PIAW January/February 2024 Magazine by Professional Insurance Agents of Wisconsin

[ JANUARY/FEBRUARY 2024 ]

PROFESSIONAL AGENT

{PAGE 4} Outlook Heading

Into 2024 {PAGE 6} New for Members: Sample Employee Handbook {PAGE 22} How Do Your

Numbers Stack Up?

Luke Donald, Captain of Team Europe, Winner of Ryder Cup 2023.

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CONTENTS 4 From The President 6 Memos From Madison 8 From The Boardroom 10 Capitol Update 13 Eye On The Law 16 OCI Administrative Action 18 Nasty Endorsements in the CGL 20 Community Corner 22 How do your numbers stack up? 26 Wisconsin Youth Apprenticeship: A Strategy for Meeting Your Future Workforce Needs 30 Education 37 Upcoming Events 38 Directory

We are a community of independent agents and other dedicated insurance professionals, working to promote and improve the independent agency channel. Our mission is to support the advancement and excellence of all independent agencies.

EDUCATE. ADVOCATE. COLLABORATE. EDUCATE

We are the premier association for insurance education in Wisconsin. Grow your knowledge and your bottom line, at our education sessions. Whether you want to pursue a CIC, CPIA, CISR or CRM designation, or just meet your bi-annual Wisconsin CE requirement, you have come to the right place.

ADVOCATE

With lobbyists representing you in Madison and in Washington, D.C., PIA is looking out for your interests and promoting the independent agency channel within state and federal government. Our goal is a regulatory environment that allows your agency to grow and prosper.

COLLABORATE

PIA is a place for you to collaborate with, and learn from, other agents and many other professionals in the industry. Starting an agency? We’ve been there. Growing an agency? We’ve been there. Considering a new agency management system? PIA members have been there. Whether at our PIAW Winter Get-Away event in Minocqua, Annual Convention, Scholarship Golf Outing or dozens of other events, you can collaborate with other professionals who have “been there.”

725 Heartland Trail Ste 108 | Madison WI 53717 | (800) 261-7429 | www.piaw.org

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FROM THE PRESIDENT

This time around, I feel more equipped in terms of what to expect, although it’s no less daunting as we look ahead to 2024.

LACEY ENDRES, CIC President, PIA of Wisconsin

OUTLOOK HEADING INTO 2024 – IT’S TIME TO BUCKLE IN! When I started in the insurance industry in 2007, I had no idea that we were heading into a global financial crisis in 2008 that would greatly impact the insurance marketplace. There was so much turmoil – due in part to investment losses, declining asset values and increasing scrutiny of our insureds and of our insurance carriers’ financial stability. As an entry level employee at that time, I was quite naïve in terms of what this meant not only for my customers, but for my insurance agency and the insurance carriers that we partnered with. Fast forward to today, and we are facing similar challenges in the industry landscape with the ongoing market volatility. This time around, I feel more equipped in terms of what to expect, although it’s no less daunting as we look ahead to 2024. 2024 Focus Areas: 1. Technological Advancements: Insurers have started to increasingly leverage data analytics and artificial intelligence to assess risks more accurately, streamlining and improving the underwriting processes and enhancing fraud detection. Sharing benchmarking data has become a more common trend in working with clients to advise on things like limit, rate, and claims. Insurance carriers may be able to provide some of this benchmarking data for you, or there are several external platforms available to obtain this information. Some agencies have begun to invest in creating internal teams to compile their client’s data into data warehouses and glean information and benchmarking insight in this way. This is the wave of the future, and our clients are going to expect that we can advise them utilizing these tools.

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2. Market Review: There are multiple sources available to keep an eye on the ever-evolving rates in our industry. It can be difficult to stay on top of what we should be advising our clients on with the fluctuations we are seeing. However, there are publications to help keep us focused on what to expect in terms of upcoming market changes so that we can advise our clients accordingly. Below is a list of publications you can access to stay on top of what’s going on in the marketplace: • PIAW Newsline: if you don’t already receive these emails contact Natalie (nwhite@piaw.org) to subscribe • Insurance Business: www.insurancebusinessmag.com/us • CIAB: www.ciab.com • Insurance Journal: www.insurancejournal.com • Risk Management: www.rims.org • PropertyCasualty360: www.propertycasualty360.com • Insurance Insider: www.insuranceinsider.com • Reinsurance.com: www.renre.com • The Actuarial Review: www.casact.org/actuarial-review • Best’s News & Research: www.bestnews.com 3. Carrier Appetite / Workload Challenges: For the first time in a long while, we are seeing insurance carriers begin to exit the marketplace when they don’t feel as though they can get enough rate to offset the volume of losses that they have experienced. This is creating an even higher need for agents to move business, which can be done in several ways. You could do a book roll, if you can find a carrier willing to do so, but what we’re seeing happen more commonly is the

need to re-market every renewal to find a new home for each customer. The workload expected from this is astronomical and cause for concern for all agencies, but particularly for smaller agencies who have a lower number of staff. Given this, I know we are all laser focused on keeping our top talent engaged and ensuring that they feel supported while knowing that their workload is going to go up. 4. Customer Expectations: One of the biggest ongoing focus areas for all of us is increased expectations regarding digitalization, personalized services, and innovative products to meet the evolving needs of our policyholders. Insurers are also increasingly adopting customer-centric approaches, such as utilizing digital channels for policy

management, claims processing, and customers communications with a focus on improving the overall customer experience. Additionally, insurers are placing a greater emphasis on risk management strategies to proactively address and mitigate potential risks. This includes working closely with businesses to identify and manage their specific risks, which can be so helpful, but also requires time and investment. As I have referenced previously, our need to evolve to meet our clients’ everchanging expectations is integral to our ongoing success and I’m excited to see that our insurance carriers are focused on these innovative solutions. One additional focus area for us all regarding setting our clients’ expectations is our need to educate

them on what is happening within our industry so that they are not shocked or surprised when they see a renewal increase. With just about any premium increase, customers often look to us to market their renewal and find a better deal. While there might be an opportunity to find this with another carrier, we also can help ourselves by educating the client on what the marketplace looks like and why rates might be going up – even when they personally have not experienced a loss. Looking ahead, the road may seem to be a bit unclear and prove to be challenging, but we are all in this together and the PIAW is here to support you!

Thank You! Agents

We appreciate your continued support and wish you all the very best for the new year.

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MEMOS FROM MADISON

NEW FOR MEMBERS: SAMPLE EMPLOYEE HANDBOOK

PIA has developed a We’ve all completed our January 1 and set our goals for the coming tool that will allow you renewals year. Still, it’s the beginning of a new year and we’re thinking about what we can do to accomplish these to improve in 2024. improvements in just What if I told you there is a simple step a few hours of your you can take that can improve results in all phases of your agency, increase time… employee retention, reduce civil liability risk, and make you more attractive to potential hires?

PIA has developed a tool that will allow you to accomplish these improvements in just a few hours of your time… and it’s free to you as a PIA member!

PETE HANSON, CAE, CISR Executive Director, PIA of Wisconsin

The Sample Employee Handbook, developed with Axley Attorneys, incorporates the latest changes and pitfalls in employment law, both state and federal. On page 13 of this publication, you can read about the ways that a good employee handbook can improve your employer brand, improve communication with your employees and greatly reduce your risk of labor law violations. A stable work environment and employees who feel well-treated can improve results across all phases of your agency.

To have a comprehensive employee handbook developed for you by a law firm or HR firm would cost you $1000 or more. Other associations charge members hundreds of dollars for something similar. As a member of PIA of Wisconsin, all you need to do is log into the Info Hub at www.piaw. org, download the Sample Employee Handbook and personalize it with your company name and your specific policies. It’s free to you. If you have any trouble getting logged in, please call our office at (608) 274-8188 or email us at info@piaw.org. We will send you an email that will help you set up your account or reset your password. Many small employers don’t have written employment policies, or have outdated policies, or do not follow their policies consistently. All these situations create uncertainty for employees and liability for employers. Such situations can lead to wage claims, harassment claims, discrimination lawsuits and other legal actions that are expensive and difficult to defend. Please take advantage of this brand-new benefit from PIA!

YOU HAVE E&O INSURANCE, BUT DO THEY?

If you sell commercial lines or service those clients, you get a lot of requests for certificates of insurance. This is because businesses want proof that businesses with which they collaborate are properly insured.

Did you ever wonder if all the businesses you collaborate with are properly JANUARY/FEBRUARY 2024 [ 6 ]

insured? To protect yourself from liability, you really should ask. January is as good a time as any for this annual risk management task. Ask your wholesalers for proof of E&O insurance. Ask other professionals such as accountants and lawyers to see proof of professional liability insurance. Just shoot off some emails and wait for the replies.

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FROM THE BOARDROOM

Now, more than ever, is the opportune moment to contemplate the future trajectory of our field.

NAVIGATING THE FUTURE In the ever-evolving landscape of our industry, a striking revelation has emerged — an estimated 400,000 job opportunities are poised to open up within the next 15 years. However, a concurrent challenge looms large, with over 75% of current industry professionals surpassing the age of 35. Now, more than ever, is the opportune moment to contemplate the future trajectory of our field. The upcoming generation, distinctively shaped by a lifetime immersed in technology, demands a paradigm shift in our approach. They seek to work smarter, not harder, and exhibit a remarkable willingness to embrace change at an accelerated pace. While acclimating to this shift may be discomforting for some, it is imperative that we open ourselves to the possibilities it presents.

ALYSSA HOBGOOD

Director, PIA of Wisconsin

Embracing Change for Growth To position ourselves for success, a proactive stance towards innovation is paramount. Attracting the younger workforce necessitates internal adjustments alongside external adaptations. Consumer expectations are undergoing a transformative shift, demanding not just ease of use but instantaneous access to information and services. This cultural shift extends beyond the workplace, permeating into the day-to-day lives of both the emerging workforce and our clientele. Implementation of digital tools and platforms is not merely a technological upgrade; it is a strategic reshaping of how we conduct business. Flexibility in work arrangements, competitive compensation, mentorship programs, and avenues for career development are crucial components, but there’s more. The younger workforce craves involvement, seeking opportunities beyond the traditional 40-hour workweek. Agencies and companies JANUARY/FEBRUARY 2024 [ 8 ]

must adjust to this new norm by encouraging participation in industrywide events and fostering a workplace where employees are passionate about giving back to the community. Investing in Talent and Community Engagement Investing in employees, allowing them to contribute to the community, not only creates a positive work environment but also enhances the agency’s visibility. Allowing employees to actively participate in community service not only attracts top talent but also serves as a powerful marketing strategy, showcasing the agency’s commitment to social responsibility. Building Pathways for the Future In addition to internal and external adaptations, building a pathway to make our industry known is vital. Initiatives like the PIA Education Committee’s initiative to create a CISR designation program for high school students are steps in the right direction. However, it requires broader industry participation. Members are encouraged to step up, share insights, and actively participate in community engagement initiatives such as speaking at high schools and career fairs. By making our industry more visible and accessible, we pave the way for future professionals, ensuring sustained growth and vitality. The future of our industry hinges on our ability to adapt, innovate, and invest in both our workforce and the communities we serve. As we navigate these transformative times, the dividends of proactive adjustments will not only be seen in agency growth but also in the positive impact on the industry as a whole. By embracing change, fostering community engagement, and building pathways for the future, we fortify our position as leaders in an industry that is as dynamic as the world it serves.

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agencies, existing since even before Wisconsin was officially considered a state. This session, PIA continued to work with fellow stakeholders to finally eliminate this tax, saving time and valuable resources for our members.

CAPITOL UPDATE

Another pressing issue impacting insureds and drivers throughout the state at large is the increase in reckless driving. PIA supported a package of bills aimed to address habitual reckless drivers by increasing outdated penalties and impounding vehicles used in repeated reckless driving incidents. Both bills in this package passed and were signed into law in the spring. Though these measures won’t eliminate the reckless driving problem, they do give municipalities and the courts additional strategies for addressing persistent lawbreakers. At the end of 2023, PIA celebrated at the Governor’s Office alongside stakeholders at the bill signings for two additional priority bills:

NATALIE WHITE

Communications Director

Starting in 2028, students will now be required to obtain ½-credit of personal financial literacy education in high school. This course will cover financial literacy topics such as credit,

debt, money management, and risk management & insurance. Having students learn the importance of their financial decisions and about the long-term impacts it can have lays a foundation for more financially responsible Wisconsinites. The bill is now 2023 Wisconsin Act 60 and was authored by Representative Dallman (R – Green Lake) and Senator Ballweg (R – Markesan). PIA is ecstatic to see the passage of another one of our core issues from our Advocacy Day! Starting in 2024, students qualifying for the federal school lunch program will be able to apply for grant funding allocated in the 2023-25 biennial budget for drivers’ education. Students and advocates have testified to how common it is for students to forgo driver’s education classes due to the high cost or to even drive without a license. This new program will provide formal education to those who otherwise would be unable to afford the course and behind-the-wheel instruction. PIA is hopeful that the creation of this program will help to increase the number of safe drivers on the road and reduce reckless driving. This bill is now 2023 Wisconsin Act 86 and was authored by Representative

Happy New Year! The arrival of 2024 means the Wisconsin legislative session is in its final months. Before you know it, we are going to have campaign ads flooding our television screens once more in this highly anticipated presidential election year. Reflecting on 2023 PIA had plenty to be thankful for in 2023 and was lucky to be able to celebrate several different successes throughout the year. First of all, PIA’s longstanding priority to repeal the personal property tax was finally passed and signed into law on June 20th. This archaic and unfair tax has been a burden on our member

PIA Secretary Octavio Padilla, Maribella Padilla, and Gov. Tony Evers at Bill Signings in the Governor’s Office on December 6th JANUARY/FEBRUARY 2024 [ 10 ]

Donovan (R - Greenfield) and Senator Knodl (R – Germantown). Looking Forward Into 2024 PIA is continuing to work on issues important to the insurance industry and small business in Wisconsin. There are several proposals PIA is supporting that are working their way through the process that we are hopeful can still be signed into law before the end of the session. AB 395/SB 386 would put in place an insurance framework for peerto-peer car sharing. This industry is currently running in Wisconsin without a statutory framework. This legislation will require insurance coverage by the companies facilitating these transactions, will outline how the insurance coverage functions, and specify during what points in the peer-

AB 637 changes statute to include the catalytic converter as a “major part” of a vehicle, designating it as a part that is over $500. Currently, a catalytic converter is not considered a major part of a vehicle in terms of prosecuting theft. Therefore, when a theft occurs, a local district attorney needs to get an evaluation of the cost to prosecute the crime. With catalytic converter prices greatly exceeding $500, this legislation simply removes administrative burdens in the legal system and allows for catalytic converter thefts to be prosecuted to the degree they are qualified for, a Class I Felony.

to-peer transaction coverage applies. AB 464/SB 464 would set some boundaries for litigation cash advance practices in the State of Wisconsin. These “litigation advances” are a kind of loan for a plaintiff to pay expenses while in the midst of an ongoing legal dispute. Though these “advances” are intended to provide short-term relief to those in need, they currently have no cap to their interest and many times leave these plaintiffs owing several times the amount that they initially borrowed due to their exorbitant interest rates. This bill puts into place consumer protection measures such as a reasonable cap on these advances (prime interest rate plus 10%), allows consumers to opt out within five days, and caps the terms of these loans at three years.

Continue to watch for updates regarding this PIA-backed legislation here and on our blog at piaw.org.

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FREE LEGAL PIAW MEMBER HOTLINE

608.200.4221 INSURANCEHOTLINE@AXLEY.COM

Solving Problems Makes Us Attorneys; Anticipating Them, Makes Us a Partner. Our attorneys have extensive experience in the unique legal needs of insurance agencies. We have represented hundreds of agencies, agents and brokers in all aspects of their business. Î Agency Ownership & Operations Î Mergers & Acquisitions Î Drafting & Review of Carrier, Producer, & Other Contracts Î Confidentiality, Non-Solicitation, & Non-Competition Agreements Î Perpetuation & Succession Planning Î Employee & Independent Contractor Issues Î Representation regarding OCI Licensing & Discipline Î E&O Reporting Obligations

Axley’s free insurance hotline is available to all PIAW members. Our attorneys will respond as quickly as possible. Calls do not constitute an attorney-client relationship. If your issues require more in-depth legal action or advice, you may be directed to seek private counsel. JANUARY/FEBRUARY 2024 [ 12 ]

Eye on the Law THE COMPELLING CASE FOR EMPLOYEE HANDBOOKS By: Leslie Sammon, Robert Procter, and Judd Genda, Axley Brynelson, LLP across departments and groups of employees, fostering an environment of equality.

Embarking on a new year calls for strategic resolutions, and one that should top your list is creating or updating your company’s employee handbook – a crucial document that businesses need to embrace. A wellcrafted employee handbook is a valuable resource and benefits your company, supervisors, managers, and employees. Whether your agency is large or small, prioritizing your employee handbook is the perfect way to kick off the year. It goes beyond a mere set of rules; it’s a comprehensive guide that can:

Mitigate Legal Risks: Assist in defending against various legal claims and in ensuring compliance with employment laws. For example, a written policy on workplace discrimination and harassment, establishing a procedure for investigating complaints is crucial in defending against various legal claims. Similarly, a written policy governing overtime and breaks is helpful in defending against wage and hour claims, just as workplace rules and discipline policies can assist in defending against certain types of unemployment compensation claims.

Shape Company Identity: Communicate your company’s mission, values, and culture, setting a positive tone for the workplace, welcoming new employees, and outlining shared goals for collective achievement.

Enhance Communication: Act as a communication bridge between employees and management, offering a platform for addressing concerns and facilitating internal resolution of workplace disputes.

Establish Performance Expectations: Clearly define employee and company performance and conduct expectations, reducing confusion and uncertainty. This includes policies on timekeeping, workplace rules, safety, and disciplinary procedures.

A well-written and consistently enforced document dispels any arguments against employee handbooks. Including an employment-at-will statement and a disclaimer that the handbook is not an employment contract preserves the company’s flexibility to terminate employment and to make changes to its policies, procedures, and benefits. Regularly reviewing and updating your handbook keeps policies aligned with evolving employment laws. Customizing, communicating, and consistently enforcing policies make your handbook an invaluable tool for navigating the complexities of the workforce.

Communicate Employment Benefits: Clearly articulate vacation, sick leave, and other paid time off policies, as well as additional benefits like group insurance or retirement plans. In doing so you will reinforce these benefits to help ensure consistent administration and enhance employee retention. Ensure Fair Treatment: Provide written policies that assure employees and supervisors of fair and consistent treatment. These guidelines help enforce uniformity

The new year is the opportune time to initiate or revisit your employee handbook!

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CLAIM HIGHLIGHT: Named Insureds – and Tips that Can Help You Avoid Related Claims Claim Example The agent was contacted about insuring a recently purchased boat, bought by a limited liability company owned by the client. The representative for the client indicated that the client had purchased the boat and did not note that this was purchased in his LLC name. However, the agent was provided with a copy of the purchase agreement, which identified the LLC as the purchaser. The policy was issued with the individual and his spouse as owners rather than the LLC. An accident occurred involving the client, his spouse, and additional family members. The carrier disclaimed based on the household exclusion due to coverage being in the individual name. We anticipate a six-figure payout by E&O on this claim. What should you keep in mind regarding named insureds to help avoid similar claims? • Carefully investigate who should be named insureds on the policy. • Who owns the risk – an individual, multiple individuals, a corporation/LLC, etc.? • Is the business entity and the property it conducts business from under different ownership? • Is there a “does business as” (dba) or “trading as” (t/a) name? • Review the purchase agreement or other documentation you receive to ensure it matches the application for coverage. • Be familiar with the definitions in the policies you are selling – named insured, additional insured, subsidiaries, etc. • Confirm the named insured(s) on renewals are still accurate. • Always verify the ownership of the entity when you receive a request to add a new entity to coverage. Do not assume the ownership exactly matches the other entities on the policy. • Be cautious about removing named insureds on claims-made policies, as this may impact their Prior Acts Coverage. • Review required forms that specify signature by the named insured to ensure the correct person has signed. QUESTIONS? Please contact E&O Risk Management Specialist/Executive Commercial Lines Underwriter Tabitha DeGirolano, RPLU+, CPLP, at tabitha.degirolano@uticanational.com or 315-734-2439 – she’s ready to help. This information is provided solely as an insurance risk management tool. Utica Mutual Insurance Company and the other member insurance companies of the Utica National Insurance Group (“Utica National”) are not providing legal advice or any other professional services. Utica National shall have no liability to any person or entity with respect to any loss or damages alleged to have been caused, directly or indirectly, by the use of the information provided. You are encouraged to consult an attorney or other professional for advice on these issues.

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OCI ADMINISTRATIVE ACTIONS NATHAN HOUDEK

Commissioner of Insurance

OCTOBER 2023

Allegations & Actions Against Agents David E. Cortez, 12326 Hawthorne Hill Cir., Humble, TX 77346, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report an administrative action taken by the State of Missouri and violating the terms of a previous warning letter. Mahdi Delshad, 14814 Clifton Blvd., Apt. 302, Lakewood, OH 44107, agreed to pay a forfeiture of $2,000.00 and agreed to surrender his Wisconsin insurance license for a minimum period of two years. These actions were taken based on allegations of making misrepresentations on insurance applications. Brent R. Drapeau, 401 Data Ct., Dubuque, IA 52003, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Louisiana and Pennsylvania on a licensing application and violating the terms of a previous warning letter. Justin Ellis, 567 Hilltop Dr., Green Bay, WI 54301, had his insurance license revoked. This action was taken based on allegations of failing to timely pay an ordered forfeiture. Scott A. Froemming, 573 E Red Pine Cir., Dousman, WI 53118, was ordered to pay a forfeiture of $500.00. This action

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.

was taken based on allegations of failing to disclose administrative actions taken by the State of Wisconsin on a licensing application and violating the terms of a previous warning letter. Michael B. Golembiesky, 521 Hackmore Ct., Eagan, MN 55123, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report an administrative action taken by FINRA and violating the terms of a previous warning letter. Lisandra M. Hall, 151 Laurel Dr. S, West Bend, WI 53095, had her application for an insurance license denied for 60 days. This action was taken based on allegations of failing to disclose administrative actions taken by the State of Wisconsin on a licensing application. Tricia M. Hill, 5630 Schroeder Rd., Apt 206, Madison, WI 53711, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Terry J. Kennedy, 1923 Alcova Ridge, Las Vegas, NV 89135, agreed to surrender his Wisconsin insurance license for a minimum period of two years. This action was taken based on allegations of failing to timely disclose a FINRA action, failing to disclose the FINRA action on a licensing application, and failing to timely respond to inquiries from the Commissioner. Seth Lacombe, 5430 Brownell St., JANUARY/FEBRUARY 2024 [ 16 ]

Orlando, FL 32810, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report administrative actions taken by the states of Illinois and Kansas and violating the terms of a previous warning letter. Eugene M. Lipkin, 232 1/2 San Jose Ave., San Francisco, CA 94110, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely disclose an administrative action taken by the State of Kansas and violating the terms of a previous warning letter. Milagros Matias, 3827 E Hammond Ave., Cudahy, WI 53110, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. McGarry P. Murray II, 2225 Allegany Dr., Naperville, IL 60565, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Chanelle Oneal, 511 Walden Hills Ct., Augusta, GA 30909, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report an administrative action taken by the State of California and violating the terms of a previous warning letter. Tabetha S. Rabetski, 326 Wallace St., Combined Locks, WI 54113, had her

insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Kristin L. Rastall, 3550 Watermelon Rd., Apt. 2C, Northport, AL 35473, had her application for an insurance license denied and her hearing request dismissed. These actions were taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct and failing to appear at a scheduled hearing as ordered. Natasha Seals, 2916 Cocklebur Rd., Decatur, GA 30034, had her application for an insurance license denied. This action was taken based on allegations of having a probationary license in her resident state. Jahnajia Simpson, 20426 Lake Shore Blvd., Euclid, OH 44123, had her application for an insurance license denied. This action was taken based on allegations of having municipal convictions related to falsification of insurance documents and failing to appear as ordered. Jerry A. Villagrana, 4955 Montebello Dr., Colorado Springs, CO 80918, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose criminal convictions and administrative actions on a licensing application, failing to complete a licensing application and timely respond to documentation requests, and having criminal convictions that may be substantially related to insurance marketing conduct. Rochelle M. Walgenbach, 2413 Welhouse Dr., Kaukauna, WI 54130, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Damian J. Woods, 1925 S Osprey Dr., Ridgefield, WA 98642, had his application for an insurance license

denied. This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct and having administrative actions taken by the states of Wisconsin, Pennsylvania, and California.

NOVEMBER 2023

Allegations & Actions Against Agents Rolando M. Campos, 5020 W Thunderbird Rd., Apt. 281, Glendale, AZ 85306, had his insurance license revoked. This action was taken based on allegations of failing to timely pay an ordered forfeiture. Luka Erceg, PO Box 5010, PMB 160, Rancho Santa Fe, CA 92067, agreed to the issuance of a conditional insurance license having certain reporting requirements. This action was taken based on allegations of having a pending FINRA action containing charges of fraud and misrepresentation in the sales of securities. Robert A. Freda, 200 Baldwin Rd., Apt. B28, Parsippany, NJ 07054, had his insurance license summarily suspended. This action was taken based on allegations of recommending an unsuitable insurance product and making misrepresentations in the sale of an insurance product. Robert A. Freda, 200 Baldwin Rd., Apt. B28, Parsippany, NJ 07054, had his insurance license revoked and was ordered to pay a forfeiture of $5,000.00. These actions were taken based on allegations of recommending an unsuitable insurance product and making misrepresentations in the sale of an insurance product. Morgan D. Hill, 402 Creekstone Ridge, Woodstock, GA 30188, agreed to notify OCI in writing within ten business days of final arbitration rulings in pending

FINRA cases and agreed to voluntarily surrender his Wisconsin authority upon notification of findings of fraudulent or misleading business activities related to the sales of securities. These actions were taken based on allegations of investment product misrepresentation and the sales of unsuitable investments. Amy J. Lichter, 2820 14th Ln., Kenosha, WI 53140, had her application for an insurance license denied. This action was taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct. Merril McKnight, 201 Short St., Kingstree, SC 29556, had his insurance license revoked. This action was taken based on allegations of failing to timely pay an ordered forfeiture. Joseph U. Ojukwu, 20110 Broad Run Ln., Richmond, TX 77407, had his application for an insurance license denied. This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct and failing to provide a federal crime waiver. Lauren E. Sutley, 103 Southern Oaks Dr., Opp, AL 36467, had her insurance license revoked. This action was taken based on allegations of failing to pay a required fee. Brian A. Wondrash, 1162 Brookwood Dr., Apt. 118, Green Bay, WI 54304, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support and having administrative actions taken by the states of Wisconsin, Illinois, and Idaho. Martin S. Yousif, 4343 Rhineland Dr., Sterling Heights, MI 48314, had his insurance license revoked. This action was taken based on allegations of failing to pay a required fee.

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. PIAW.ORG [ 17 ]

F E AT U R E

Nasty Endorsements in the CGL | By Samuel T. Bennett, CIC, AFIS, CPRM, CRIS, CPIAE

As professionals, we work with our clients to finance their risk with effective use of insurance. When we do a good job, our clients pay fair premiums for coverages they need and expect. As markets become less challenging, carriers may respond with broadened coverages at little or no additional cost. This allows them to be more competitive in pursuit of growing their market share. Traditionally, this is referred to as “softening.” Conversely, as markets contract – for a host of reasons (profitability being most often the impetus) – carriers also respond in myriad ways. Carrier responses viewed as negative by our clients include higher pricing, forcing more retention onto them in the form of increased deductibles, greater insurance to value requirements and/or reduced coverages may be responses to a ‘hardening’ market. At times, regardless of the market, certain carriers will use endorsements to limit or even eliminate very important coverages. This is done for many

reasons, including simple carrier appetite for a particular class of risk, recognition of an underwriting expertise shortfall, jurisdictional challenges brought on by court decisions, and real or perceived pricing inadequacy for exposure. The motives for these decisions are far too many to list here. This article will concentrate on exclusionary endorsements found in ISO’s 04 2013 Commercial General Liability (CGL) program. Please remember: when coverage does not apply, neither does defense. Ouch!!! Pollution endorsements: The CGL contains a broad exclusion for pollution in all its coverage parts. Still, the unendorsed CGL, by application of several exceptions to this exclusion, provides coverage for many BI or PD losses arising out of the actual, alleged or

JANUARY/FEBRUARY 2024 [ 18 ]

threatened discharge, dispersal, seepage, migration, release or escape of pollutants. These exceptions address premises, operation, product and completed operation risks that many of our clients encounter daily. Retailers, hoteliers, churches, contractors – these clients can find coverage for BI or PD for many pollution losses with these ‘give backs’. Unfortunately, it is far too common to find carriers using one of three exclusionary endorsements to drastically reduce coverage.

agency or a client such as a law office or beauty shop who has a Christmas party and serves alcohol would likely not be subject to this exclusion. Very importantly, it is noted in the GCL that simply permitting a person to bring alcoholic beverages on the Named Insured’s premises for consumption on those premises is not, in itself, considered “in the business.” Unfortunately, two exclusionary endorsements are used to ‘revise’ the ‘give backs’ and this often results in a broader exclusion for liquor liability.

Total Pollution Exclusion With A Building Heating, Cooling and Dehumidifying Equipment Exception And A Hostile Fire Exception CG 21 65

Amendment Of Liquor Liability Exclusion CG 21 50

This is a total pollution exclusion with an exception for BI sustained within a building owned, occupied by, rented to or loaned to any insured if the pollutant arises from the named systems. BI or PD arising from pollutants released from some hostile fire losses is also afforded as an exception to the exclusion. Please note – this exclusion eliminates BI or PD arising from any pollution risk associated with products or completed operations. Total Pollution Exclusion With A Hostile Fire Exception CG 21 55 This, too, is a total pollution exclusion with an exception for BI or PD arising from pollutants released from some hostile fire losses. Please note – this exclusion eliminates BI or PD arising from any pollution risk associated with products or completed operations. Total Pollution Exclusion Endorsement CG 21 49 This endorsement’s goal is found in its title – it eliminates ALL ‘give backs’ found in the unendorsed CGL. As with the above exclusions, BI or PD is eliminated for products or completed operation risk. Be very careful with this endorsement – even standard market carriers will use it. Liquor liability endorsements: The CGL contains a liquor liability exclusion – that is common knowledge. The coverage form has evolved over time to recognize that many insureds have liquor exposure that does not warrant an exclusion. Simply stated, exclusion 2.c. Liquor Liability in the CGL applies only if the Named Insured is in the business of manufacturing, distributing, selling, serving or furnishing of alcoholic beverages. Although the coverage form does not define the term business, courts have consistently interpreted the exception to the exclusion much the way you and I would likely interpret it. For example – a bar, liquor store, winery or similar business would be subject to the exclusion as they are in a liquor business. On the other hand, your insurance

This endorsement tightens the exceptions to the exclusion, such that even if the Named Insured is not in a liquor business, the exclusion is active if alcohol is furnished or served for a charge, or served without a charge if a license is required for the activity. Additionally, the exclusion does not apply if the Named Insured permits any person to bring alcohol onto their premises for consumption on that premises. Amendment Of Liquor Liability Exclusion – Exception For Scheduled Premises Or Activities CG 21 51 This endorsement allows for removal of the liquor liability exclusion for premises or activities named in the endorsement’s schedule – even if the insured is considered to be in an alcohol-related business. Of course, this endorsement is underwritten on a case-by-case basis and underwriters will be very particular as to its use. Still, as an endorsement that is very commonly used, you must understand that many of our clients may engage in activities (fundraisers, for example), at which alcohol is offered for a charge. Such an activity would activate the exclusion if the prior endorsement were attached, but, if the premises or activity were indicated in this endorsement’s schedule, coverage could be afforded. Premises, project or operation limitation endorsements The CGL is designed to protect insureds for several exposures including premises, operations, products and completed operations. Our clients tend to have risks that are more pronounced for some of these vulnerabilities than for others. For example, a grocery store has clear exposure for premises and products, but its operations and completed operations risks are less obvious. Any endorsement that limits liability coverage to a premises, project or operation must be fully understood. Limitation Of Coverage To Designated Premises Or Project CG 21 44 July, 1998 Edition Note that an edition date is included for this endorsement, even though no edition dates were noted for the other Continued on page 36

PIAW.ORG [ 19 ]

COMMUNITY CORNER How are you and your agency or company helping your community? Community Corner showcases what individual members and agency/company members are doing to help make Wisconsin a great place to live and run a business. Share your volunteer story with us – shoot an email and photos of the action to nwhite@piaw.org!

TRICOR SUPPORTING YOUTH BASKETBALL

TRICOR has been a continuous supporter of the Wisconsin Basketball Coaches Clinic led by the Wisconsin Basketball Coaches Association (WBCA). This important organization has a mission of improving, preserving, and promoting the game of basketball and supporting youth growth through sports. In addition to supporting the event, TRICOR leaders Dave Fritz and Randy Peterson helped get the event’s speakers (University of Iowa’s NCAA Player of the Year Caitlin Clark and Iowa’s NCAA Championship Finalist Head Coach Lisa Bluder) from Iowa City to the Wisconsin Dells for the event! Great work, TRICOR!

SECURITY FINANCIAL BANK HOSTS EMPLOYEE VOLUNTEER DAY

Employees at the Security Financial Bank location in Ladysmith took a day out of the office to give back to volunteer at various local charities and community organizations! Among those were the Rusk County Animal Shelter, Sheldon Community Club, and Choices Health Network. Thank you for your work SFB!

NOVEMBER/DECEMBER 2023 [ 20 ]

ANSAY & ASSOCIATES FEEDS OZAUKEE FAMILIES

During the Thanksgiving holiday, associates from Ansay & Associates got together to prepare food for families in need in the Ozaukee area through the Ozaukee Food Alliance. The team worked to assemble more than 180 food boxes. The Ozaukee Food Alliance serves over 500 families a month and distributes over 221 tons of food every year. Thank you to the Ansay team for taking the time to take part in this important mission!

SECURA GIVES THANKS AND GIVES BACK

R&R GIVES BACK BY ‘EMBARRASSING THE BOSSES’

As a result of the SECURA Gives Back contest, $39,000 is being donated to nonprofits in their agents’ communities. This contest allows their agents to nominate the nonprofit of their choice in their community for a $3,000 donation. This year, 390 agents throughout the country participated and will get a contribution from SECURA to their community organization. In Wisconsin, Beleaf Survivors Inc., an organization dedicated to providing resources to those affected by sexual assault and child abuse was a recipient. Thank you, SECURA!

The team at R&R got together for some laughs and good fun during their ‘Embarrass the Boss’ event in early December. Participants pitched in donations for the United Way of Milwaukee and Waukesha County, and the results were hilarious. R&R leaders dressed up and danced to silly songs for some comedic relief for all. What a creative way to fundraise for a good cause!

PIAW.ORG [ 21 ]

F E AT U R E

How do your numbers stack up? By Al Diamond, President, Agency Consulting Group, Inc. Have you ever wanted to compare your Statement of Activities (P&L) to other agencies around the same size as yours? How does your profit per employee stack up with other agencies? The following are composite numbers for agencies with revenues of $1 million, $2 million, $3 million and also a larger category averaging $9 million. Grab your P&L and your calculator and see how you do!

2022-2023 COMPOSITES OF AGENCY OPERATIONS

JANUARY/FEBRUARY 2024 [ 22 ]

Contingency Income as a Percentage of (prior year) Commissions.

2023 TABLE 1 CONTINGENCIES

Since, in many agencies, the producers ARE the owners we have added Pre-Tax Profits to Exec/Sales Compensation to show the Gross Profit Relativity of each agency size group over the past five years.

2023 TABLE 2 GROSS PROFITABILITY RELATIVITY

PIAW.ORG [ 23 ]

An explanation of the Productivity Factors in an agency, Revenue/Employee, Compensation/Employee and Spread (the difference between the first two) comparing 2023 and 2022.

2023 TABLE 3 GROUP PRODUCTIVITY

Historical Productivity over ten years for each agency size group

2023 TABLE 4 HISTORICAL PRODUCTIVITY

JANUARY/FEBRUARY 2024 [ 24 ]

r a s l hip o h c S PIA of Wisconsin Is Giving Away Up to $25,000 in Scholarships! IF YOU KNOW SOMEONE WHO IS A:

AND Pursuing an Insurance-Related Career/Degree

High School Senior University/College Student Technical College Student

They could get a scholarship of up to $3,000! Questions?

Shirley | sfaherty@piaw.org

Apply Now at piaw.org/piascholarship PIAW.ORG [ 25 ]

DEADLI MARCHNE: 15

F E AT U R E

Wisconsin Youth Apprenticeship: A Strategy for Meeting Your Future Workforce Needs • Quality, pre-screened youth who receive ongoing support throughout their apprenticeship. • Workforce planning approach to address future hiring needs in a timely and cost-effective way. • Opportunity to impact the workforce habits of youth and develop their work skills. What is the Youth Apprenticeship Program? Youth Apprenticeship is a successful talent acquisition program that provides employers with opportunities to hire high school juniors and seniors in nearly 80 career area pathways, including insurance.

If your business is seeking an effective strategy for attracting and retaining workforce talent, consider partnering with the Wisconsin Department of Workforce Development’s Youth Apprenticeship (YA) program. The YA program is a valuable entry-level employment experience that can bring new committed talent to your business. YA is a proven approach your company can use to find the next generation of workers and get support for your role in employing, training, and retaining them. Thanks to your insurance industry peers and fellow Professional Insurance Agent (PIA) members, Wisconsin has a YA Insurance pathway available for you to mentor, train, and grow your own workforce.

For every year of participation, a YA student must gain a minimum of 450 hours of work experience in combination with earning at least one high school or three college credits of related instruction. Once an employer and student agree to work together, they sign an YA Education/Training Agreement (ETA), along with the student’s parent or guardian, school representative, and YA coordinator. This formal agreement outlines the roles and responsibilities of all involved parties. Youth Apprenticeship encompasses these key program elements: • Industry-developed skill standards. • Skilled mentors assigned to train the students. • Related classroom instruction provided concurrently with the student’s YA work-based learning experience. • Local program operation within uniform statewide parameters. • Performance evaluation of required skills. • State-issued Certifications of Occupational Proficiency (or YA certificates) awarded upon successful completion of the program.

YA program benefits cited by employers: • Access to youth who are eager to learn and have interest in the industry and profession.

JANUARY/FEBRUARY 2024 [ 26 ]

What Youth Apprenticeships are Available in Wisconsin? YA has 13 career area programs with 79 individual pathways. Finance is one of the programs with three pathway offerings, including insurance.

In addition to occupations within your specific industry, are there other areas where your company needs to recruit and retain staff? You may consider youth apprentices interested in other pathways, including:

Wisconsin Youth Apprenticeship Program and Pathway Offerings • Agriculture, Food and Natural Resources • Architecture and Construction • Art, Audio Visual Technology and Communications • Business Administration • Education • Finance • Health Science • Hospitality and Tourism • Information Technology (IT) • Marketing • Science, Technology, Engineering and Mathematics • Transportation, Distribution and Logistics

•A dministrative Professional • Human Resource Professional • I T Essentials • IT Network Systems and Security • IT Software Application and Development • Marketing Communications • Merchandising • Professional Sales Visit the Youth Apprenticeship (wisconsin.gov) website to get started. Email any questions to our DWD YA staff at ya@dwd.wisconsin.gov.

Find the complete list of YA occupational programs and pathways on DWD’s YA website: https://dwd.wisconsin. gov/apprenticeship/ya/pdf/ya-pathways-complete-list.pdf The YA Insurance pathway is offered as a one-year option that requires youth apprentices to complete a total of 10 industry identified competencies. Employers can substitute one competency with another occupationally appropriate skill, if necessary.

PIAW.ORG [ 27 ]

Employers can also contact their YA regional consortium to learn more about local opportunities in their area. Scan the QR code to view the full list of Wisconsin Apprenticeship contacts.

JANUARY/FEBRUARY 2024 [ 28 ]

14TH ANNUAL PIAW WINTER GET-AWAY AT THE POINTE HOTEL & SUITES – MINOCQUA, WI LOW REGISTRATION FEE INCLUDES TWO DINNERS, LUNCH, ACTIVITIES 10 WI CE CREDITS, PRIZES & MORE! PIAW MEMBERS $149 / NON-MEMBERS WELCOME $179

JANUARY 31 - FEBRUARY 2, 2024 • SOLD OUT THE POINTE HOTEL & SUITES $99 SINGLE, $199 TWO BEDROOM | 888-356-4431 • T HE WATERS, $99 | 715-358-4000 Mention PIA for Group Rate WEDNESDAY, JANUARY 31 1:00 – 5:00

E&O MOCK TRIAL (4 WI CE & UTICA APPROVED)

5:30 – 11:00

GET-AWAY FUN AT ISLAND CITY LANES PIZZA, APPETIZERS AND FREE BEER, WINE & SODA TO 7:30 SHUTTLE TO AND FROM THE POINTE & THE WATERS

EDUCATION PRESENTED BY

TODD DAVIS

THURSDAY, FEBRUARY 1 9:00 – 12:00 EHOW MUCH IS ENOUGH? INSURANCE VALUATION (3 WI CE) 12:00

BUFFET LUNCH AT THE POINTE

1:00

FUN & GAMES AT FORESTRY TAP & AXE, MINOCQUA

4:45 & 5:15

BUS FROM THE POINTE & THE WATERS TO WHITETAIL INN

5:00 – 10:30 WHITETAIL INN – BEAUTIFUL, NORTHWOODS RESTAURANT CASH BAR, APPETIZERS 5-6 P.M., SIT DOWN DINNER AT 6 P.M. BUS BACK TO HOTEL AT 8:30 AND 10:30

FRIDAY, FEBRUARY 2 9:00 – 12:00 ETHICS, CROSSING THE LINE? (3 WI ETHICS CE) )

PIAW.ORG [ 29 ]

PUT YOUR DANCING SHOES ON! BRIAN MCLAUGHLIN IS BACK ON THURSDAY NIGHT!

DETAILS AND REGISTRATION: VISIT EVENTS AT PIAW.ORG QUESTIONS CALL PIA 800-261-7429

EDUCATION

NEW TOPICS ADDED! 3 WI CE CREDITS. LIVE (NOT PRE-RECORDED). NO TEST. NO PROCTOR. Visit the Education tab at piaw.org for a complete list of topics, descriptions, webinar demo and registration. Several approved for Utica credit. Ethics is offered each month. Fee per Webinar: $55 PIAW Member, $70 Non-Member. Includes WI CE fees.

January 2024 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

An Hour with Cathy: Certificates of Insurance Headaches and Remedies 3 WI CE # 6000141037

1/9

10-11a

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

Mastering Business Income: Tools & Tips to Keep Insureds Flush 3 WI CE # 6000136605

1/9

12-3p

Terry Tadlock, CIC, CPCU, CRIS

Homeowners Deep-Dive: What You Need to Know About the Most Recent Forms 3 WI CE # 6000134134

1/11

8-11a

David Thompson, CPCU, AAI, API, CRIS

All Things Ethics: Agent Obligations, Standards, Authority and More 3 WI ETHICS, CE # 6000139311 Utica Approved

1/18

12-3p

Steve Lyon, CIC, CPCU, ARM

Bots, Crypto, Weed and Other Risks You Never Imagined Insuring (But Here We Are) 3 WI CE # 6000134132

1/23

8-11a

Steve Lyon, CIC, CPCU, ARM

Insuring Vehicles, Equipment and Other Stuff That Moves – Personal & Commercial Lines 3 WI CE # coming

1/23

12-3p

Sam Bennett, CIC, AFIS, CRIS, CPIA

Big Rig, Big Risk: Mastering Trucking Accounts 3 WI CE # 6000158600

1/25

8-11a

Robin Federici, CIC, AAI, ARM, AINS, AIS, CPIW

Claims That Will Convince Your Insured to Enhance Their Homeowners Coverage 3 WI CE # 6000136609

1/30

8-11a

Nicole Broch, CIC, CISR, PLCS

Covering Online Fraud and Employees Who Turn Out to Be Crooks 3 WI CE # 6000134182

1/30

12-3p

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

JANUARY/FEBRUARY 2024 [ 30 ]

for in-house webinar opportunities. bsteinbach@piaw.org

February 2024 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

An Hour with Kevin: Using Small Motor Vehicles to Break Things & Hurt People 3 WI CE # coming

2/6

10-11a

David Thompson, CPCU, AAI, API, CRIS

Bots, Crypto, Weed and Other Risks You Never Imagined Insuring (But Here We Are) 3 WI CE # 6000134132

2/6

12-3p

Sam Bennett, CIC, AFIS, CRIS, CPIA

Liar!: An Agent’s Role in Identifying & Handling Fraud 3 WI CE # coming

2/13

12-3p

Nicole Broch, CIC, CISR, PLCS

An Hour with Sam: Liability Concerns in the Personal Auto Policy 1 WI CE # coming

2/15

10-11a

Nicole Broch, CIC, CISR, PLCS

Ethical Dilemmas in Insurance and the Responsibilities of Agents 3 WI ETHICS, CE # 6000136606 Utica Approved

2/15

12-3p

Scott Treen, CIC

Marriage, Kids, Money, Assisted Living and Everything Between: Home and Auto Exposures for Life 3 WI CE # 6000134114

2/20

8-11a

David Thompson, CPCU, AAI, API, CRIS

Social Security and Medicare: Your Questions Answered 3 WI CE # coming

2/20

12-3p

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

The STORM 2024 Edition: Commercial and Personal Lines Coverage Concerns in the Wake of a Big One 3 WI CE # coming

2/21

1-2p

Steve Lyon, CIC, CPCU, ARM

Flood Insurance: What You Need to Know NFIP Approved 3 WI CE # coming

2/22

8-11a

Chris Amrhein, CIC

The Bad Thing Happened: Handling Commercial Claims & Coverage Disputes 3 WI CE # 6000139310

2/22

12-3p

Steve Lyon, CIC, CPCU, ARM

Inflation and Personal Lines: Helping Insureds Understand Why It Matters 3 WI CE # 6000139308

2/27

12-3p

Chris Amrhein, CIC

PIAW.ORG [ 31 ]

EDUCATION - DESIGNATIONS & UPDATES CIC WEBINARS & CLASSROOM Anyone Can Attend No Exam Required for CE 16 WI CE Each

JANUARY 16-17 Life & Health Webinar

FEBRUARY 1-2 Commercial Casualty Webinar

APRIL 10-11

MAY 15-16

Commercial Property West Bend

Personal Lines Webinar

CIC GRADUATE RUBLE WEBINARS & CLASSROOM Exciting update option for CICs, CRMs, and CISRs! 16 WI CE Each / CISRs Can Attend One Day for 8 CE and Update Credit

MARCH 6-7 Webinar (Includes 4 Ethics)

JUNE 19-20

Sheboygan (Includes 4 Ethics)

SEPTEMBER 25-26 Green Bay (Includes 4 Ethics)

OCTOBER 8-9 Webinar

CISR WEBINARS & CLASSROOM Anyone Can Attend. No Exam Required for CE 7 WI CE Each

JANUARY 19

Personal Residential Webinar

JANUARY 30

Commercial Property Webinar

FEBRUARY 7