onto the mobile platform.” He does caution, however, that no agency should think of mobile as merely “a shrunken version of the web,” calling mobile “just as evolutionary as the web was in the 1990’s.”

He cites research that says many customers are now using smartphones and emphasizes that “they expect your agency to have a meaningful presence on their device.”

Customers are looking—can your agency be found? n AUGUST 14 17

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 18 AUGUST 14

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

3/12/14 Advanced Commercial Lines Risk Analysis for E&O Loss Prevention - Wauwatosa (7 WI CE) This seminar is open to anyone, approved for the Utica Discount, and a CPIA update option.

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

CPIA 1 - Position for Success

CPIA 2 - Implement for Success

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.

2015 Dates CPIA 1 – March 13, 2014 Coming Wisconsin Mutual Insurance Madison, WI Soon!

CPIA 2 – August 21, 2014 Radisson Paper Valley Appleton, WI

CPIA 3 – October 9, 2014 Kelmann Restoration Wauwatosa, WI

Course Schedule 8:30 – 4:00 Lunch On Your Own 12:00 – 12:45 Registration Fee per Seminar: Includes Materials, Coffee in the a.m. & Soda in the p.m.  PIAW Member $155.00  Non Member $190.00

Register at www.piaw.org or call PIA at 1-800-261-7429 AUGUST 14 19

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.

20 AUGUST 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. 100

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.

AUGUST 14 21

22 AUGUST 14

Better Employees: Talent Determination

Versus

by Walt Grassl

B

Bob and Mark are new managers who are having lunch in the company cafeteria. They are discussing their respective hiring strategies for the upcoming college job fair that their company is sponsoring. The conversation turned into a debate on what type of graduate made the best employee.

Mark prefers to hire the 4.0 GPA graduates, regardless of how driven they appear or how well they seem to “play with others.”

He figures he could instill the drive and the teamwork.

Bob believes in hiring smart, but not necessarily the smartest (3.0 and above GPAs) who demonstrate determination and good collaboration skills. He figures they are smart enough to learn and their drive and teamwork would carry the day.

Patricia, a seasoned manager, joined in the discussion and shared her thoughts about the importance of hard work and talent in the workforce. She believes that if people don’t have a minimum amount of talent, hard work may not be enough for them to be successful. Conversely, some of the most talented people aren’t successful in their careers because they don’t work hard. The most successful people have talent and they work hard.

Patricia is right. Hard working, talented people make the best employees. As an employee, we must consider what is in our control and what can we influence. We cannot control how much talent we have. But we can control how hard we work and how hard we persevere when times get tough.

Here are five character traits for hiring managers to consider.

Reaction to praise Studies have shown that when people are praised for their intelligence, they tend to avoid risk when given a choice their next assignments. Why? If they are less than perfect in the future, they are afraid of not looking as smart. However, when people are praised for their hard work in completing their assignment, they welcome more challenging assignments. If they work hard on a task that their leadership recognizes has a high degree of difficulty and they come up short, they have a history that indicates their hard work will be acknowledged.

Ability to adapt to change In the workplace, success often depends upon the ability to change from one process to another. Often times, highly talented people have a set way of doing things and it works extremely well for them. They do not like to change what worked in the past and made them the success that they are.

Change requires hard work, and while many talented people do well adapting to change, some who feel that they have extraordinary talent are not so flexible.

Willingness to learn Many talented people feel that they do not have anything new to learn in their chosen field. They believe what got them there is enough.

Those who are determined and who work hard, often spend a lot of time and effort to maintain their skills and learn new skills. They often display the most current knowledge of new technology and ideas. Having employees who will improve themselves over and above the company sponsored training is critical to an organization wanting to innovate and improve.

Different expectations People who are highly talented may believe they are entitled to a certain pay level, promotional opportunities and respect. They can be the workplace equivalent of rockstars and elite athletes.

Those who succeed based on hard work over talent tend to have more realistic expectations.

Those who depend on demonstrating their work ethic and their determination to succeed often will find that their hard work pays off in terms of promotions, pay increases and the level of respect they earn in the workplace. Unlike their more talented co-workers, they tend to avoid resting on their laurels.

Not everyone who is talented depends entirely on their talent to find success in the workplace. Many of those with a great deal of talent work hard, often as hard as their less [continued on page 24] AUGUST 14 23

Talent Versus Determination [continued from page 23] talented co-workers. However, in some cases, those who are highly talented often feel that they need not work as hard to get ahead. Nearly anyone who sets their mind to finding success can be successful, however without hard work, few will ever find a level of success that will pay off for them over time.

Goal Setting People who set goals are usually more successful than those who don’t. The best goals to set are “stretch” goals. Stretch goals are attainable and challenging, but realistic. If you set goals that are too easy, you will accomplish them more often but not be as satisfied. Satisfaction comes from pursuing a goal, not from ultimately achieving it.

Focus on one objective at a time and always have the next goal in mind. To accomplish more difficult tasks, break these down into smaller tasks. Try to have mini goals along the way and try to map out several different paths to your target: this allows flexibility if one path becomes blocked. Activity itself generates the impetus for further activity.

24 AUGUST 14

Determination and perseverance are important traits in the workplace. Employers want employees who are determined to get things done, to make things happen and to constantly look for better ways of doing things. We are more likely to continue in the face of adversity if we think talent is only peripheral to our future success. Persistence and purposeful effort are more important than talent.

Studies have observed that when facing difficulties, those who believed that their performance was transformable through effort, not only persevered but actually improved, whereas those who believed that talent was everything regressed.

Don’t rely on your talents. Develop the practices of hard work, determination and perseverance, and you will be able to maximize your success. n Walt Grassl is a speaker, author of “Stand Up and Speak Up,” and host of the Internet radio show, “Stand Up and Speak Up.” Walt’s accomplishments include success in Toastmasters International speech contests and performing standup comedy at the Hollywood Improv and the Flamingo in Las Vegas. For more information on bringing Walt Grassl to your next event, please visit WaltGrassl.com.

Each approved for 3 WI CE Credits. Live. No Test. No 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)

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) AUGUST (c) 12th 12 – 3 (a) 15th 8 – 11 (e) 18th 12 – 3 (b) 19th 8 – 11 (d) 25th 12 – 3

pm am pm am pm

september (a) 4th 8 – 11 (b) 25th 8 – 11 (g) 25th 12 – 3 (f) 26th 8 – 11

am am pm am

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

2015 CISR, Hot Topics, cpia

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

AUGUST 14 25

Retention Strategy

#9

ONLINE CLAIMS SERVICE

“ Keeping clients informed keeps them your clients.”

Connie Jarzynka, Omaha Branch Senior Claims Adjuster

When clients have questions about claims, EMC can put the answers at your fingertips. The minute you report a claim online, you’ll get a claim number to track real-time claim activity. It’s just one of the many reasons policyholders 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.

26 AUGUST 14

Don’t just insure. Assist.

®

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? WWW.IMTINS.COM

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

AUGUST 14 27

Millennials are looking for work-life balance.

Millennials: the Future of the Global Insurance Industry

by John Sarich, VP of strategy at VUE Software

The insurance industry as we know it today is likely to completely transform within the next decade. The Millennial generation, or those born in the 1980’s and 1990’s, represent the future of the business, government and society. With their technological savviness, they have already begun to shape the way we live our lives everyday, and will be responsible for a significant shift in the way we conduct business as insurance professionals. From life & annuities to healthcare and property & casualty, the entire industry will undoubtedly be shaped by Millennials.

28 AUGUST 14

M

Millennials will impact the insurance industry in two ways: as employees that work for insurance carriers, brokers and agencies and also as consumers of insurance. Eventually, Millennials will run the entire insurance industry much as the “baby boom” generation of post-World War II does now, and they’ll do so in their own way. The industry will transform to fit the culture, needs and working style of Millennials. They will change the way products are designed, how they are sold, where and when they are sold, how service is delivered and what technologies will be developed and deployed to support both the seller and the buyer. The insurance industry will transform to become a new global, tech-driven marketplace.

Millennials in the Workforce Millennials are very different from their parents’ generation.

According to Price Waterhouse Coopers (PWC), the Millennial generation has more dominant social needs.

They are looking for team cohesion, supervisor support and appreciation and flexibility in how work is performed.

Contrast those desires with previous generations that emphasized a desire for control over their work, development opportunities and pay satisfaction. Where Millennials are looking for work-life balance, the previous generations didn’t understand the concept of balancing work with their private lives. PWC’s study resonated worldwide too; this desire for work-life balance is not only apparent in the United States, but also Canada and even Western Europe. With the explosion of social media over the past decade, these results are not groundbreaking, but the Millennial generation’s fascination with social media is likely providing us with a glimpse into the future of the insurance industry.

As the outside world catches up to the Millennial generation’s technological savviness, there are a many processes and workflows within the insurance industry that are still manual and averse to modernization. But with the advent of Millennials into the workplace, the established business processes we know today are going to become more collaborative, automated and flexible. Millennials are well educated. They are thinkers, they like teamwork, they collaborate and they will look to technology to cultivate change. Millennials will reshape not only how the work is done in an insurance company, but how the company should go to market, improve customer service and sell its products.

The Millennial Insurance Agent On the distribution side of insurance, Millennials will take over the “baby boom” generation that makes up today’s agents and advisors. Ernst & Young noted in their research that “Millennial characteristics are enthusiastic, collaborative, adaptable and entrepreneurial.” Possessing an entrepreneurial spirit is key to recruiting the next generation of agents. Despite naysayers, agents are not a thing of the past. Millennial agents will still exist, but they’ll do so with technology in tow. They will be able to access office information from any place or time at their fingertips – through the use of mobile devices. And this technological savviness will translate well into reaching their Millennial peers that will make up the insurance consumer base.

Millennials as Consumers Many of the current business and market challenges faced by the insurance industry are due to the maturing and coming of age of the Millennials. Because of this, insurance professionals are already seeing the challenges to the industry’s standard operating procedures. But, the characteristics of the Millennials that will be working in insurance are the same characteristics of the Millennials that are becoming the biggest consumer base today. Millennials want to self-serve on insurance and bypass agents. But, they also want agents to give them one on one contact – not necessarily face to face – but be willing to personally communicate with their prospects and clients. And the future agents from this generation will understand this and act on it using social media and other technology trends that will resonate well with their peers.

The Millennial generation wants to enact change for both insurance customers and the operations of insurance companies and agents. This generation will learn to understand what their non-industry counterparts within the marketplace need and how to accommodate them. They will bring a new level of technology to the industry that will attract and retain customers of their peers for years to come.

As Vice President of Strategy at VUE Software, John Sarich serves a senior solutions architect, strategic consultant and business advisor with over 25 years of insurance industry experience. He uses his extensive knowledge of insurance operations, information technology (IT) systems, sales and marketing to develop and define operational strategies for the company’s sales and marketing initiatives. n

Attention CICs!

Exciting update options; they fill up quickly.

CIC Graduate Ruble Seminar 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 AUGUST 14 29

Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits

agency management

personal lines

August 19-21, 2014 Radisson Paper Valley Hotel–Appleton, WI 920-733-8000 $99 room rate through 7/21/14 includes hot breakfast

September 16-18, 2014 Metropolis Resort–Eau Claire, WI 888-861-6001 $84 room rate through 9/5/14 includes hot, continental breakfast

Approved for Utica E&O Premium Discount!

• the agency as an organization John Dismukes Jr., CIC, CPCU, AAI, AIS

• PERSONAL RESIDENTIAL COVERAGES Terry Tadlock, CIC, CPCU, CRIS

• managing and sustaining financial strength • HUMAN RESOURCES Mary LaPorte, CIC, CPCU, CPIA, LIC, CPIW

• CONDOMINIUMS • PERSONAL AUTOMOBILE COVERAGES Kevin Amrhein, CIC

• agency productivity and effectiveness • legal & ethical responsibilities Lisa Burnside, CIC, CPCU

• FLOOD • PERSONAL UMBRELLA/EXCESS COVERAGES John Dismukes Jr., CIC, CPCU, AAI, AIS

WI CE Course # 69165 Includes 4 WI Ethics Credits!

WI CE Course # 69169

Day One: 8:00 – 5:15

Day Two: 8:00 – 5:00

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

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

Don't let stress stand in the way of success Stress is a fact of life. How you handle it, though, is up to you.

Here are a few tips for keeping stress and anxiety under control in turbulent times: • Focus on right now. Worries about the past or the future can undermine your attempt to accomplish anything in the present. When you feel yourself growing anxious, concentrate on what you can do right now, and do it.

• Identify your fears. Sort out your feeling so you know exactly what you're worried about. Overcoming a vague dread is difficult, but once you've got a specific target, you'll be able to find ways to deal with your fear directly.

• Look for positive energy. Don't hang out with people whose anger or depression spills over onto you—find friends who support you and offer encouragement.

Watch hopeful movies, listen to upbeat music. The more positive energy in your life, the better you'll be able to keep stress at bay.

30 AUGUST 14

Large, Small, Commercial or Personal

HAWKSOFT

The right fit for your Agency!

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.

• Independently Owned • Full Commercial Workflows • 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

We Can Help!

The Midwest’s Premier Cluster Group

* 100% Retained Ownership * Increased Markets-Over 30 Represented * Knowledgeable Support Staff Commercial Assistance - Placement * Increased and More Stable Contingencies * Comparative Rater Provided * Retain 90% of Commission * Reduced Cost of Applied Management System * Preferred Agency Contracts

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

Open to Anyone & Everyone

! piaW On-Line educatiOn OppOrtunities thrOugh o r T h e(MERG) N e w –EnomCEp l o y e e - N O C E For The NewFEmployee

[

• Employee N e w A g e n Orientation cy Employee Orientation New Agency • Delivering Quality Service Delivering Quality Service • Personal Lines Coverage Basics Personal Lines • C oCoverage m m e r c i a l Basics Lines Coverage Basics Commercial Lines Coverage Basics

Pre-Licensing

• I n s u r a n c e , S e c u r i t i e s

Open tO AnyOne

Pre-Licensing William T . Hold S eminar s – 4 WI CE • Insurance •• V aSecurities riety of Topics

[

• • • •

F l oWilliam o d – T.4 Hold W I Seminars CE – 4 WI CE • Variety of Topics Ethics – 4 WI CE Flood CIS R O– 4nWI L iCEn e – 8 W I C E

•• CNFIP o m mApproved ercial Casualty I •Ethics Comm r c iCE al Casualty II – 4e WI • Elements of Risk Management • Life & Health Essentials CISR•OnLine I n s u r–i n8 gWICCE ommercial Property • I n s uPersonal r a n c e P eResidential r s o n a l R e sProperty idential Property • Insuring •

I n s u r i n g P e r s o n a l A u t o Exposures • Insuring Personal Auto Exposures •

P e r s o n a l L i n e s M i s c e l l a • Insuring Commercial Property n e o u s • Agency Operations • Insuring Commercial Casualty Exposures e b i nOperations ars • W Agency • 3 WI CE, No Exam, No Proctor

new!

For more information and registration visit www.piaw.org or call (800) 261•7429.

MARCH 12 21

AUGUST 14 31

Buy-Sell

Agreement: An Absolute Necessity

V

Virtually every insurance agency is confronted with the necessity of perpetuation/succession planning. For some agencies, it is a top priority. Other agencies recognize that it is an important issue to address, but “…we are too busy right now and will address it at a later date.” In the latter instance, a “little later” can stretch out to several years. On more than one occasion I have encountered insurance agents who have begun the process of perpetuation/succession planning by obtaining life insurance upon the lives of each other. However, they have yet to complete the process.

They have not prepared a definitive buy-sell agreement, which is to be funded by the insurance they have purchased.

Whenever I encounter such a situation, I become extremely concerned. What happens if one of the owners dies without the benefit of a valid buy-sell agreement?

The foregoing circumstance was addressed in a case entitled, Selzer v. Dunn, 2014 WL 356992, No. 12-12-00150-CV (Ct. App. Tex. Jan. 31, 2014). In that case, the two stockholders, each owning an equal number of shares, purchased insurance on each other’s lives for the purpose of funding a buyout at the time of death. The insurance was in the sum of $2 million on each person. The business paid the premiums.

Both owners retained the services of an attorney to assist in the preparation of a buy-sell agreement; and several draft documents were exchanged. However, none were executed.

32 AUGUST 14

by Timothy D. Fenner

Unfortunately, one of the stockholders died. The other stockholder received the $2 million proceeds. The estate of the deceased stockholder demanded that the surviving stockholder purchase the interest of the deceased, and apply the insurance proceeds to pay for that interest. The surviving stockholder refused to do so. Needless to say, a lawsuit ensued. Both the trial court and the court of appeals determined that the surviving stockholder was not required to purchase the interest of the deceased stockholder and apply the insurance proceeds.

There simply was no valid and binding buy-sell in effect between the stockholders. Evidence of this was the fact that various draft agreements had been prepared, none of which had been signed by the parties. The estate of the deceased stockholder did not receive the benefit of the insurance proceeds; and continued to hold the stock. Presumably, the value of that stock, since there was no ready market, would be severely depressed in the circumstances presented.

The foregoing case illustrates the necessity of preparing and executing a binding buy-sell agreement that obligates the owners of a business to implement the agreed upon plan of perpetuation/succession. Whenever owners use life insurance to fund a business buyout, it is absolutely essential that along with the purchase of the insurance, the parties execute such an agreement. That way, their original intent will not be frustrated. n

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 AUGUST 14 33

“The dog later bites the neighborhood child, resulting in a lawsuit.”

34 AUGUST 14

Which

Position would you rather take?

W

by Curtis M. Pearsall

When an errors-and-omissions claim against an insurance agency develops, an objective of the E&O carrier and the attorney it assigns to handle the matter is to review the file in question and determine the degree of liability, if any.

Numerous defenses can be applied based on the facts of the specific case. Defenses include, but are not limited to: • plaintiff failed to give accurate information to the agent • plaintiff misrepresented certain facts to agent • plaintiff failed to read his or her policy • plaintiff signed a policy application containing incorrect information • lack of duty If the agency’s customer had been made aware of a specific coverage but rejected it, generally, one would hope this would position the agency in a positive light. But what if the agency’s customer was not made aware of, say, umbrella coverage, including what it does and how it works? To what degree would this hurt the agency’s defense?

Some positive E&O initiatives Let’s take the following scenario and look at the various positions. Imagine you are the jury and will be asked to render a verdict. The agency writes a homeowners policy for a customer in 2000. The agency includes a cover letter with the policy requesting that the customer read the policy and contact the agency if there are any questions. The cover letter includes a statement noting that the agency is a full-service agency and encourages the customer to contact the agency if there is any change in the customer’s exposure.

These are some positive E&O initiatives from the agency … so far. However, for the next 10 years, the agency simply sends the policy with no cover letter. In essence, the agency has a customer for whom it writes one line of business, homeowners. The agency never reached out to the customer inquiring about where the customer’s auto insurance is placed, whether the customer has an umbrella policy, any new exposures, etc.

In that 10-year period, the customer purchases a dog for his or her kids. The dog later bites the neighbor’s child, resulting in a lawsuit requesting damages in excess of the liability portion of the homeowners policy. The agency is sued due to the lack of sufficient coverage.

While E&O cases will typically be very “fact sensitive” and not

totally “cut and dry,” consider the following defense positions.

In the agency’s favor In most, but not all, states, the agent is often referred to as “an order taker.” In other words, it is up to the customer to specifically request coverage. Generally, an insured must make a specific request for a particular type of insurance coverage to impose a duty on the agent to procure that particular coverage. In addition, an insurance agent is not required to: • provide an insurance policy that would cover all possible contingencies • advise an insured with respect to coverage options • advise the insured as to every exclusion contained in the policy In defense of the agency, it secured the coverage the client requested. The customer never contacted the agency for additional coverages or to let the agency know about the “change in the exposure.” Bottom line, the agency fulfilled its duty. A “special relationship” will be difficult to prove because the agency only wrote one line of business. Therefore, is there a good chance the agency will prevail on this legal matter? The odds are in the agency’s favor.

Not in the agency’s favor The customer probably will contend that he or she is not insurance savvy and relied on the agency’s knowledge and expertise. The customer was not aware of umbrella coverage, but because of the purchase of the dog, had an umbrella been suggested, the customer would definitely have purchased it.

(This is always what the customer will say after the loss.)

In addition, that the agency simply renewed the account “as is,” with a slight increase in coverage A for 10 years, and never contacted the customer to discuss other coverage options or changes in exposure, does not position the agency well.

While the agency may prevail, these are exactly the types of situations E&O carriers are seeing with significant frequency. A recent industry study indicated the average number of policies an agency has for each personal lines customer is in the 1.6 area. When considering all potential “selling opportunities,” it certainly seems like some missed opportunities exist. So, even if the agency does prevail, this scenario is resulting in significant defense dollars to defend the agency, which are obviously factored into the price of the E&O product. [continued on page 36] AUGUST 14 35

Position. . . [continued from page 35]

What to do differently What could or should the agency have done differently? One initiative that could have easily helped avoid the type of E&O claim above involves the agency actively undertaking a cross-selling campaign. Some approaches to consider:

system, but also in an e-mail back the customer officially noting his or her decision.

• Make it a point to touch base with your customer to determine whether there has been any change in his or her exposures, and then act on what you are advised.

• Use your agency management system to identify scenarios like the one above – with homeowners, but no auto (or vice versa) or you have the auto and homeowners, but no umbrella.

Develop a letter bringing the specific subject/issue to the customer’s attention. The letter should be educational and include information on why securing the additional coverage is important. Claim examples are a great way to make the point.

Now, take the E&O claim scenario above and add the following to the letter the agency sent: ask the customer for an update on his or her exposures and/or bring umbrella coverage (what it does and how it works) to the customer’s attention. Now, imagine if this communication was ignored by the customer. There is the strong possibility the E&O claim would have never even developed.

• When a customer calls in, make it easy for the CSR to identify what coverages the customer does and doesn’t have.

This is a great time to bring these additional coverages to the customer’s attention.

Another benefit of these additional “touches” involves the chance that you may just sell some insurance along the way.

So, if you want to grow your agency, enhance your E&O commitment. Doing this will truly give your business the “best of both worlds.” n Curtis M. Pearsall, CPCU, AIAF, CPIA President, Pearsall Associates Inc. and Special Consultant to the Utica National E&O Program

• In both of these scenarios, if a customer rejects the coverage you are discussing, you must document, document and document. This documentation should not only be in the file/

Certified Insurance Service Representative Open to Anyone!

7 WI CE Credits Course #69334

Todd Davis/9-11 CIC

COMMERCIAL CASUALTY 1

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

• Essentials of Legal Liability • CGL Introduction • Commercial General Liability Coverage Parts • CGL Other Provisions September 11 • Brookfield • Additional Insureds CLASS SCHEDULE Instruction 8:00 a.m. – 3:45 p.m.

Group Lunch 12:00 p.m. – 12:45 p.m.

Optional Exam 4:15 p.m. – 5:15 p.m.

36 AUGUST 14

•

Eau Claire

$155 Per Course Register at www.piaw.org or call 800-261-7429

John Dismukes/9-15 CIC, CPCU, AAI, AIS

giggles

September 15

{

I went to a bookstore and asked the sales-woman, "Where's the self-help section?" She said if she told me, it would defeat the purpose.

—George Carlin

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.

AUGUST 14 37

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

38 AUGUST 14

August 2014 September 2014 October 2014

November 2014

December 2014

January 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 STAFF 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

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 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

19-21

CIC AGENCY MANAGEMENT INSTITUTE Appleton (20 WI CE, 4 of 20 Ethics)

21

CPIA 2— IMPLEMENT FOR SUCCESS Appleton (7 WI CE)

9

ETHICAL STANDARDS Fond du Lac (4 WI Ethics CE)

11

CISR COMMERCIAL CASUALTY 1 Brookfield (7 WI CE)

15

CISR COMMERCIAL CASUALTY 1 Eau Claire (7 WI CE)

16-18

CIC PERSONAL LINES INSTITUTE Eau Claire (20 WI CE)

9

CPIA 3 SUSTAIN SUCCESS Wauwatosa (7 WI CE)

14-15

CIC RUBLE 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)

11

HOT TOPIC/WILLIAM T. HOLD 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

CIC COMMERCIAL PROPERTY INSTITUTE Middelton (20 WI CE)

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.

AUGUST 14 39

6401 Odana Road Madison, WI 53719 Change Service Requested

Professional Insurance Agents of Wisconsin, Inc. 6401 Odana Road • Madison, WI 53719 (608) 274-8188 • (800) 261-PIAW • FAX (608) 274-8195 • TOLL FREE FAX: (866) 203-7461 www.piaw.org

MEMBERSHIP APPLICATION Agency Name_______________________________________________________________________________________________________________ Street Address_______________________________________________ PO Box_______________________________________________________ City, State, Zip_______________________________________________ County_______________________________________________________ Phone_______________________________________________________ FAX_________________________________________________________ E-mail Address_______________________________________________ Website Address______________________________________________

Primary Contact Information:

The Primary Contact will receive a copy of the Wisconsin Professional Agent magazine and all mailings from PIA State and National.

The Primary Contact will have voting privileges at both PIA State and National.

Name & Designation

DOB

Gender

Employment Status

Part-time

Magazine

Nat’l Voting

Privilege

o o

Male Female

o o

o

Corporation

Licensed Owner Licensed Producer

o

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 Amount from Dues Schedule $_______________ Total Agency Size $Amount Total Agency Size $ Amount 1 385 16 1025 Send: o Check o MC o VISA o DIS o AMEX 2 430 17 1070 3 475 18 1110 Card No._________________________________________________________ 4 520 19 1155 Exp. Date_________________________________________________________ 5 565 20 1185 6 605 21 1230 Name as it 7 655 22 1270 appears on card:__________________________________________________ 8 695 23 1320 9 735 24 1360 Billing address if different from above: 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.

Payments to PIA are not deductible as charitable contributions for federal income tax purposes. However, they may be deductible under the proviSigned_______________________________ Dated_______________________ sions of the Internal Revenue Code as a business expense.