PIAW November/December 2022 Magazine

[ NOVEMBER /DECEMBER 2022 ]

PROFESSIONAL AGENT

It shouldn’t take your customer’s roof disappearing in a matter of seconds to find out who you can count on.

BUT SOMETIMES IT DOES. And that’s the Silver Lining®.

NOVEMBER/DECEMBER 2022 [ 2 ]

CONTENTS 4 From The President 6 Memos From Madison 8 From The Boardroom 10 Capitol Update 13 Eye On The Law 14 How To Determine If You Are Properly Staffed 16 OCI Administrative Actions 18 Engage 2022 23 How To Talk With Your Banker 24 Community Corner 26 HR Snapshot 29 Why You Should Incorporate ‘Giving Back’ Into Your Marketing Strategy 30 Education 34 Thank You 2022 Supporting Members 37 New Members And 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

PIAW.ORG [ 3 ]

FROM THE PRESIDENT

HITTING THE ROAD RUNNING

PIAW is strong, healthy and on a continued upward trajectory always looking for ways to innovate and improve.

I am writing this article shortly after returning from the PIAW Engage 2022 Conference in Elkhart Lake. Each year during the Engage conference, new PIAW directors are selected and a new slate of executive committee members are sworn in. I am both honored and humbled to have been elected for a second term to the Board of Directors and to also have been named the PIAW President for 2022-2023. This is a role I do not take lightly and am committed serving the PIAW with dedication and serving to the very best of my abilities.

STEVE CLEMENTS, CPIA

As an organization, the PIAW is strong, healthy and on a continued upward trajectory - always looking for ways to innovate and improve. During the coming year, you can be watching for several efforts upon which I’ve set some of my goals. First, you can expect the PIAW to continue to support and promote the many successful events and programs which have been so invaluable to our members. We will be diligent in examining ways to fine-tune these initiatives and I invite you to share your ideas and feedback with us, as well.

President, PIA of Wisconsin

You may be aware that the PIA organizes an Advocacy Day in Washington, D.C., each year. Beginning this March, we are planning to also hold a statelevel advocacy day in Madison. The PIAW Board of Directors, along with the PIAW Legislative Committee, will schedule meetings with legislators at the state capitol. Our time will be focused on building important relationships, engaging in relevant conversations, and promoting action items which will benefit both the insurance industry as well as the individuals and companies within it.

NOVEMBER/DECEMBER 2022 [ 4 ]

Finally, we will sharpen our focus on member engagement. Those presently reading this article likely range from the ultra-involved PIAW contributor to the individual who has not yet experienced any of the vast PIA benefits beyond access to an E&O policy. To be clear, I want you to know that wherever you might be on that continuum, we are sincerely thankful for every single member and are thrilled to have you in this organization. If you find yourself on the latter side of the scale, may I warmly invite you to take a step toward discovering all the benefits PIA has to offer?

In addition, this organization would itself benefit from what you can offer.

PIAW events and committees are eager to welcome talented women and men to help lead these areas. With seven committees to choose from, and multiple annual events, there is sure to be a role that suits you well and a committee that will be better for having you in it. In true two-way-street fashion, those involved also enjoy the forging of deep friendships and a torrent of learning and professional development alongside some of the most talented individuals in the industry.

If I have not yet had the privilege of meeting you, I truly hope to do so in the coming year. If there is anything we can do to serve you better, or if you have any questions about the PIAW, please don’t hesitate to reach out – it would be my pleasure to connect with you!

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Call us for a confidential conversation Tom Schaetz 419.450.0317

MEMOS FROM MADISON

Hopefully, you have a written employee handbook that includes sections on employee conduct...

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

CATS AND DOGS What do Spike the dog and Fluffy the cat, have in common? For one thing, both are insurable. The first pet insurance policy in the U.S. was written in 1982, but only recently has that market really taken off. Between 2018 and 2021, according to the North American Pet Health Insurance Association, pet insurance more than doubled in North America. There were 4.4 million pets insured at the end of 2021, totaling $2.83 billion in premium.

With proliferation, comes regulation.

Enter the NAIC with the 2022 Pet Insurance Model Act. The model legislation aims to standardize pet insurance policies so that consumers will better know what they are getting.

The goal isn’t mandating a bunch of coverages, á la the Affordable Care Act. The goal is standardizing definitions, coverages, exclusions and other policy provisions – so that when these things are present in a policy, consumers and agents alike will know what to expect.

The model act also contains training requirements for producers, but rest assured the PIAW Legislative Committee and staff will look at those provisions and the rest of the legislation closely to ensure the requirements are not burdensome. As with all NAIC model legislation, it will be debated in Wisconsin in the coming years and we will keep you apprised of its progress.

UNBUNDLING

The economy is swooning while insurance premiums are swelling, so consumers are looking for new strategies to reduce their premiums.

With auto premiums up 19% in September, compared to September of 2021, it’s no surprise that more consumers are reducing or dropping coverage. A recent Nationwide survey asked consumers what they were doing to fight inflation. 32% reported they were buying cheaper products; 38% said they were eating out less; and 56% said NOVEMBER/DECEMBER 2022 [ 6 ]

they were shopping to save on home and auto insurance.

They are also looking outside the bundle. Policyholders who previously trusted that their bundled-policies discount was getting them the best deal available, are looking online for lesser-valued policies and are looking at use-based (UBI) products. The UBI products are most attractive to consumers who say their credit rating is “fair” or “poor.” According to JD Power, 22% in this group are already using UBI programs. Also from the JD Power survey: 40% of consumers are now offered a telematics-monitored policy and 65% of those opted for them.

Since unbundled policies have lower retention rates, agents and carriers alike are facing higher acquisition costs.

Ironically for consumers, all this moving around adds to the upward pressure on premiums.

ATV/UTV FATALITIES

On October 15th, with the ATV season wrapping up, the Wisconsin DNR announced that ATV/UTV fatalities in Wisconsin had reached 17 thus far in 2022. The 2021 total for the full year was 47 fatalities, but that represented a record high that was likely associated with the COVID pandemic. Although fatalities are down significantly from last year, the DNR reports that this number is still unnecessarily high because most riders killed in accidents are not wearing helmets or using seatbelts (in UTVs). In addition, 63% of operators involved in crashes had not taken the ATV safety course and 40% of fatalities involved alcohol or drugs. The top 5 rules to make ATVing safer are: •W ear a helmet and seatbelt •D on’t use alcohol or drugs before or during a ride •T ravel at speeds appropriate for terrain and visibility conditions •D o not operate on public highways •T ake the ATV safety course (available online!)

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PIAW.ORG [ 7 ]

FROM THE BOARDROOM

...it is clear that one of the key factors in everyone’s success story is the people they work with.

LACEY ENDRES, CIC Vice President, PIA of Wisconsin

TALENT – HOW CAN WE BRING MORE PEOPLE INTO THE INSURANCE INDUSTRY AND KEEP THEM HERE? One of the biggest challenges we face – regardless of agency size – is finding, onboarding, and retaining talented people. We have heard the phrase “war for talent” quite a bit over the past several years. Employers have been forced to adjust expectations around when and where people work, and how much they are willing to pay them. As leaders of insurance agencies, here are a few things we can do to win the war for talent: Talk about career growth and development opportunities at your agency • When you are looking to hire someone, it is important to identify what the individual’s long- term goals are and whether you will be able to help them accomplish these goals. Are they looking at the current opportunity as a way to get a foot in the door with the idea they will be able to move up or on quickly? Are they looking to come into the current opportunity and stay there for the foreseeable future? Knowing what each person is looking for and being able to talk about those opportunities helps people see beyond the “now” and ideally picture themselves at your agency in the future. earn about what motivates your L employees • Everybody has something that drives them, something that motivates them, something specific that keeps them at their current employer. Some people want praise – public or private, some people want growth opportunity, some people want autonomy in their role, NOVEMBER/DECEMBER 2022 [ 8 ]

and some people want to see financial growth via increased compensation.

Being aware of what drives each of your employees is key to retaining them.

• Talking about these details or asking for this information can be awkward or uncomfortable, but it’s so important that your employees know that you care and want to know how to show them that you value them. Opening the door to these conversations can help create awareness and a safe space for people to talk about what matters most to them. In the worst-case scenario, your employee goes somewhere else that offers what they value most, but they never felt comfortable talking with you about it before they made their decision.

Expand where you look for talent • When I ask my colleagues how they ended up at M3 or in the insurance industry, most respond by saying that they just sort of “fell” into it (myself included!). Not many people go to school with a focus on working in the insurance industry one day. We have a huge opportunity to do a better job of educating students early on about the career opportunities in insurance.

• One way to educate students is by partnering with colleges and universities and attending their career fairs. Having a presence at these types of events, or even posting opportunities to job boards at schools or other local organizations like rotary clubs, local Continued to next page

Continued from page 8 legions, or town boards, could expand who we see applying for insurance roles.

• Another way to raise awareness among students is to offer internship opportunities at your agency. Internships can be paid or unpaid, and can be offered to high school and/ or college students. Internships allow students to learn about roles in the insurance industry – whether it is at an agency or at a carrier – and gives the employer a chance to vet the quality of the candidate in a safe environment. If the intern doesn’t perform well, there is no pressure to hire them. If they do perform well, you have the ability to hire them onto your team full-time.

• Another way to find talent is to get in on the ground level as young people are just beginning to think about career possibilities. One big focus for the PIAW and our education committee has been to identify a school in Wisconsin where we could pilot the CISR course to high school students. The goal would be to introduce students to the insurance industry and have them go through the CISR coursework provided by the National Alliance. The student would make the decision as to whether or not to take the exams and earn their CISR designation at the end

of the curriculum. Because so many roles in the insurance industry do not require a college degree, these students could graduate from high school with a highly valued insurance designation and step right into a position at an insurance agency or carrier. We are just about to finalize our first high school pilot program in Wisconsin through a Madison-area suburban school district. I am thrilled at the potential new talent this could bring to our industry!

• I f you know of a high school in your area that would be interested in offering this curriculum, please reach out and let me know. We would love to pilot this in multiple schools in Wisconsin.

During my time on the board of directors, I have had the opportunity to work with so many agency owners throughout Wisconsin, and it is clear that one of the key factors in everyone’s success story is the people they work with. I also know that the insurance industry offers so many opportunities for career-seekers. While these opportunities aren’t as widely publicized or talked about outside of our industry, I am determined to change that. I invite you to join me in making it happen!

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PIAW.ORG [ 9 ]

H

CAPITOL UPDATE

NATALIE WHITE

Communications Director

The final months of the 2021-22 biennium are upon us, and a new legislative class - both old and new faces - is getting ready to be sworn in come the start of January. With the transition into a new Legislature, comes the priorities and hopes for the session, and planning for future legislation and the 2023-24 budget is already underway.

The outlook does seem to be surprisingly bright for accomplishing meaningful policy priorities in the upcoming session and biennial budget. One of the most notable developments for the forecast is the recent announcement of Wisconsin’s record surplus. In mid-October the Department of Administration (DOA) announced that the state was ending the fiscal year with a $4.3 billion budget surplus, and an all-time record high stockpile in the rainy-day fund of $1.73 billion.

Though some have expressed concerns that this may be inflated due to increasing costs for goods and state spending being offset by pandemicrelated federal money, this $4.3 billion balance in the general fund is a 70% increase over last year’s fiscal year end balance of $2.58 billion according to DOA. Furthermore, the tax collections for the general fund exceeded prior estimates by over $1.6 billion – even after a recent cut to income taxes!

All of this is optimistic for the state’s budget, but Wisconsin consumers are not dealing with the same positive view of their financial circumstances, and the holidays are quickly approaching. Surely you know all too well the pains at the pump over the past several months and can be spared the “your Thanksgiving meal will cost this much more than last year” visuals. Inflation has continued to rise despite efforts to slow it, and NOVEMBER/DECEMBER 2022 [ 10 ]

consumers are bracing for an even more pessimistic economic horizon going into 2023.

With this reality, the people of Wisconsin will be eagerly looking to the state’s legislative leaders for financial relief – and it looks like the state may be in a position to provide some with this reported surplus. The budget process looks a little bit different with each new session but come spring it is clear that the administration and Joint Finance Committee will have some big decisions to make on where to put this surplus to the best use for Wisconsinites.

Continue to keep up to date with state politics and PIA’s advocacy efforts with the Capitol Report in every issue of the Wisconsin Professional Agent and on our blog at piaw.org.

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FREE LEGAL PIAW MEMBER HOTLINE

1.844.672.1221 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.

NOVEMBER/DECEMBER 2022 [ 12 ]

Eye on the Law E & O Claims To report, or not to report—that is the question One of the more frequent questions that we receive at the PIA Legal Hotline is whether an agent should report a potential claim to his or her E & O carrier. Usually, the facts are such that the agent likely did nothing wrong.

The agent is worried about his or her loss history and the potential effect on premiums.

Reality check – do not be penny wise and pound foolish.

First, to determine whether an agent needs to report a potential claim, the agent should review his or her policy.

Second, the mere reporting of a potential claim will not automatically result in an increase in premium. It may, but it depends on more than simply reporting the potential claim. The downside to not reporting a claim can be far worse than a possible increase in premium.

The failure to make reports of any wrongful acts, claims, suits, or circumstances that could reasonably be expected to result in a claim, may cause you to lose your E & O coverage. The subsequent failure to report these circumstances on a renewal application could result in rescission of your policy.

When determining whether to report a potential claim, you need to start by reviewing your policy. Every Insurance Professionals Errors and Omissions Liability Insurance Policy will specifically state when you need to report a potential claim. A typical policy will provide something like the following: “if during the policy period or any Extended Reporting Period, the insured first becomes aware of a circumstance, such circumstance must be reported to us as soon as practicable.” In this case, the term “circumstance” means “a proceeding, event or development involving a specific wrongful act by any insured which could reasonably be expected to result in a claim.” A “wrongful act” means any actual or alleged negligent act, negligent error, negligent omission, or personal injury arising out of the performance of professional services. Finally, a “claim” means a notice or summons of suit or a written demand seeking damages,

professional services, or other remedy as a result of a wrongful act.

In other words, when you have knowledge of any actual or alleged acts or omissions that may lead to a claim against you, you must report it as soon as practicable.

Even if the “alleged” claim has no merit, you still have the contractual obligation to report it. For example, a common E & O claim is the failure to recommend a coverage type. You may have notes in your file that establish that you discussed the different coverage types and that the customer indicated that the customer would get back to you. You may feel that the customer’s allegation has no merit because you can disprove it. Even if you can disprove the allegation, you still must report it if it could reasonably be expected to result in a claim.

The reality is that you will eventually be subject to either an E & O claim or potential claim. No one wants to be subject to an E & O claim, but you create far more risk to your agency by not addressing it head on—even if it has no merit.

Here are some of the best practices when you face an allegation that may subject you to a claim: •D o not ignore it and hope it goes away.

•R eview the language of your E & O policy to determine its reporting requirements.

•R eport the potential claim as soon as reasonably possible.

•D o not try to settle the possible claim with your customer without involving the carrier.

•D o not admit liability.

•D o not agree to pay any expenses without your E & O carrier’s permission.

•C ALL THE PIA LEGAL HOTLINE IF YOU HAVE ANY QUESTIONS ABOUT YOUR E & O POLICY AND YOUR OBLIGATIONS UNDER IT.

PIAW.ORG [ 13 ]

F E AT U R E

How to determine if you are properly staffed

By Al Diamond, Agency Consulting Group

Do I have enough, too few or too many people?

Is my workload actually growing or are my employees just complaining more?

Why do we always seem to have a backlog?

I believe that some of my people are much more efficient than others. How can I prove it?

It seems like every time the carrier changes procedures, it adds work to our workload. Is there a way of proving that?

We are constantly asked how much a CSR or other employee should be able to handle in an insurance agency. Agents would love to be given a premium amount, a commission amount, or at least the number of clients or policies an efficient service representative SHOULD be able to handle.

Most agents would use that information to determine if the constant harangue by their employees that they are overworked is true. Some agents would use the information as a ‘hammer’ to get their employees to work to expected competency when the manager feels that the employee is not working hard enough.

The reality is that there can be NO POSSIBLE general statement of proper workload in terms of premiums or commissions. It doesn’t take an engineer to understand that a single client generating tens of thousands of dollars in premium and commission that is property-heavy and service-light takes much less time in service than a casualty client (that may generate much less premium and commission) with a service-heavy load, like a busy contractor

or a large fleet operation. The contractor may have several transactions and interactions a week while the property account has a few transactions a year. Multiply that by all of the clients and you begin to see the problem with our telling you that, in general, commercial lines CSR can handle 500 customers and a PL CSR can handle 1000. Personal Lines has an advantage of having a more stable number of transactions per customer in a normal book of business. But even there, transaction counts can easily depend on how much is E&S vs. standard, DB vs. AB, rural vs. urban, etc.

But there actually IS a way of identifying and calculating whether you are properly staffed or whether your staff is overworked or underutilized.

The real measure is TIME USE. The average workday is 7.5 hours and the average work year is 240 days (52, 5 day weeks less 10 days each for holidays and average vacation). That’s 1800 average work hours in a year. Taking average downtime of 15 minutes/hour, we can net to an average 1,350 productive hours in a common work year for one of our employees.

But knowing how many man-hours of time you have available in a given day, week, month or year doesn’t tell you how your staff is managing. What WILL tell you the golden secrets in your agency is an analysis of the transactions that each and every person handles within your agency.

When we were all paper-driven, it was almost impossible to identify how many times employees spoke to clients, carriers, each other and processed transactions. The best we could do was measure how many policies and clients each handled

NOVEMBER/DECEMBER NOVEMBER/DECEMBER 2022 2022 [[ 14 14 ]]

and whether they “seemed” busy or not. Several decades ago, the primary agency management systems provided us a way to measure transactions. It has progressed into an excellent measure of work effort because entering a transaction on every customer contact (from any source) gives us an accurate record of what has been done for the customer and acts as both audit tool and E&O protection. If we can access a customer file as agency manager and see exactly what has been done, in date order, for that customer, we are much better prepared to provide the excellent service that we expect of ourselves.

A side benefit of transaction logs is the ability to engineer your work process to determine exactly how many transactions are handled by your agency, by a department team, and by the individuals within that team. Rather than use this as a threat to employees or as evidence of any kind of wrongdoing, the wise agent realizes that every employee has a different workload capacity. As a manager, our job is to identify the workload capacity of each individual in a department or in our agency, and to help the employees and employee groups to enhance their capacity through work efficiencies. Once the department or individual’s workload capacity has been reached, the only thing that will be accomplished by adding more work is to raise the levels of frustration and backlog.

Sometimes when your staff tells you that they are overworked, they ARE! Other times, it is an indication that they have reached their workload capacity and, rather than ask or find ways of doing those transactions better, faster or easier, they try to impress upon you the need for more people.

In order to determine whether, in fact, you need more staff, you need to upgrade your systems and procedures to handle more with the staff you have, or your staff has shortcomings that require retraining or replacement, a Process Engineering project can provide you with the answers.

WHAT IS PROCESS ENGINEERING? Process Engineering is the determination of how much transactional work effort is being exerted by your staff and determining if that work effort is sufficient to respond to all of the transactional work offered to your agency through the year.

HOW DOES PROCESS ENGINEERING WORK? The major agency management systems have the capability of giving you transaction reports. Most will appear as a list of every transaction done within the system over a selected period of time. Happily, the systems also have the ability to download that information into a friendly Excel worksheet format. You can then manipulate the data to identify a) the list of transactions by their volume in your agency, b) transactions by staff member (entering the transactions), and c) transactions by calendar period (month, week, day).

Transaction volume by type is best used to determine the work effort for prevalent transactions in your agency that can be attacked to allow them to be processed in less time. This is the true management task of making expected transactions faster and easier to save time (allowing for more clients

serviced by the same number of staff members over time).

Sorting transactions by month over a several-year period permits you to trend work volume by month, by season, and by year to project future workload and acquire employees before work crises occur.

Sorting this report by employee allows you to see if workloads are even (by actual transactions accomplished by the employees), gives you trending over time to see if you are reaching your employee’s workload capacity and permits you to actually calculate the number of transactions that are being done by employee, by employee group or by your entire agency.

One of the many problems found in agencies is recording the client calls and/or transactions in the agency system.

We hear this complaint whether by the clients or by those employed at the agency. We suggest that every agency convert over time to a system in which every contact on behalf of a client is recorded as a transaction (for audit history and to properly cover your E&O exposure). But even if you do not record every call, conversation or intervention on behalf of a client, the reality is that every contact made in an agency eventually results in a transaction of some type.

So, while the number of transactions recorded within your system may not be an accurate representation of EVERY transaction, they are certainly ‘indicators’ of time use and can be used to estimate staffing needs and usage.

A growing number of agencies do require a transaction be entered for every interaction for a customer. For these agencies, the transaction counts become relatively accurate representations of all of the work done by the service and administrative staff. For the agencies that only use transaction logs for policy changes and billing transactions, if you subscribe to the theory that every contact made eventually results in some form of transaction, the transaction logs still represent some percentage of the total number of transactions done by a service staff. If you believe that each transaction in your system is supported by one or more transactions that are not entered into the system, the system’s transaction count is still representative of the overall work effort and work load exerted by your staff. So, if two CSR’s are supposed to be handling a similar workload and one reflects substantially more or less transactions than the other, it stands to reason that the system statistics will equally reflect the number of non-entered transactions generated by each.

Obviously, whether you insist on ALL transactions be entered or only certain classifications of transactions, all staff must be operating under the same procedures to make this analysis accurate. If one CSR enters everything and another only enters some of his/her transactions, this device will show the total count of the CSR entering all transactions as higher than the other CSR even if they actually perform similar number of contacts in a year.

The sky’s the limit on how to use transaction reports, if you know how to make the data work for you.

PIAW.ORG [ 15 ]

OCI ADMINISTRATIVE ACTIONS NATHAN HOUDEK

Commissioner 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.

AUGUST 2022 Allegations & Actions Against Agents

Andora L. Ayala, S1643 County Rd. WD, Reedsburg, WI 53959, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Tom L. Barton, 784 Summit Ave., Oconomowoc, WI 53066, agreed to pay a forfeiture of $3,000.00. This action was taken based on allegations of providing unfair inducements in the solicitation of insurance business, using a prohibited senior-specific certification designation, and recommending an unsuitable annuity transaction.

Teresa Bergemann, 4169 Hanover Dr., DeForest, WI 53532, had her application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose criminal cases on a licensing application.

Melissa N. Cabrera, 610 Edith Blvd. SE, Albuquerque, NM 87102, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report to OCI administrative actions taken by the states of Indiana, Illinois, and North Carolina.

Julia Chavis, 13922 Painted Bunting Ln., Riverview, FL 33579, was ordered to pay a forfeiture of $750.00. This action was taken based on allegations of failing to timely report to OCI administrative actions taken by the states of Indiana, Nevada, Washington, Ohio, California, and Louisiana, and failing to disclose a criminal conviction on a licensing application.

Jeremy Clickner, 4530 Richmond Rd., Cleveland, OH 44128, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report to OCI administrative actions taken by the states of South Dakota, New Mexico, Washington, and Louisiana.

Brandon S. Edwards, 3132 N Ballard Rd., Apt. 24, Appleton, WI 54911, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

James S. Farmer, 24935 125th St., Trevor, WI 53179, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Patricia A. Finch-Junk, N9199 US Hwy 12, Merrillan, WI 54754, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Christopher J. Firgens, W206N17471 Hidden Creek Rd., Jackson, WI 53037, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Mary B. Fleege, 5251 S Honey Creek Dr., Greenfield, WI 53221,

had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Lewis W. Frankel, Lewis-Chester Associates, Inc., 119 Summit Ave., Summit, NJ 07901, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report to OCI administrative actions taken by the states of Illinois, Washington, and West Virginia.

Angela Frea, 413 Church Ave., Casco, WI 54205, had her application for additional insurance authority denied for 31 days. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to disclose a criminal charge on a licensing application.

Marvin Fry, 3220 W Ina Rd., Apt. 21103, Tucson, AZ 85741, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Shante R. Gaines, 5013 Abbydale Ct., Louisville, KY 40229, had her application for an insurance license denied. This action was taken based on allegations of failing to complete a licensing application and failing to respond promptly to inquiries from OCI. Beth A. Gilbertson, 1325 Burning Wood Way, Madison, WI 53704, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Keilen Gordon, 12707 Ashford Knoll Dr., Houston, TX 77082, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report to OCI administrative actions taken by the states of California, North Carolina, and Illinois.

Victoria Jackson, 3375 Georgia St., Gary, IN 46409, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report to OCI administrative actions taken by the states of Indiana, Florida, New York, and Illinois.

Jonah J. Lewis, 63 E Lake St, Chicago, IL 60601, agreed to pay a forfeiture of $1,500. This action was taken based on allegations of improper home solicitation of insurance policies.

Sherry Mathey, PO Box 9154, Naples, FL 34102, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Morgan L. McCall, 14832 NW Expy., Piedmont, OK 73078, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report to OCI administrative actions taken by the states of California, Virginia, and Louisiana.

Lora L. Meyer, N54W23952 Northview Dr., Lisbon, WI 53089, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

NOVEMBER/DECEMBER 2022 [ 16 ]

William J. Pabon, 7122 Horizon Peak, San Antonio, TX 78233, agreed to the issuance of a two-year probationary insurance license having certain disclosure and reporting requirements. This action was taken based on allegations of providing incomplete application and administrative hearing information and responses.

Mary S. Peterson, 2403 Oakridge Cir., Hudson, WI 54016, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Joseph E. Schumaker, 9532 N Paradise Rd., Kewaskum, WI 53040, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Michael C. Sherwood, 501 11th Ave, Union Grove, WI 53182, agreed to the permanent revocation of his Wisconsin insurance license. This action was taken based on allegations of violating insurance laws and lacking the character required of insurance intermediaries.

James Solberg, 203 E Main St., Apt. 101, Waunakee, WI 53597, had his application for additional insurance authority 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.

Malee Thor, 716 Elm St., Wausau, WI 54401, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Matthew Vega-Sanz, 8950 SW 74th Ct., Ste. 1506, Miami, FL 33156, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report to OCI administrative actions taken by the states of Kansas, Washington, Illinois, and Louisiana.

Aleyah S. Wakefield, 1926 45th St., Kenosha, WI 53140, had her application for an insurance license denied for 31 days. This action was taken based on allegations of making an incomplete disclosure on a licensing application.

Donald S. Walton, 7913 Park Ridge Dr., Fort Worth, TX 76137, had his insurance license revoked. This action was taken based on allegations of failing to pay a Wisconsin non-resident licensing fee.

Nathaniel A. Williams, W224N2750 Burwood Ct., Waukesha, WI 53186, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Pamela J. Witt, 1747 S 73rd St., West Allis, WI 53214, had her insurance license revoked. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and providing inaccurate information on a licensing application.

Brian A. Wondrash, 1162 Brookwood Dr., Apt. 118, Green Bay, WI 54304, agreed to a restricted insurance license prohibiting the direct sales of insurance products. This action was taken based on allegations of engaging in prohibited business practices.

September 2022 Allegations & Actions Against Agents

Michelle Balistreri, 10315 W Greenfield Ave., Lot 436, West Allis, WI 53214, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Kristina N. Chamis, 17111 Olcott Ave., Tinley Park, IL 60477, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report to OCI administrative actions taken by the states of Delaware, California, and Florida.

Stanford L. Clacks, 5132 Brandenburg Way, Madison, WI 53718, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Navi J Dowty, Po Box 1065, Wausau, WI 54402, agreed to pay a forfeiture of $5,000.00. This action was taken based on allegations of failing to properly consider suitability in selling life insurance.

Jalen Elliott, 1864 Prairie Ave., Beloit, WI 53511, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Matthew J. Fanter, W278N2456 Prospect Ave., Pewaukee, WI 53072, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Mark S. Farnan, 17 Fuller Dr., Madison, WI 53704, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Michele L. Frahm, 1504 Jackson St., Mosinee, WI 54455, agreed to pay a forfeiture of $5,000.00. This action was taken based on allegations of providing unfair inducements in the sale of insurance.

James M. Gamauf, S39W27460 Brookhill Dr., Waukesha, WI 53189, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Alexandria D. Gelrod, 5250 SW 10th St., Margate, FL 33068, had her 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.

Mardy Gould, 1033 Larkspur Loop, Jacksonville, FL 32259, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report to OCI administrative actions taken by the states of South Dakota, California, and Nebraska.

Joshua Guelda, 655 Irving Park Rd., Unit 3607, Chicago, IL 60601, agreed to the permanent surrender of his insurance license. This action was taken based on allegations of failing to respond to OCI inquiries and failing to report address changes.

Darci Hoffland, 315 S Ohio St., Prairie du Chien, WI 53821, agreed to the surrender of her insurance license for a minimum period of one year. This action was taken based on allegations of issuing certificates of insurance containing false information.

Kristina Janousek, 5840 Fannine Way, Las Vegas, NV 89130, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Diane A. Jarvis, 315 Kristin Ct. W, Brookfield, WI 53045, had her applications to reinstate her insurance licenses denied. These actions were taken based on allegations of failing to disclose previous administrative actions taken by the State of Wisconsin on licensing applications, violating the terms of an OCI warning letter, and having unpaid civil money judgments.

Derrick Johnson, 662 S Military Tr., Deerfield Beach, FL 33442, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Tyler Kuehni, 302 W Geneva St., Delavan, WI 53115, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Pichinda H. Lackey, 8710 Shane Ln., Apt. 308, Spotsylvania, VA 22551, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report to OCI administrative actions taken by the states of Pennsylvania, Washington, and Louisiana.

John A. MacDonald, 827 Chelsea Dr., Elkhorn, WI 53121, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Mark J. McClinton, 1001 N 16th Ave., Wausau, WI 54401, agreed to pay a forfeiture of $5,000.00. This action was taken based on

PIAW.ORG [ 17 ]

OCI Administrative Actions continued to page 22

2022 was a giant success!

It was another great year at Engage 2022, with PIA members from across the state traveling to the beautiful Osthoff Resort in Elkhart Lake, Wisconsin.

18TH

competition with Ed Lamont or how to face challenges head-on and take charge of their lives, with Darcy Luoma.

At the Awards Lunch, attendees congratulated the outstanding achievements of annual award winners. Mike Endres of Endres Insurance Agency was awarded Ron Von Haden Agent of the Year. Julie Ulset, CPIA, of Grams Insurance Agency was named the recipient of the Stony Steinbach Achievement Award. Then, Darren Dunn, CIC, AIC, of Selective Insurance Company received the Company Representative of the Year Award.

TH Congratulations to the CLUB Charlie Berens took the stage and got the crowd laughingYOUNG PROFESSIONALS winners for their achievements ANNUALand thank you for all you do about life in the Midwest. He, of course, reminded everyone for the PIA! to “keep ’r movin’” and “watch out for deer!” To close the night, it was PIA Casino time, where everyone tried their luck The (Re)Connect Trade Show was a full house with at various casino games.10Win or lose, everyone had a blast! attendees making their way through the open layout, AM REGISTRATION 10 AM REGISTRATION 11AM SHOTGUN START meeting exhibitors and trying to create the best possible The Annual Meeting SHOTGUN STARTstarted off day two, and the 11AM hand during PIA Poker!

THE BOGdirectors to the membership elected two talented new 3121 COUNTY ROAD I THE BOG Board 3121 – Steve Albinger of Couri Associates in Clint Bruce’s keynote was the perfect way to close the twoSAUKVILLE,Insurance WI 53080 COUNTY ROAD I Waukesha and WI Octavio Padilla of Nova Insurance LLC days, sharing his experiences during his football career SAUKVILLE, 53080 COST $150 in West Milwaukee.

New officers were then elected by and service as a Navy SEAL. He pushed everyone to keep Includes golf cart, box lunch, two drink COST $150 tickets, reception, hors the PIA Board.

Congratulations tod’oeuvres PIA’s new President learning, growing and to never stop striving to beREGISTRATION elite.

10 AM Includes golf cart, box lunch, two drink 11AM SHOTGUN START Steve Clements, CPIA, Vice-President Lacey Endres, CIC, tickets, reception, hors d’oeuvres MAJOR SPONSOR It’s already time to mark your calendar for Engage 2023 – Treasurer Jon Strom and Secretary Mike Endres.

THE BOG October 4th & 5th at the Grand Geneva Resort & inROAD I 3121Spa, COUNTY MAJOR SPONSOR SAUKVILLE, WI 53080 Attendees attended educational breakout sessions, where Lake Geneva. they learned how to separate themselves from their COST $150

LUB

IP

Wednesday ANNUAL night started off with a packed house for President Butzke’s Engagement party! Attendees enjoyed food and drink (including a mashed potato bar!), while trying to find their match for PIA’s popular “Match Game.”

Those who found their pair came away with a Kwik Trip or Culvers gift card!

GUTING

AUGUST 5 AUGUST 5

SCHOLARSHIP

18

GOLF OUTING

AUGUST 5

PLATINUM SPONSORS

Includes golf cart, box lunch, two drink tickets, reception, hors d’oeuvres

Thanks to all who attended and to our generous sponsors for helping us bring our convention back better than ever!

PLATINUM SPONSORS

MAJOR SPONSOR

Scholarships totaling up to $25,000 will be given away thanks to our generous sponsors.

PLATINUM SPONSORS

Scholarships totaling up to $25,000 will be given away thanks to our generous sponsors.

C-GOLF-OUTING/ • 1-800-261-7429

REGISTER TODAY!

Scholarships totaling up to $25,000 will be given away thanks to our generous sponsors.

EGISTER TODAY! WWW.PIAW.ORG/PIA-EVENTS/YPC-GOLF-OUTING/ INFO@PIAW.ORG • 1-800-261-7429

REGISTER TODAY!

PIA 2022-23 Board of Directors (Left to Right): Mike Endres (Secretary), Bob Wolfgram, Jon Strom (Treasurer), Steve Clements, CPIA (President), Tracy Oestreich, CIC, CPIA, AU, CPIW (PIA National Director), Steve Albinger, Lacey Endres, CIC (VicePresident), Ryan Butzke, CIC, CISR (Past President), Octavio Padilla, Matt Cranney, CIC, CRM (Past President Liaison), Pete Hanson, CAE, CISR (Executive Director) NOVEMBER/DECEMBER 2022 [ 18 ]

Mike Endres with sons Wesley and Bentley accepts the Ron Von Haden Agent of the Year Award.

Tiffanie Courtney, CIC, CISR, CRIS of M3 Insurance is presented the Outstanding CSR of the Year Award by Danielle Janecka, of The National Alliance for Insurance Education & Research.

Immediate Past President Ryan Butzke, CIC, CISR presents Julie Ulset, CPIA with the Stony Steinbach Achievement Award.

Darren Dunn, CIC, AIC, PIA’s 2022 Company Representative of the Year

OCI Administrative Actions continued from page 17 allegations of providing unfair inducements in the sale of insurance.

Ian L. McCloskey, 315 Whiskey Rd. SW, Isanti, MN 55040, had his application for an insurance license denied. This action was taken based on allegations of having pending felony charges and failing to timely report criminal charges while previously licensed.

Nikolaos Paras, c/o PG Genatt Group, LLC, 3333 New Hyde Park Rd., Ste. 409, New Hyde Park, NY 11042, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Vermont, Virginia, and Utah on a licensing application; failing to timely disclose to OCI administrative actions taken by other states while licensed in Wisconsin; having an extensive history of administrative actions taken by other states; and failing to respond promptly to inquiries from OCI and other state insurance regulatory agencies.

TJ Pham, 5730 Brookhaven Dr., Racine, WI 53406, had his 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, owing delinquent child support, having a civil money judgment rendered against him by an insurer, failing to respond to inquiries from OCI, and providing incomplete and untrue responses on a licensing application.

Randy P. Polakoski, 106 E Church St., Oakfield, WI 53065, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jeffrey Pollard, 4400 Applecrest Dr., Palm Beach Gardens, FL 33410, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report to OCI administrative actions taken by the states of Indiana, New York, and Louisiana.

Gabrielle D. Portis, 800 N Central Ave., Apt. 910, Phoenix, AZ 85004, was ordered to pay a forfeiture of $500.00. This action was taken

based on allegations of failing to timely report to OCI administrative actions taken by the states of Virginia, New York, and Louisiana.

Nelson J. Ramos, 525 Lancaster Ave., Apt. 402, Reading, PA 19611, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to make complete disclosures of a criminal conviction and an administrative action taken by the State of New York on a licensing application.

Joe M. Roos-Evans, 805 W Hwy. 50, O’Fallon, IL 62269, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Wisconsin and Missouri on a licensing application.

Sarah Ruiz, 5253 Bittersweet Ln., Oshkosh, WI 54901, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Joshua E. Shapiro, 1185 Cameo Ct., Camarillo, CA 93010, had his application for an insurance license denied. This action was taken based on allegations of misconduct and fraud in an employment setting.

John P. Sivels, 11542 S Laflin St., Chicago, IL 60643, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report to OCI administrative actions taken by the states of New Hampshire, Arkansas, Alaska, and Arizona.

Bradley D. Stokke, 2862 E Princeton Ave., Eau Claire, WI 54703, agreed to pay a forfeiture of $500.00. This action was taken based on allegations of failing to disclose existing life insurance policies on a life insurance application.

James D. VanVonderen, W5976 Blue Bonnet Dr., Appleton, WI 54915, agreed to pay a forfeiture of $5,000.00 and agreed to a tenmonth suspension of his insurance license. These actions were taken based on allegations of selling unsuitable annuities and making misrepresentations in insurance sales.

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.

As a regional mutual company with over 100 years experience, we’re here for you now and in the future.

M A D I S O N M U T UA L .C O M

ANYTHING CAN HAPPEN WE HAVE YOU COVERED Matt Disher - Wisconsin Marketing Representative 608-515-4551 - mmdisher@madisonmutual.com

If you are an independent agent looking for a regional company that understands the challenges of writing personal lines, property/casualty insurance in the Midwest, we would like to speak with you.

NOVEMBER/DECEMBER 2022 [ 22 ]

F E AT U R E

How to Talk with Your Banker

By Paul Rudersdorf As an insurance agency owner, how do you explain your business to your banker? Most businesses have assets on their balance sheet that a bank feels comfortable lending on, like receivables, inventory, equipment, and real estate. But every now and then, you may need cash as well. Perhaps you’ll need cash to upgrade your computer system, hire new agents who won’t produce for 12 months, or buy another agency. Your balance sheet assets might include your building and cash, but not much else. How do you justify to your banker that you are a good candidate for a loan?

If you have been successful, you have a book of solid clients that provide great cash flow for your business. That book of business does not show up on your balance sheet, but it is real, it’s stable, it’s predictable, and it pays all your bills. It is a very dependable stream of earnings. The dilemma you face is the difficulty bankers have in lending on an intangible “asset” that doesn’t show up on any financial report.

agency? If your banker is on their game, they can help you determine the value of the agency, how much to pay, and structure a loan that makes sense to your unique situation.

The bank doesn’t always have the upper-hand, and it is not a given that you will have to pledge your home as collateral, do an SBA loan, or agree to numerous restrictive requirements. Every situation is different. There is no one way to structure a loan.

Here is what we know. The client book of business typically shows a high retention rate and determines the value of your business. Most banks don’t really understand this and have difficulty lending to an agency, and if they do, they often require a government guaranty and restrictive loan requirements.

When I was interviewing a prospective agency client as a banker, it was the norm that the agency owner believed the banker held all the cards, making them jump through numerous hoops to get a loan approved. They felt like they were begging for the money.

How do you tackle the frustration of seeking a bank loan when you need the money? You need a bank and a banker that understands the industry and feels comfortable lending to agencies. They are experienced and understand the uniqueness of the industry and how your business is valued.

They understand your mix of business, and they ask the right questions.

Banks want and need good clients, and you want them to fight to get you as a client. Maybe that should be your mindset at the start of the conversation. Remember, you are interviewing them as much as they are interviewing you.

Paul Rudersdorf is the owner of Northpoint Business Consulting, LLC, a former bank CEO, and works with insurance agencies.

Knowing how to talk to your banker is very important, and if you are a valued client of theirs, they will go to great lengths to serve you. What if you want to buy another PIAW.ORG [ 23 ]

COMMUNITY CORNER PIA Members are giving back to their communities year-round. We want to highlight what individual members and agency and 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!

ANSAY & ASSOCIATES PARTICIPATES IN UNITED WAY’S DAY OF CARING & HABITAT FOR HUMANITY’S ROCK THE BLOCK

Team members from Ansay & Associates in Eau Claire gathered with volunteers throughout Chippewa Valley to help local non-profits, schools, and community centers with various projects during the United Way of the Greater Chippewa Valley’s Day of Caring. The Ansay team worked together to help spruce up the children’s reading gardens and landscaping around Lakeshore Elementary School in Eau Claire.

The Ansay & Associates team near Sheboygan also got together in September to participate in Habitat for Humanity Lakeside’s Rock the Block event. During the day the group worked to repair fences, repaint window and door frames and pressure wash a house. The experience had the group work as a team to help restore a home for a homeowner in need. Both groups had days well spent helping their community!

R&R INSURANCE PACKS SNACKS FOR UNITED WAY

Team members at R&R Insurance in the Waukesha area got together to put together week-long snack packages to donate to the United Way of Greater Milwaukee & Waukesha County.

During the day, the team was able to put together 283 packages for those in need and worked together to support a great cause.

NOVEMBER/DECEMBER 2022 [ 24 ]

M3 SUPPORTS THE MILWAUKEE COUNTY ZOO

In September, employees of M3 and their families spent the day at the Milwaukee County Zoo learning about the many animals and conservation efforts, while exploring and enjoying the many attractions.

During the group’s lunch, M3 donated $10,000 to the Zoological Society of Milwaukee to help them in their efforts to conserve wildlife & endangered species, and educating people about the importance of wildlife and the environment.

ROBERTSON RYAN & ASSOCIATES LAUNCHES CHARITABLE FOUNDATION

Robertson Ryan & Associates recently announced the formal launch of the Robertson Ryan Charitable Foundation, a 501(c) (3) non-profit. The foundation will donate to non-profits and those in need through financial contributions, work to organize ongoing community volunteerism as well as their annual Community Service Day and help maintain relationships between agent owners and the non-profits they support. The new foundation will help Robertson Ryan in their commitment to the communities they serve.

Robertson Ryan employees during their annual Community Service Day

PIAW.ORG [ 25 ]

HR Snapshot

CAN WE REQUIRE REMOTE EMPLOYEES TO INFORM US WHEN THEY MOVE TO A NEW CITY OR STATE? Yes, you can and should require that remote employees notify the company when they move. There may be compliance and tax obligations when an employee relocates to a new city or state—not only for the employee, but also for you as the employer.

Answer from Kim, For example, a relocated employee may now be owed a higher minimum SPHR, SHRM-SCP wage or be eligible for paid sick leave. Workers’ compensation and unemployment insurance may also be affected.

CAN I REQUIRE APPLICANTS TO HAVE A HIGH SCHOOL DIPLOMA? We recommend that you not require applicants to have a high school diploma unless you can demonstrate that the requirement is job-related and consistent with business necessity. Requiring a diploma when it’s unrelated to the position can be discriminatory under both Title VII of the Civil Rights Act of 1964 (Title VII) and the Americans with Disabilities Act (ADA).

While federal law doesn’t explicitly prohibit employers from requiring applicants to have a high school diploma, the Equal Employment Opportunity Commission (EEOC) has cautioned employers about the use of such policies. According to EEOC guidance, “a high school diploma requirement is discriminatory under Title VII if it has a disparate impact on a protected group and is not job-related and consistent with business necessity.” A disparate impact occurs when a policy or rule appears to be neutral but results in a disproportionate impact on people within a protected class (e.g., race, sex, or religion). Diploma requirements may also violate the ADA if they tend to screen out individuals with disabilities when a diploma isn’t required to do the job.

When assessing the qualifications of job applicants, it’s best to focus on essential job functions and previous experience.

Answer from Rachel, SHRM-SCP

CAN WE CUT A PERFORMANCE IMPROVEMENT PLAN SHORT IF THE EMPLOYEE’S PERFORMANCE ISSUES HAVE GOTTEN SUBSTANTIALLY WORSE? In general, yes. When an employee is on a performance improvement plan (PIP), and their performance has not improved and has, in fact, gotten worse, it is perfectly reasonable to cut the timeframe of the PIP short and move forward with further disciplinary action, including termination. Unless it’s written to say otherwise—and it absolutely shouldn’t be—a PIP is not a guarantee of employment for the duration of the plan. It shouldn’t alter the at-will employment relationship.

Just be sure that you are following historical practices if you have had similar situations in the past. The most important thing is to remain consistent. Document—and tell the employee—the reason why the PIP was cut short, listing each policy violation or performance issue individually, in case you are asked to provide context at a later date.

NOVEMBER/DECEMBER 2022 [ 26 ]

Answer from Janelle, SHRM-CP, SHRM-PMQ

IF WE GET CALLED FOR A REFERENCE, CAN WE JUST VERIFY THE FORMER EMPLOYEE’S DATES OF EMPLOYMENT? Yes, it’s up to you how much or how little you share about a former employee. There’s no legal requirement to supply employment references for former employees. If you do share any information, it should be fair and accurate. Many organizations choose to share only basic information about former employees, such as dates of employment and job title. You should be consistent when providing any information to avoid any appearance of discrimination.

If you would like to provide more in-depth information about an employee’s character or job performance, we recommend having a policy in place to guide current staff on what and how information may be shared.

Answer from Kyle, PHR

WE WOULD LIKE TO RECLASSIFY AN EMPLOYEE FROM EXEMPT TO NONEXEMPT STATUS. IS IT OKAY TO DO THIS? WHAT DO WE NEED TO DO TO CHANGE THEIR STATUS? Yes, it’s possible to make this change. Any employee can be classified as a nonexempt employee, although we generally recommend that all employees in the same role have the same classification.

That being said, exempt employees sometimes feel there is a certain “status” involved in being salaried and exempt. If you decide to reclassify an employee, aim to do so in a manner that does not denigrate them or cause them to become disengaged.

When reclassifying employees from exempt to nonexempt, it’s important to clearly communicate the change in writing, make the change effective in payroll and job descriptions, and communicate your policies and expectations that will be affected. You’ll also want to ensure that managers understand all applicable wage and hour laws impacting nonexempt employees and how they may affect their day-to-day work. These may include: • Taking meal and rest breaks • Properly tracking their time • Reporting any overtime worked We also highly recommend that you implement this change with advance notice to the affected employees and with an effective date that falls on the start of a workweek and your payroll cycle. This gives you time to communicate your expectations and train your employees on the policies they’ll need to follow now. We recommend obtaining a written acknowledgment from the affected employees showing their understanding of these changes.

If you are reclassifying the employee because you realized they have been misclassified as exempt, you may want to speak with an employment attorney first since the change may tip the employee off that they were previously missing out on overtime or other benefits.

PIAW.ORG [ 27 ]

Answer from Sergio, SHRM-CP

NOVEMBER/DECEMBER 2022 [ 28 ]

F E AT U R E

Why You Should Incorporate ‘Giving Back’ into Your Marketing Strategy engagement by sharing a mission and purpose with your customer base.”

Consumers want to support organizations who give back, especially if it’s to a cause they care about as well. When your agency is vocal about its values and shows your commitment to helping those around you, you’ll make current customers more loyal and gain recognition from potential new ones.

Plus, you’ll set yourself apart from the competition who may not be as charitably focused.

If you view your marketing efforts solely or primarily through a financial lens, we encourage you to consider a broader humanitarian approach.

Caused-based marketing and charitable giving is a great way to support the local community, give back to those in need, and build better relationships. Not only will you feel good for doing it but being a socially conscious agency can help improve your marketing and sales results.

Companies who strategically support local organizations boost morale among employees, while attracting more customers. As a recent Forbes article highlights, “…we’re in the middle of a do-good renaissance where brands give back. But, as brands, we know philanthropy is about more than doing good in the world. Philanthropy increases brand loyalty when you practice it genuinely. Giving back increases

When you connect with organizations that share the same core beliefs, your reputation will elevate, and you’ll earn respect. People will know you’re committed to social responsibility, and you can experience big rewards as a result. Plus, giving back provides a boost to employee morale and can attract talent (especially younger demographics) because of your corporate culture of giving.

Helping a nonprofit or charity with an event can often mean free marketing for your firm. Whether it’s on the posters around town, t-shirts handed out at the event, or “shout outs” in social media posts, your agency’s name will gain exposure.

The holiday season is right around the corner. Be on the lookout for opportunities to give back. It doesn’t have to be big: volunteer at the local children’s hospital for an afternoon, host a canned food drive at the office, or donate to a local nonprofit. At the end of the day, giving back will make your team feel good — and you will likely see more sales as a result.

PIAW.ORG [ 29 ]

EDUCATION

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

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.

November 2022 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

Personal Lines Coverage Concerns: Annoying But Important 3 WI CE # 6000080480

11/1

8-11a

Scott Treen, CIC

Ethics: Essentials for the Insurance Producer 3 WI ETHICS CE # 6000080505

11/1

12-3p

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

An Hour with Cathy: Additional Insured Endorsements for Contractors 1 WI CE # 6000082723

11/2

1-2p

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

Certificates of Insurance and the Coverage Issues that Go With Them 3 WI CE # 6000110940

11/3

8-11a

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

Commercial Insurance Coverages, Court Cases & Chaos 3 WI CE # 6000082635 Utica Approved

11/3

12-3p

Terry Tadlock, CIC, CPCU, CRIS

Why Insurance to Value and Liability Limits are Always Wrong (and How to Fix That) 3 WI CE # 6000112609

11/7

12-3p

Steve Lyon, CIC, CPCU, ARM

Certificates and Additional Insureds: What Did I Do to Deserve This?!

3 WI CE # 6000115912

11/10

8-11a

Carissa Bonner, ANIS, CRIS

Chris Amrhein’s “Adventures in Aging”: Medicare and Other Retirement Healthcare Solutions 3 WI CE # 6000108253

11/15

12-3p

Chris Amrhein, CIC

An Hour with Sam: A Numbers Game – Mastering the Coverage Symbols in a Business Auto Policy 1 WI CE # 6000125422

11/16

1-2p

Sam Bennett, CIC, AFIS, CRIS, CPIA

Personal Lines Clients and Their New Normal 3 WI CE # 6000080286

11/17

8-11a

Nicole Broch, CIC, CISR, PLCS

Planting the Seed: Agent Strategies to Get and Keep Agribusiness Insureds 3 WI CE # 6000110471

11/29

8-11a

Sam Bennett, CIC, AFIS, CRIS, CPIA

Commercial Property – Direct vs Indirect Damage 3 WI CE # 6000080287

11/29

12-3p

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

An Hour with Dave: Fast Facts About Flood 1 WI CE # 6000123785

11/30

1-2p

David Thompson, CPCU, AAI, API, CRIS

NOVEMBER/DECEMBER 2022 [ 30 ]

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

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.

December 2022 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

That’s Personal: Home & Auto Exposures Your Insured Doesn’t Share (and Why That’s Bad) 3 WI CE # 6000080266 Utica Approved

12/1

8-11a

Scott Treen, CIC

Flood Insurance and the NFIP 3 WI CE # 6000059679

12/6

8-11a

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

Chris Amrhein’s “Adventures in Aging”: Social Security and Other Retirement Income Solutions 3 WI CE # 6000110967

12/6

12-3p

Chris Amrhein, CIC

An Hour with Nicole: Personal Umbrella Issues & Answers 1 WI CE # 6000082636

12/7

1-2p

Nicole Broch, CIC, CISR, PLCS

More Money, More (Insurance) Problems? Mastering P&C Coverage for the Affluent Market 3 WI CE # 6000121850

12/8

8-11a

Kym Martell, CRM, CIC, CRIS, AAI, MLIS

Why Good People Do Bad Things: A Deep Dive into Agency Ethics 3 WI ETHICS, CE # 6000112615

12/8

12-3p

Terry Tadlock, CIC, CPCU, CRIS

Employment Practices Liability: A Coverage No Business Can Afford to Be Without 3 WI CE # 6000112610

12/13

8-11a

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

Personal & Commercial Lines Endorsements: Some Good, Some That Really Stink 3 WI CE # 6000114369

12/13

12-3p

Steve Lyon, CIC, CPCU, ARM

Homeowners in Real Life: Tales of Claims & Coverage 3 WI CE # 6000080508

12/15

8-11a

Nicole Broch, CIC, CISR, PLCS

Growing Good Insurance: Using Property & Liability Endorsements to Fortify Farm Risks 3 WI CE # 6000115914

12/15

12-3p

Sam Bennett, CIC, AFIS, CRIS, CPIA

PIAW.ORG [ 31 ]

EDUCATION DESIGNATIONS AND UPDATES CIC WEBINARS & CLASSROOM

Anyone Can Attend No Exam or Proctor Required for CE 16 WI CE Each – Optional, Virtual Exam the Following Week

NOVEMBER 9-11 Life & Health Webinar

JANUARY 25-26 Personal Lines Webinar

FEBRUARY 15-16 Commercial Property Webinar

CIC GRADUATE RUBLE WEBINARS & CLASSROOM Exciting update option for CICs, CRMs, and CISRs! 16 WI CE

DECEMBER 14-15 Webinar

MARCH 8-9

JUNE 14-15

Webinar

Sheboygan (Includes 3 Ethics)

CISR WEBINARS

Anyone Can Attend. No Exam or Proctor Required for CE 7 WI CE Each

NOVEMBER 3

Personal Lines Miscellaneous

NOVEMBER 15 Commercial Property

DECEMBER 1 Agency Operations

NOVEMBER/DECEMBER 2022 [ 32 ]

DECEMBER 8

Elements of Risk Management

NEW CICs

The Certified Insurance Counselors (CIC) Program has been the insurance industry’s premier, proven source for practical, real-world education since 1969. For insurance professionals everywhere, the 16 hour Institutes represent a thoroughly rewarding learning experience, led by accomplished insurance and risk management speakers. Are you ready to challenge yourself?

Megan Belter, CIC, CISR M3 Insurance, Inc. Madison, WI Zachary Kaiser, CIC The McClone Agency Inc Sheboygan, WI Kevin Krizan, CIC Forward Insurance Agency Marshfield, WI Brittany Schmidt, CIC The Starr Group Greenfield, WI

Barbie Tupy, CIC American Insurance Services Eau Claire, WI

NEW CISRs

Tanya Wesley-Beckley, CIC, CISR Elite, CRIS West Bend - A Mutual Insurance Company, West Bend, WI

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

NEW CISR Elites

Victoria Cameron, CISR Dwight Swanstrom Company Duluth, MN

The honorable status for CISRs who aspired to be more and passed all nine CISR courses.

Kayla Marx, CISR Elite Marshfield Insurance Agency, Inc. Marshfield, WI Ashley Paull, CISR Elite TRICOR, LLC Baraboo, WI Courtney Schoofs, CISR Elite West Bend - A Mutual Insurance Company West Bend, WI

PIAW.ORG [ 33 ]

Meredith Heldt, CISR Church Mutual Insurance Co. Merrill, WI Kelsie Hoehne, CISR TRICOR, LLC Lancaster, WI Daniel Jajewski, CISR Hausmann Group Madison, WI Louise Leverenz, CISR Suhrke Insurance Agency, LLC Plymouth, WI Kellie Ryan, CISR West Bend - A Mutual Insurance Company West Bend, WI Andrew Skala, CISR Hausmann Group Madison, WI

THANK YOU 2022 SUPPORTING MEMBERS! Each year those insurance companies that choose to support the Professional Insurance Agents of Wisconsin, make so many things possible. It is because of them that we can offer top-notch, affordable networking and education opportunities to our member agents.

Platinum Supporting Members

Gold Supporting Members

Silver Supporting Members

NOVEMBER/DECEMBER 2022 [ 34 ]

promise

Since 1896

ROCKFORD M UTUAL I N S U R A N C E C O M P A N Y

(815) 489-3275

Are you our next Agent Owner or AFFILIATE AGENCY?

“We’re an agency for agents and we truly mean that.

Our agents are owners and they retain 100% ownership of their book.

Let’s discuss how you can grow your business with us.”

- Chris Illman, CEO

more markets. bigger return. proven success.

Learn More: Chris Illman I cillman@robertsonryan.com I 800.258.0277 I www.RobertsonRyan.com/agentowner PIAW.ORG [ 35 ]

13TH ANNUAL PIAW WINTER GET-AWAY LOW REGISTRATION FEE INCLUDES: TWO DINNERS, LUNCH, BOWLING, 10 WI CE CREDITS, PRIZES & MORE!

PIAW MEMBERS $149 / NON-MEMBERS WELCOME $179

FEBRUARY 1-3, 2023

• THE POINT HOTEL & SUITES $82 SINGLE, $164 TWO BEDROOM | 888-356-4431 • THE WATERS, $79 | 715-358-4000 HOT CONTINENTAL BREAKFAST AT BOTH

MENTION PIA FOR GROUP RATE WEDNESDAY, FEBRUARY 1 1:00 – 5:00 CLAIM TRENDS & INSURANCE (4 WI CE) 5:30 – 11:00 WELCOME GET TOGETHER AT THE OAKFIRE PIZZERIA PIZZA, APPETIZERS AND FREE BEER, WINE & SODA TO 7:30 FUN & GAMES SHUTTLE TO AND FROM THE POINTE & THE WATERS

EDUCATION PRESENTED BY

TODD DAVIS

THURSDAY, FEBRUARY 2 9:00 – 12:00 E&O AND COURTROOMS (3 WI CE & UTICA APPROVAL PENDING) 12:00

BUFFET LUNCH AT THE POINTE

2:00 – 4:00 BOWLING TOURNAMENT ISLAND CITY LANES SHUTTLE PROVIDED 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 3 9:00 – 12:00 THE ETHICS OF OZ (3 WI ETHICS CE) )

NOVEMBER/DECEMBER 2022 [ 36 ]

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

NEW MEMBERS AgEncy

Klein Insurance Services Inc. Oak Creek, WI

Point Insurance Plover, WI

Sutton Insurance Inc. Prairie du Chien, WI

Kossow Insurance Solutions LLC Oak Creek, WI

Risk Retention Insurance Services Mequon, WI

West Surburban Insurance Agency LLC Brookfield, WI

Lighthouse Insurance Agency LLC Neenah, WI

Sagen & Associates Insurance Brodhead, WI

COMPANY

Mark Burgoyne Brookfield, WI

Senica Insurance LLC Stevens Point, WI

Please be sure to check out all of the member benefits you now have access to at www.piaw.org

Safeco-Liberty Mutual Insurance Indianapolis, IN

ASSOCIATE

SERVPRO DeForest, WI

Foremost Insurance Group Grand Rapids, MI

UPCOMING EVENTS

THE PIA OF WISCONSIN IS KNOWN NATIONWIDE FOR ITS TOP-NOTCH EDUCATION AND NETWORKING EVENTS!

DECEMBER NOVEMBER

For a comprehensive list of all PIA education opportunities, including the 12-14 multiple topic 1-3 hour webinars, and pre-licensing, visit the Education tab at piaw.org.

3 CISR Personal Lines Miscellaneous (7 WI CE) 15 CISR Commercial Property (7 WI CE) 9-10 CIC Life & Health (16 WI CE) 1 CISR Agency Operations (7WI CE, 1 of 7 Ethics) 8 CISR Elements or Risk Management (7 WI CE) 14-15 CIC Graduate Ruble (16 WI CE) PIAW.ORG [ 37 ]

DIRECTORY

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. 6401 ODANA ROAD | MADISON, WI 53719 | WWW.PIAW.ORG PHONE: 608-274-8188 | TOLL FREE: 800-261-7429 | FAX: 608-274-8195

officers

Directors

Steve Clements, CPIA President Clements Insurance Agency 151577 King Fisher Ln. Wausau, WI 54401 (715) 842-1664 steve@clementsagency.com

Steve R. Albinger Couri Insurance Associates 379 W. Main St. Waukesha, WI 53186 (414) 916-9321 salbinger@couri.com

Octavio Padilla Nova Insurance LLC 4615 W. National Ave. West Milwaukee, WI 53214 (414)639-1650 octavia@novaagencies.com

Ryan Butzke, CIC, CISR Immediate Past President Northbrook Insurance Associates, Inc. PO Box 520 Slinger, WI 53086 (262) 297-7101 ryanb@northbrook-ins.com

Mitch Tarras Nett Insurance Agency LLC 607C Eastern Ave. Plymouth, WI 53073 (920) 893-3252 mitch@bwoinsurance.com

Lacey Endres, CIC Vice President M3 Insurance, Inc. 828 John Nolan Dr. Madison, WI 53713 (608) 288-2874 lacey.endres@m3ins.com Jon M. Strom Treasurer Image of Wisconsin PO Box 600 St. Germain, WI 54558 (920) 723-1209 jon@imageofwi.com Mike Endres Secretary Endres Insurance Agency, Inc. 2201 Eulalia Street Cross Plains, WI 53528 (608) 798-3811 mendres@endresinsurance.net

Staff

Matt Cranney, CIC CRM Past President Liaison M3 Insurance, Inc 828 John Nolan Dr. Madison, WI 53713 (608)288-2810 matt.cranneym3ins.com Tracy A. Oestreich, CIC, CPIA, AU, CPIW PIA National Director T4 Insurance Solutions, Inc. PO Box 408 Jackson, WI 53037 (262) 423-4949 tracyo@t4ins.com

Michael Winstanley Winstanley Insurance Agency Inc. 3044 S. 92nd St. West Allis, WI 53227 (414) 425-6914 mdw@mdwinstanley.com Bob Wolfgram Wolfgram Insurance Agency PO Box 122 North Prairie, WI 53153 (262) 349-9605 bob@wolfgraminsurance.com

Pete Hanson, CAE, CISR Executive Director phanson@piaw.org

Shirley Faherty Office Manager/Bookeeper sfaherty@piaw.org

Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

Becca Bredeson Administrative Assistant bbredeson@piaw.org

Heidi Hodel-Faris, CPIA, CIC Insurance and Member Services Director hhodel@piaw.org

Natalie White Communications Director nwhite@piaw.org

NOVEMBER/DECEMBER 2022 [ 38 ]

ready for

a new beginning?

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Limited appointments available, so visit BecomeAnErieAgent.com to learn more, or contact me today: Fred Johnson, CIC Vice President & Branch Manager, Wisconsin Branch (262) 798-1941 or (877) 740-3743 Fred.Johnson@erieinsurance.com Erie Insurance agents are independent contractors and not employees. All Erie Insurance agents are subject to all terms and policies as outlined in the Erie Insurance Agency Agreement and related policies and procedures.

1 Based on direct premiums written, Best’s Insurance Reports 2020. 2Based on direct premiums written, commercial multi-peril writers, Best’s Insurance Reports 2020. 3Based on year-overyear retention rate data compiled by ERIE as of December 31, 2020. CMS149_30 6/21

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