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JULY 2012


Ready to Roll?

New RV Product Now on Big “I” Markets! Big “I” Markets has partnered with National Interstate, a premier provider of RV coverage, to bring you access to a product designed specifically for RVs. Why make a personal automobile policy fit when you can access RV Specialty Insurance and deal with RV specialists? The National Interstate RV product features:

� Full-timers coverage � Disappearing deductible � Total loss replacement � Coverage for Commercial RVs RV coverage can and should fit the RV! Log into Big “I” Markets at to learn more and to request a quote. As always with Big “I” Markets, there are no access fees, no volume commitments and no special software needed. Take advantage of your Big “I” membership and log onto Big “I” Markets today!







Dale Heesch Dakota Ins Agency Baltic SD

PRESIDENT-ELECT Kathy Johnson First Western Insurance Rapid City SD





Gerrit Juffer Juffer Inc. Wagner SD

Steve Walker First Madison Insurance Madison SD

Amy Olson-Miller McKinneyOlson Insurance Sioux Falls SD


Gary Joyce Howalt-McDowell Ins. Inc. Sioux Falls SD


Jesse Konold Key Insurance Inc. Mobridge, SD

DISTRICT # 5 Gerrit Juffer Juffer Inc. Wagner SD





Pat Tollefson Insurance Plus Aberdeen SD

Mindy Huntington Fischer Rounds & Assoc. Watertown SD Steve Walker First Madison Insurance Madison SD

Annette Conway First Western Insurance Sturgis, SD



Dan Maguire Black Hills Agency Inc Rapid City SD

Chad Dubisar Boen & Associates Sioux Falls SD




The Executive Corner Jerry Diamond, Exec VP I have been following closely the Health Insurance Tax (HIT) which is part of the Patient Protection and Affordable Care Act (PPACA). This is a tax that is actually levied on insurers who issue health insurance policies. So why do we need to worry? The insurers will not just absorb this tax; they will pass it along to their customers (you and I). This tax won’t be paid by the insurers - it will be collected from and remitted by the insured.

Independent agents are the backbone of our insurance business. So, when you talk, we listen. Your requests have prompted us to provide real-time technologies for your convenience. We know you have better things to do with your time than perform tedious data entry. That’s why we’re using the latest technology to provide you with real-time access to your customers’ account information on Transformation Station and Transact Now™ make real-time inquiry available for: • Policy • Billing • Claims • Loss runs Renewals, endorsements, new business, cancellations, reinstatements—automatically downloaded into your agency management system with updates downloaded nightly. Contact our United Fire marketing team at 800-828-2705 to learn more about these real-time technologies. Go ahead . . . we’re listening! ®

United Fire Group

The tax is expected to add $500 per annual policy to the average qualifying family health insurance cost. The tax is a particular threat to small business and individuals as they are the ones who will end up paying this tax. The only ones exempt from this tax is Unions, State and local governments and big businesses who can afford to self-insure. In 2014, when the tax takes effect it will take $8 billion from small businesses in that year alone. It increases to an annual levy of more than $14 billion in 2018. According to the Employee Benefits Research Institute, nearly two million small businesses, twelve million employees and selfemployed who purchase health insurance in the individual market, and 26 million employees who are covered by their employer will be hit with the HIT Tax. If you want to know more about this tax there is a Health Care Coalition in South Dakota that IIASD belongs to that can help you understand the tax. Email Jeremiah M. Murphy, who is heading up the coalition at We have been working closely with Senator Thune to co-sponsor S.1880 to get this tax taken out of the PPACA.

Cedar Rapids, Iowa Follow us on Facebook!


E&O EDGE – Carolyn Hofer, E&O Administrator Solo Agents Need a Plan

Do you have a contingency plan in place? It is no surprise that in light of today’s economy, many insurance agency owners might be singing Beck’s song, “Go It Alone”. If that’s the case in your agency, you need to face reality and be prepared with a contingency plan in the event an emergency requires you to be away from your office . Is there a family member or friend who is a licensed agent or is there a neighboring agency that would be willing to continue to work the book of business in your absence? These are really tough questions and hard issues to confront. No one wants to deal with the possibility of not being able to follow their daily routine or temporarily or permanently being out of the work force. Think of it this way – you have dedicated your career to building and maintaining your business. You have clients who depend on your service and ability to help them when they have insurance needs. Their livelihood is resting in your hands. If they have a claim – who is going to take care of this if you are in the hospital recovering from major surgery? What about your family? They depend on your income and ability to provide for their needs. So, now you’ve got the picture and you are thinking seriously about the next step. How do you prepare a contingency plan? 1. Who’s got your back? Identify someone who can take over your workload at a moment’s notice. Remember, this needs to be a qualified person – a licensed agent who can continue to do business as if you were there…this could potentially be your competition. Work out a mutual agreement that you will step in for each other when necessary. The key is to pick someone you trust to best represent your interests without trying to replace you in the eyes of the client. 2. What will they do? You need to develop procedures and documentation that are easy to track and provide a roadmap for each and every file. This will not be a wasted effort, even if you never use your backup this documentation will save you time and money and is critical when facing E&O issues. 3. How will you prepare them? Your backup should be familiar with your agency procedures and processes and you need to touch base with them on a regular basis to keep the relationship strong. You also need to keep a list of current tasks and this would be their reference guide in the event of an emergency. 4.How will you notify and prepare clients? When you are planning for an absence, you can notify your clients, but what if you have an unexpected emergency. Be up front with your clients and let them know you have a backup – they should be impressed with the importance you are placing on providing them continued service.

Independent Claims Services to the Insurance Industry


P.O. Box 291 Aberdeen, SD 57402-0291 (605) 225-0725 Fax (605) 226-1618 Email:


P.O. Box 149 Chamberlain, SD 57325 (605) 734-6011 Fax (605) 734-6013 Email:


P.O. Box 201 Huron, SD 57350 (605) 352-5000 Fax (605) 352-5173 Email:


P.O. Box 400 Pierre, SD 57501 (605) 224-6155 Fax (605) 224-4735 Email:


P.O. Box 2138 Rapid City, SD 57709 (605) 343-3764 Fax (605) 343-1274 Email:


P.O. Box 611 Sioux Falls, SD 57101 (605) 338-3561 Fax (605) 338-0257 Email:


P.O. Box 435 Spearfish, SD 57783 (605) 642-4769 Fax (605) 642-4760 Email:


P.O. Box 203 Watertown, SD 57201 (605) 886-2318 Fax (605) 886-2335 Email:


P.O. Box 265 Yankton, SD 57078 (605) 665-3886 Fax (605) 665-3899 Email: 5. What are the risks? Change always brings about a certain amount of attrition. Keep the lines of communication open with your clients, your backup and don’t forget to notify your E&O carrier if you need a backup for a lengthy period or have that as part of your contingency plan so your backup notifies them. 6. Write it down. When you are preparing your business contingency plan, put everything in writing, not just for your own reference but to make sure you are on the same page with the person who will act as your stand-in. You may want to consult with a lawyer to draw up a contract that covers the details. Back to Beck’s “Go It Alone” – don’t find yourself “Drivin on the sidewalk –Lookin back and the sky is burning – In my rearview mirror” Be prepared for what the future may hold Develop a Contingency Plan


Division of Insurance News and Views

Division of Insurance Contact Information:

Administrative Actions on the Web In an effort to make public records more accessible, the Division of Insurance is now putting Administrative Actions on its website. After July 1, 2012 when a file which has resulted in an administrative action is closed the information will be posted at the following address: administrative_actions.aspx Insurance Director Merle Scheiber decided this change was appropriate in order to provide more access to both industry and consumers. “The Division has been considering making this change for the last year and thought this was the right time to make the change.” Scheiber said. While administrative actions have always been public documents that were available from the Division, July 1st marks the first time the documents have been available online. A survey by the Division’s staff concluded that a majority of states where already offering administrative actions online. Administrative actions that will be posted include monetary penalties, suspensions, revocations and cease and desist orders. This will be applicable to actions against all licensees including agents and insurers.

Merle Scheiber, Director South Dakota Division of Insurance 445 East Capitol Avenue Pierre, SD 57501 Phone: 605.773.3563 Fax: 605.773.5369

Whether your customers drive it, ride it, or boat it. We can insure it. HELPING YOUR CUSTOMERS FIND THE RIGHT POLICY HAS NEVER BEEN EASIER. Partner with a leader. It’s no secret why drivers use independent agents. You offer quality service, and a convenience second to none. But Progressive can help too. Because Progressive is not only a leader in auto insurance, but also truck, boat, motorcycle and RV. Plus, drivers who switch to Progressive save an average of $550 on their auto insurance. So no matter what you’re helping your customers insure, together — we can help them insure it for less.





Progressive Casualty Ins. Co. and its affiliates, Mayfield Village, OH. Auto insurance prices and products are different when purchased directly from Progressive or through independent agents/brokers. Not available in all states. Market positions from Highline Data’s 2007 written premium data, NAIC 2008 market share data, and 2008 Millward Brown & Harris Interactive survey data. 10A00065.A11 (08/10)


Kayla’s Computer Advice 12 Core Competencies to Help Insurance Companies Close the IT Skills Gap By: Kayla Longbrake Administrative Coordinator It wasn't long ago that IT organizations were exhorted to align with the business; today, that's old advice. The new IT mandate is to be the business. Arguably the youngest member of all the corporate functions, IT is scaling the maturity curve. From its start supplying basic technology services, IT has become a provider of reliable business solutions for many enterprises. Today, however, with a wide range of provider choices — from as-a-service computing models to outsourcers — IT needs to become a partner that delivers strategic business value. In forward-thinking companies, IT is enmeshed in the fabric of the business team and is at the table contributing to strategic business decisions. For the majority of firms, however, a gap exists between how IT is perceived versus where it needs to be in order to remain the technology partner of choice. That gap is rapidly widening in today's business world. Even with lean technology budgets and an intransigent maintenance-to-new development ratio, C-level expectations are on the rise. Insurance IT organizations are expected to deliver innovative capabilities at the speed of business in a complex economy. So how can insurance IT organizations close this gap? First, they need to visualize what the 21st century IT workforce/culture looks like: It has a proactive mind-set; it is a "strategic partner" to the business; it is a unified team; it measures success through business results; and it places an emphasis on partnering skills. Next, they need to assess the core competencies of their IT workforce and craft individual development plans to build the new skills to achieve the desired state. Many of these new skills would not traditionally be associated with IT; for instance, while "technical skills" appears on Google's "eight habits for highly effective managers" manifesto, it falls at the very bottom, topped by "coaching," "empowering the team" and "being a good communicator," among others. management (relationship-building) with the "science" (tools and methodologies). With that in mind, here are 12 core competencies to help insurance IT organizations close the skills gap: 1. Influence: Guide business clients’ decisions and actions, even without direct positional authority. 2. Enabling change: Drive change with purpose and intent instead of just “letting it happen.” 3. Leadership: Make the key mind-set shifts and adopt the behaviors that enable excellence. 4. Consensus building: Resolve power struggles, dissolve resistance to change and garner needed support through persuasion, trust-building and rapport.

5. Business acumen: Understand the business environment: challenges, responsibilities and pressures. 6. Communication: Effectively interact with people by listening, developing empathy, using diplomacy, sharing your expertise and dealing with emotions. 7. Strategic focus: Operate from a consolidated view of clear, finite priorities rather than fighting fires. 8. Organizational understanding: Step out of IT and understand the factors that influence your projects, including key stakeholders and their power levels, connections, relationships and previous histories with each other. 9. Problem solving: Work through complexities with respectful negotiation/conflict management skills. 10. Project management: Balance the "art" of project 11. Technical understanding: Continually educate yourself and clients on how the business can differentiate itself through technology-enabled capabilities. 12. Client orientation: Build a service strategy that is dedicated to the client’s best interests, and be ready to answer the question, “What’s in it for me?” For 21st century insurance industry leaders, business and technology strategies will be so intertwined as to be indistinguishable from each other. Technology is the new face of the business, but ironically, doing it well depends less on technology than on the human side of the IT enterprise. By focusing on a new set of core competencies, IT can transform into the mature and evolved profession it needs to be. Dan Roberts is CEO and president of Ouellette & Associates Consulting, a Bedford, N.H.-based firm focused on developing the 21st century IT workforce.

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

Omaha Branch: 800.338.9735 | Home Office: Des Moines, IA Š Copyright Employers Mutual Casualty Company 2011 All rights reserved

5269_EMC_AD_Group_SDAgentsBulletin7x10.indd 1

12/10/10 3:56 PM


“What Do I Do – My License Expires on April 30th”

The calls have been coming in from agents who are being asked to provide proof of their producer license renewal. It

is true, the copy we all have hanging on the wall does say that our producer’s license expires on April 30th, 2012. We are now in the transition to the Birth Month Renewal format for Producer’s Licensing. For those of you who were born in April, you will be required to renew before the end of this month.To renew your license, go to and click on “Renew a License”. You will need your producer license number and your social security number. The cost of license renewal is $20.You can also print out an updated copy of your license which will show your corrected expiration date. There is a charge of $5 for each license type. Be sure to sign up for “Sircon Producer’s Edge”. Sircon ProducerEDGE is a convenient and powerful view of your licensing and compliance information. It's your personal compliance tool — and best of all — it's free.

Review of the chart below it shows that anyone who has a birthday in the month of January, February or March, will not be required to renew their license or complete the required CEC to do so before their birth month in 2013.

Birth Month April May June July August September October November December January February March

Renewal Deadline April 30, 2012 May 31, 2012 June 30, 2012 July 31, 2012 August 31, 2012 September 30, 2012 October 31, 2012 November 30,2012 December 31, 2012 January 31, 2013 February 28, 2013 March 31, 2013

Feel free to call Carolyn Hofer at 605-224-6234 if you have any questions about license renewal.

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BIG “I” PRAISES HOUSE PASSAGE OF PPACA REPEAL BILL Urges Congress to quickly fix the most onerous of the law’s provisions.

WASHINGTON, D.C., July 11, 2012 — The Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) today praised the U.S. House of Representatives for passing H.R. 6079, which would fully repeal the Patient Protection and Affordable Care Act (PPACA). The Big “I” has been actively engaged throughout the health care reform debate, opposed passage of the PPACA in March 2010 and was disappointed with the U.S. Supreme Court’s recent decision finding most of it constitutional. Although the association successfully worked to improve several provisions in the final language, the law unfortunately does little to stem the skyrocketing cost of health care and will be financed on the backs of small businesses. “The Big ’I’ is grateful to the House of Representatives for keeping up the pressure for repeal of the PPACA by passing H.R. 6079,” says Bob Rusbuldt, Big “I” president & CEO. “Our members are both sellers and consumers of health insurance, and are therefore being hit twofold by the many negative consequences of the new health care law.”

Insuring the Midlands Since 1891 Les Hileman, CPCU, AIC Vice President of Agencies 800-742-7433

The repeal bill will now be sent to the Senate, where its prospects appear to be slim. Short of full repeal, the Big “I” will continue to work towards solutions to issues caused by the law that hurt agents most directly. “The Big ‘I’ urges Congress to quickly fix the most onerous of the new law’s provisions,” says Charles Symington, Big “I” senior vice president of government affairs. “In particular, the Medical Loss Ratio (MLR) regulations have been in effect since January 2011, and are doing harm to our small business membership and their customers. If full repeal falls short, we ask Congress to amend these regulations as soon as possible to exclude agent compensation.”

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COMMERCIAL INSURANCE PRICES RISE Commercial insurance prices in aggregate increased by nearly 5% during the first quarter of 2012 compared to the 1st quarter of 2011. This is the fifth consecutive quarter that prices rose, according to Towers Watson. •CLIPS data revealed that the largest price increases were once again in workers’ compensation and commercial property. •Price increases were observed across all account sizes for standard commercial lines, with the most significant increases observed in mid-market accounts. •Specialty lines lagged, with much more modest increases of less than 2%.

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WE CAN HELP your CustomErs INsurE ANytHING oN Four WHEELs, tWo WHEELs or No WHEELs At ALL. THE ONE-STOP SHOP THAT SAVES YOUR CUSTOMERS AROUND $475 ON THEIR AUTO INSURANCE. Partner with a leader. It’s no secret why drivers use independent agents. You offer quality service, and a convenience second to none. But Progressive can help too. Because Progressive is not only a leader in auto insurance, but also truck, boat, motorcycle and RV. Plus, drivers who switch to Progressive save an average of $475 on their auto insurance. So no matter what you’re helping your customers insure, together — we can help them insure it for less.





Progressive Casualty Ins. Co. and affiliates. Auto insurance prices and products are different when purchased directly from Progressive or through independent agents/brokers. Not available in all states. Market positions from 2011 Millward Brown & Harris Interactive survey data and Highline Data’s 2009 written premium data. 10A00065.B (01/10)







AGENT WANTED: Licensed in all Lines; Must locate to Rapid City; Should have two (2) years of Experience in Medical Professional Liability Insurance, Disability Income coverage. Salary plus Commissions with some travel required Health and Dental Insurance provided: Retirement plan Send Resumes To: IIASD PO Box 327 Pierre, SD 57501 or send e-mail to

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Sentry Knows Trucking Sentry understands trucking is your number one priority. That’s why we constantly review and enhance our coverages to provide you with the insurance protection you need. Some of the important coverages we offer include: • Unlimited towing coverage • Pollution liability

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Thank You Dear IIASD Members, My warmest and most heartfelt thanks go out to Jerry and the members of IIASD who took time away from their busy summer schedules to assist Robin and I with the reconstruction of our home that was damaged by the flood of 2011. Our home has a long way to go and hopefully we can complete the rebuilding task by this Christmas. We have many things left to do, but we would have many more to do if IIASD members had not pitched in with their time, skills and cost of coming to our home. Many things over the past several years have made it difficult to smile, but the kindness and giving that has come from so many places has rekindled my faith in the human spirit. The members of SDIIA are a special association with a special gift of caring. I will never forget and will always be ready when someone else needs a helping hand. Our warmest appreciation, Merle and Robin.

Tired of waiting for the market to change? At Ringwalt & Liesche, we’re not waiting around. We’re proud to be an agency that can offer stability regardless of market conditions. Check out our website at to learn more, or just give us a call - we’d love to hear from you! • Commercial Auto • Garage Liability • General Liability • Commercial Property • Workers’ Comp • Motor Truck Cargo • Prize Indemnification

Ringwalt & Liesche Send your submissions to: P: 800-708-7448 • F: 402-916-3333 •


NEW MEMBERS CORNER: Meet new members of our Association We look forward to providing services to:

Member Agencies: Garza Insurance Agency Sioux Falls, SD Obed Garza, Principal

Associate Agencies: Progressive Marketing Strategies, Inc. Tyndall, SD Steve Koenig, Principal

Join us in welcoming them to IIASD!

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Independent Insurance Agents of South Dakota 2012 CONVENTION & TRADE SHOW The Lodge, Deadwood, SD 100 Pine Crest Lane, Phone: 605-584-4800 September 9-10-11, 2012

Sunday, September 9, 2012

Time: Event: 8:00am-3:00pm Exhibitors Setup Noon Registration Opens 1:00pm Golf Tournament 3:00-8:00pm Exhibitors Open 6:00-8:00pm Opening Reception 8:00pm Closed Doors Activities 9:00-12:00am Hospitality Room/ Slot & Texas Hold’em Tournaments

Monday, September 10, 2012

Time: Event: 7:00-8:30am Breakfast 8:00am-Noon State Certified: “Annuity Suitability Training” - 4 hrs L&H CEC- Sandy Kost 9:00am-Noon “Communicating & Connecting with People”- John Chapin 10:00am Spousal Event: TBA Noon-1:30pm Awards Luncheon 1:30-3:30pm “Project CAP and Your Agency” Paul Martin- 2hrs. CEC 1:30-3:30pm Continuing Ed 2 hrs General (pending) Insurance Data Security -Kevin Steff/ Chad Knutson 3:30pm Ice Cream Social 3:45-5:00pm Annual Business Meeting 6:00-6:45pm Hospitality Room 6:45-9:00pm Annual Banquet Entertainment: Shawn Rapier One Man Comedy Show 9:00-12:00am Hospitality Room

Tuesday, September 11, 2012

Time: Event: 7:00-8:30am Breakfast 8:00-12:00pm Continuing Ed 4 hrs Property & Casualty (Pending hours) “Insurance Trends and Current Events” Markel- Chris Behymer 8:00-12:00pm Continuing Ed 4 hrs. Property & Casualty (Pending hours) “Unlocking Personal Lines-New Homeowners” Angela Heavener Noon-1:30pm Closing Luncheon 1:30pm


$$$ WIN WITH TRUSTED CHOICE $$$ 2012 IIASD Convention September 9 -11, 2012 Deadwood Lodge

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Come One – Come All – Head to Deadwood for a great Deal!

Golf Company Trade Show Surprise Closed Door Fun! Hospitality Slot and Texas Hold’em Tournaments Communication Skills training CEC classes – 10 hours Live Entertainment Great Food

Online registration is now open at 2012 IIASD Convention is Your Trusted Choice!


Pre-Licensing Class Announcement IIASD and A.D. Banker of the Dakotas Have Partnered

We are excited to announce that IIASD and A.D. Banker of the Dakota have partnered to provide insurance and securities licensing preparation classes and materials at a 15% IIASD Member Discount. A.D. Banker offers Exam Prep classes each month in Sioux Falls and quarterly classes in Rapid City. Class schedules are listed at: Self-study and online study options for Exam Prep are also available. Materials and classroom instruction have been very successful with an average of 95% of students taking their license exam passing on the first try! Sandy Kost is the Owner/Managing Director of A.D. Bankers of the Dakotas and has worked in the insurance and financial services industry since 1988. She has worked with insurance agents, investment reps, agencies and banks in SD, ND, NE, IA, MN and WI. She has provided training on various products and topics. To register for a class or to order materials, go to: Call: 605-271-4440 or 877-317-3087. Be sure to use the IIASD Promo/Discount Code to receive your 15% Member Discount. Promo Code: 1594626 IIASD 2011 in color FINAL_Layout 1 10/27/2011 3:22 PM Page 1

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


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UPCOMING EVENT: REGISTER ONLINE : at for the Fall Crop Seminar which is on August 9, 2012 at the Ramkota Hotel and Convention Center in Pierre, SD 57501 605-224-6877 Note: Only 50% of your Crop CEC can be earned from company sponsored education.

New Office in Rapid City, SD Bruce Eleeson & John Keffeler Ph: 605-791-5565 Assignments: We commit ourselves to providing you with the highest quality claims and case management services available in our industry. We appreciate your continued support and look forward to serving your needs. Please visit our website for a directory of our staff, services, and coverage area. Jeff Jares, AIC AIM President Adjusters Nancy Almendinger SCLA SDWCS Jennifer Andrisen Selzler, Mgr. SCLA AIC CSRP SDWCS Bill Blackman AIC Lynn Bren SCLA AIC Ron Burmood MBA AIC Kay Greve AIC, INS Dave Johnston SCLA Jerry Matthiesen AIC Chad Moore Wendi Peterson AIC Kimberly Rausch SDWCS Dave Sendelbach CPCU AIC Karl Weber SCLA AIC Tim Wieker SCLA AIC HCRI-R Amy Kvernmo Brad Wilson AIC SDWCS Case Managers Donna Passick RN CCM Kelly Rud RN BA LNCC Deb Whipple RN BA CCM Brenda Whiting RN CCM

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FRAUD CONVICTIONS After spending years driving people to defraud, Kevin Washington will be driven to jail.

The Houston, TX, man illegally referred dialysis patients from a nursing home where he worked to an ambulance service in exchange for cash. He also was convicted of fooling doctors at the nursing home into ordering medical transport for patients not living in the home. The ambulance company paid Washington $22,000 for his referrals, details which authorities found on a list in his computer. Undercover video further showed an ambulance manager bribing a patient to take a dialysis ride. After billing $1.2 million, Washington will spend two years off the road and behind bars.

Jeremy Wilds had a lot of time on his hands while serving time in a Livingston County, MI, jail

for assault and domestic violence. He did not exactly put that time to good use, planning his next crime — torching his home for insurance money. Wilds persuaded a fellow prisoner to burn down his home in exchange for a $50,000 insurance payday, and even drew a map of the property, the inmate said. He will be mapping out some time in his schedule for jail, after getting another five years for the attempted scheme.

Insurance agent Landon Strauss scored a nice $128,000 commission check on a $20-million

insurance policy for a rich elderly client. Problem was, Strauss faked the information on the policy application and his client was hardly eligible for such a high-dollar policy. The San Diego, CA, agent stole an acquaintance’s identity to create a phony CPA letter stating the elderly insured was a multimillionaire with a net worth of $44.9 million. The insurer uncovered the plot and notified the state fraud bureau. Strauss pled no contest this week, receiving three years of probation and was banned from working in insurance for life.

Tahib Smith Ali was on probation for insurance fraud when he bought a chiropractic business in

Philadelphia and began treating patients. He did not have a license or medical certification, but submitted more than $1.4 million in medical claims over the course of a year using the identity of the previous chiropractic owner. Ali is said to have hired a part-time licensed chiropractor, to whom he would direct patients that did not fit his criteria of attractive women. Seeing claims spike up by a million dollars in one year, investigators grew suspicious. Just before jury selection, Ali admitted to 50 counts of health-care fraud, 50 counts of making false statements, and one count of aggravated identity theft and faces jail.

Thomas Dombroski’s right arm was so injured he was unable to deliver mail anymore, much less use it for other things, he claimed. The Syracuse, NY, postal worker pocketed $18,353 in workers’ comp benefits while he was out of a job, recovering from his pain. Not so, investigators discovered, after filming Dombroski installing roofs, carrying building materials, repairing gutters, loading firewood, carrying cement cinder blocks, and lifting a 55-pound air compressor for his contracting business. He pled guilty this week and faces up to five years in jail.


“Individually, we are one drop. Together, we are an ocean.”


Ryunosuke Satoro

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• Local company with over 60 years agriculture insurance experience • Quality products • Competitive pricing • Expert claims and underwriting services

Be Protected. Be Sure®. To learn more about AWI contact Bruce Meyer at or call 605-929-2782.


Agribusiness • Farm & Ranch • Farm & Ranch Auto • Personal Auto Excess Liability • Watercraft • Crop-Hail • Multi-Peril


House Plans July Vote on Repealing Health Care Law as Republicans Intensify Attack on President Reacting swiftly to the Supreme Court’s decision to uphold the Patient Protection and Affordable Care Act, House Republican leaders on June 28 immediately called for a vote on July 11 to repeal the law in its entirety. "The president’s health care law is hurting our economy by driving up health costs and making it harder for small businesses to hire," said House Speaker John Boehner, R-Ohio in a statement following the Supreme Court’s decision. "Today’s ruling underscores the urgency of repealing this harmful law in its entirety." Democratic strategists however, called the ruling a victory for President Obama that would likely re-invigorate his sagging re-election campaign. For his part, the president asked Congress and the country to move beyond divisive politics and to focus on improving the economy. "With today’s announcement, it’s time for us to move forward—to implement and, where necessary, improve on this law," he said, speaking in the East Room of the White House. "And now is the time to keep our focus on the most urgent challenge of our time: putting people back to work, paying down our debt and building an economy where people can have confidence that if they work hard, they can get ahead." The president acknowledged that the law was politically unpopular, but as he briefly outlined the positive aspects of health care reform, he re-affirmed his belief that it was a move in the right direction. "Whatever the politics, today’s decision was a victory for people all over this country whose lives will be more secure because of this law and the Supreme Court’s decision to uphold it," said Obama. Having lost the legal battle over President Obama’s signature policy victory, GOP leaders in both the House and the Senate said the majority of Americans do not like the law and health care will be a major issue in the presidential election, including its impact on the economy and jobs. "If nothing else, today's health care decision underscores the importance of this election," said House Majority Leader Eric Cantor, R-Va. "The people of America are going to have a choice to make in November and clearly it's a choice that will bear upon the direction of this country as far as our health care is concerned." Former Senate Finance Committee Chairman Charles E. Grassley, R-Ohio, targeted the Court’s argument that, while Congress’ ability to regulate is limited, its ability to tax is unlimited. "The only way the law is constitutional is by doing what the president denied, that the penalty was a tax," said Grassley. "The legislation was sold in Congress and to the country under false pretenses." Republican members of the House Ways and Means Committee issued a release highlighting the fact that the Supreme Court’s health care ruling leaves in place 21 tax increases enacted as part of that law. According to the summary, 12 of those provisions target Americans earning less than $200,000 per year for singles and $250,000 per year for married couples. They claimed that the provisions are "a clear violation of the president’s pledge to avoid tax hikes on low- and middle-income taxpayers." They also cited a revised estimate from the nonpartisan Joint Committee on Taxation (JCT), which does not include updated scores for the individual mandate, the employer mandate or certain other revenue effects, showing "the tax increases that remain on the books will cost taxpayers more than $675 billion over the next ten years." Senate Republican leaders also backed calls to immediately repeal what is often referred to as "Obamacare." "Today’s decision makes one thing clear: Congress must act to repeal this misguided law, " said Senate Minority Leader Mitch McConnell, R-Ky. "Today’s decision does nothing to diminish the fact that Obamacare’s mandates, tax hikes and Medicare cuts should be repealed and replaced with common-sense reforms that lower costs and that the American people actually want," stated McConnell. "It is my hope that, with new leadership in the White House and Senate, we can enact these step-by-step solutions and prevent further damage from this terrible law." While Republicans vowed to continue their efforts to overturn the law, Democrats quietly expressed approval of the Court’s finding that health care reform abided by the Constitution, leaving Congress with the freedom to focus now on the economy. Senate Majority Leader Harry Reid, D-Nev., also called on Republicans to "stop fighting yesterday’s battles," adding, as did the president, that lawmakers will continue to address imperfections in the law. "No one thinks this law is perfect. But Democrats have proven we’re willing to work with Republicans to improve the Affordable Care Act," said Reid from the Senate floor. "Now that this matter is settled, I hope we can work together to create jobs and secure this country’s economic future." House Ways and Means Committee ranking member Sander Levin, D-Mich., issued a release saying, "The winners today are the American people. After nearly five decades—spanning eight presidents—we have succeeded in enacting comprehensive health care reform. Americans are already benefitting from the law’s provisions that prevent the worst insurance company abuses, expand preventative care, reduce prescription drug costs for seniors, and allow young adults to stay on their parents’ insurance." He added, "Now we can move forward and implement the law’s provisions that will expand coverage, and reform our overall system to reduce costs for middle-class families. I urge my Republican colleagues to respect the opinion of the Court and end their misleading and partisan all-out assault on health care reform."


HELP WANTED Growing multi-line agency looking for a great personality! Looking for the right candidate that is interested in selling P & C and L & H – experience great- but would be willing to train the right person. Please contact Cassie at 229-5200 or e-mail if interested or for more information.

Send your resumes to:

Dakota Financial Services 2324 NE 8th Ave Aberdeen, SD 57401

HELP WANTED: Established bank-owned agency in southeastern South Dakota seeking Property /Casualty and Multi-peril Crop insurance agent. Offer a very good compensation package with an excellent working environment. Prime opportunity for advancement and growth. Send resume to: IIASD, Box 327, Pierre, SD 57501 or email to

HELP WANTED : NWGF Mutual Insurance Company has an immediate opening for a Marketing Representative to service our South Dakota Agents. NWGF is a South Dakota domestic company who specializes in developing strong service oriented personal relationships with our South Dakota Independent Agents. This is a unique position which offers reduced hours, flexible scheduling and field office environment, not requiring relocation for current South Dakota residents. This position presents an ideal opportunity for the mature agent or CSR desiring a transition from the hectic pace of full time employment into a more manageable balance of work and personal time. Responsibilities include supporting and training our NWGF agents on all aspects of NWGF product lines and technology necessary for the placement and maintenance of personal and farmowner lines of business. Preference will be given to candidates possessing agency experience and knowledge of personal and farmowner product lines. Candidates should be experienced in the “on-line” placement of business and possess familiarity with a variety of carrier technology offerings and environments. Strong written and verbal communication skills with excellent customer service skills required. Benefit package and company vehicle included.

Please send your resume to:

NWGF Mutual Insurance Company - Attn: Sharon Kunz - P.O. Box 100 – Eureka SD. 57437-0100

HELP WANTED: Large West River agency looking to fill two producer positions. Please send resume to Questions may also be directed to this email address.



Judith Harris, 69, of Plankinton, SD passed away on Monday, February 27, 2012 at her home of natural causes. Judith Ann (Colvin) Harris was born on June 11, 1942 in Mitchell, SD to Thomas Jay and Josephine K. (Sobek) Colvin. She graduated from Plankinton High School in 1960. On November 25, 1960 she was united in marriage to Merrill Harris at the United Methodist Church in Plankinton. She and Merrill farmed until 1981 and she was employed as a bookkeeper for Centennial Carpet. Later, she joined Merrill at Harris Insurance Agency in Plankinton. Judy was a member of the Plankinton United Methodist Church, the UMW and Queen Esther Circle. She actively participated in Eastern Star for the past 45 years, serving as a Grand Officer for the SD Grand Chapter in 1987. Also serving on the Fish Lake Country Club Board as Treasurer for 9 years. She loved spending time with her children, grandchildren and great-granddaughter. She enjoyed many activities, such as sewing, golfing, traveling and spending time with friends.

June 11,1942 - February 27,2012


BIG “I” APPLAUDS PRESIDENT FOR SIGNING FLOOD INSURANCE REFORM BILL INTO LAW Long-term extension and reform was a top priority for Big “I.” WASHINGTON, D.C., July 6, 2012 — The Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) today praised President Barack Obama for signing the “Biggert-Waters Flood Insurance Reform and Modernization Act of 2012” into law. The new law extends the National Flood Insurance Program (NFIP) for five years and makes needed reforms to the program. The Senate and House passed the legislation last week as part of a Conference Report package along with the Surface Transportation Act of 2012 and an extension of the Federal Direct Stafford Student Loan program. “The Big ‘I’ commends President Obama and Congress for working together, and in a bipartisan fashion, to protect millions of homeowners and businesses across the country who are threatened by flooding,” says Robert Rusbuldt, Big “I” president & CEO. “The Big ‘I’ looks forward to the implementation of the many provisions that will help put the program on more solid financial footing.” The legislation that was signed into law today will extend the NFIP for five years, until Sept. 30, 2017, and make important reforms to modernize the NFIP. These include phasing out subsidies for many properties, raising the cap on annual premium increases from 10% to 20%, allowing multifamily properties to purchase NFIP policies, imposing minimum deductibles for flood claims, requiring the NFIP administrator to develop a plan for repaying the debt incurred from Hurricane Katrina, and establishing a technical mapping advisory council to deal with map modernization issues. The new law will also require the Government Accountability Office (GAO) to conduct a study on the prospect of adding business interruption and additional living expenses coverages to the NFIP and would require the Federal Insurance Office (FIO) to study and submit a report to Congress on natural disaster insurance issues and possible legislative solutions. “This legislation has been a top priority of the Big ‘I’ for the last several years, and we are very proud today that this balanced, bipartisan bill that will protect both consumers and taxpayers has finally been signed into law,” said Charles Symington, Big “I” senior vice president of government affairs. “In particular, the Big ‘I’ would like to thank Chairmen Spencer Bachus (R-Ala.) and Tim Johnson (D-S.D.), Ranking Members Barney Frank (D-Mass.) and Richard Shelby (R-Ala.), Reps. Judy Biggert (R-Ill.) and Maxine Waters (D-Calif.), and Sens. Jon Tester (D-Mont.) and David Vitter (R-La.) for their leadership and hard work in this endeavor.” Founded in 1896, the Big “I” is the nation’s oldest and largest national association of independent insurance agents and brokers, representing a network of approximately a quarter of a million agents, brokers and their employees nationally. Its members are businesses that offer customers a choice of policies from a variety of insurance companies. Independent agents and brokers offer all lines of insurance—property, casualty, life, health, employee benefit plans and retirement products. Web address:

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Sales Success Ideas: 5 Tips for Staying Motivated Every Day By: John Chapin These days there are a lot of negatives flying around out there. Unemployment, the economy, and a plethora of other items are lurking around every corner in the form of newspapers, television, and negative people, and they are waiting to pounce on you and sap your energy and your morale. In addition to that, there are the personal issues that occasionally arise in life from a simple flat tire to major issues such as those related to job, health, and relationships. You know the key to your sales success lies in your ability to show up every day, put your game face on, and get the job done, regardless of what’s going on in your life. With that in mind, how can you best ensure you stay on track and don’t let outside issues and problems hit you hard internally and derail your success?

5 Steps to Stay Positive at All Times Step 1: Insulate yourself from the negatives. The first way to insulate yourself from negatives is to limit the amount of them that go into your brain. Specifically, avoid as much negative news and as many negative people as you can. The second way to insulate yourself from negatives is to put lots of positives into your brain and to hang out with positive people. Studies have shown that a positive thought and a negative thought can’t occupy your brain at the same time. We also develop habitual ways of thinking, either positive or negative. In this case you can’t get too much of a good thing. Read, watch, and listen to all the positive, up-beat information you can. Also remember, you are who you hang out with. Step 2: Accept that there will be problems. Yes, there will be days when life will try to run you over. Problems are a part of life, you will have problems, and some of them will be big. While you don’t want to dwell on what problems could arise, you do want to mentally prepare by accepting that you will run into them. See your problems as a challenge. It’s simple, either your problems steam-roll you, or you steam-roll your problems. Your problems either stop you, or you stop them. In life, you’re either the windshield or the bug, and you decide which you will be. If you do get knocked down, get up as soon as possible. Studies have shown that the amount of time someone stays down after a personal crisis relates directly to how happy and financially successful someone is, the shorter the time, the more happy and successful the person is.

Also, “people” are really what life and happiness are all about. You want to have some good, solid relationships and have a decent social life outside of work. We must have balance in life with work, play, health, etc., in order to feel good and be truly happy. From a professional standpoint, it’s good to be a member of a mastermind group, have a mentor or two, and ultimately have someone who will hold accountable for your goals and dreams. Step 4: Have a powerful WHY. It’s simple, if you know where you are headed in life for yourself and for your friends and family, and you have powerful reasons WHY you must get there, you’ll get there, nothing will stop you. If you don’t know why you do what you do, you just roll out of bed in the morning and go through the motions all day, you won’t be motivated. If you need a powerful WHY, decide what you really want out of life. What do you want your life to ultimately look like? What do you want for your family and your kids? What do you want to be able to do? Motivation is different for everyone, work hard at determining YOUR personal motivation, finding your highest levels of motivation will pay huge benefits. With a powerful enough WHY, you will endure through anything. Step 5: Take 100% responsibility for everything in your life. Take 100% responsibility for your health: what goes in your mouth, how much exercise you get, for relationships: 95% of the people you run into during the day will be a reflection of you, if you don’t like someone’s response or reaction to you, change your response or reaction to them, 95% will change. 100% responsibility for your business: how many calls you make, how many leads you get, how many sales you make. To be truly successful and to keep moving forward no matter what, you must take 100% responsibility for everything in your life because where you ultimately end up with have nothing to do with the economy, the job market, who’s president, or anything else, it will come down to: Did you show up every day and do what needed to be done regardless of what was going on in your life? John Chapin’s specialty is helping salespeople and sales teams double sales in 12 months. He is an award-winning sales speaker, trainer and coach, a number one sales rep in three industries, and the primary author of the gold-medal winning "Sales Encyclopedia". In his 24 years of sales, customer service and management experience, he has sold in some of the toughest markets and economies.

Step 3: Have a support system in place.

You have to have people that you can talk to both in good times and in bad. While you don’t want to “dump” negatives on people, it’s good to have a friend or two who are positive and up-beat and will first listen to you and then help you turn around a tough day.


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Forget about the Fishing & Golf what a fun educational day!

Scott Wilson with DCI kept everyone’s attention with his humor and comments on cases he has worked on.

Conversation, Food, Refreshments and Fun what more is there to Life ?

Chris Konrad with Maggie the only Federally trained arson dog in South Dakota. They were a very impressive duo.


“HATS OFF” TO RIVER DAYS/WALLEYE CLASSIC – By: Travis Geppert – Bankwest Insurance

The entire IIASD Team deserves a thank you for an excellent River Days Conference. This was my first time attending River Days and, not only will I return for future conferences, but I will also encourage other agents in my organization to attend as well. The format of the conference provided a perfect mix of education and networking. The content of Fraud Prevention Class was informative, relevant, and very entertaining. To see Maggie, the DCI arson dog at work was a unique and memorable experience. The scope of the fraud topic definitely exceeded my expectations. I was especially impressed with the quality of the presenters and their dedication to their respective fields. The factual examples and experiences of the investigators helped me realize how all of these different fields come together to help protect insurance consumers, agents, and carriers. The opportunity to network with other insurance professionals from across South Dakota made this conference worthwhile and highly valuable. Despite a dead last finish in the golf tournament, we had many laughs and a terrific outing – special shout-out to my amazing team members Char Arneson, Mindy Huntington, and Sharlene Hilderman. The social hour, steak dinner, and fish fry was exceptional. Thanks for a great time.

BIG "I" DISAPPOINTED WITH SUPREME COURT'S DECISION REGARDING PPACA High Court upholds President Obama's health care law. WASHINGTON, D.C., June 28, 2012 - The Independent Insurance Agents & Brokers of America (IIABA or the Big "I") expressed disappointment with the decision by the U.S. Supreme Court on the constitutionality of the Patient Protection and Affordable Care Act (PPACA). The association opposed many aspects of the PPACA and has been involved throughout congressional debate and implementation. "The Big 'I' is disappointed with the U.S. Supreme Court's decision to uphold the PPACA," says Robert Rusbuldt, Big "I" president & CEO. "Our association, economists and other industry leaders and experts agree that many of the provisions in the PPACA are causing more harm than good. The Big 'I' will continue to work with Congress to repeal provisions of the law that negatively impact our small business members and the customers they serve." Since the PPACA was upheld in its entirety, except for the narrowing of the Medicaid enforcement, implementation will move forward as scheduled. Importantly for agents, the detrimental medical loss ratio (MLR) provisions first implemented in 2011 are also still in effect. These provisions have led to cuts in compensation of up to 50% in some areas of the country. "The PPACA's MLR provisions threaten the livelihoods of health agents and brokers and establish perverse incentives that make it challenging for smaller insurers to enter the marketplace," says Charles Symington, Big "I" senior vice president of government affairs. "These MLR requirements have produced cuts in agent compensation of up to 50% in some areas of the country and made it a challenge for many agents to maintain the level of customer service and quality of advocacy traditionally provided at a time when such assistance is needed more than ever."



July 22nd – 25th

State Execs Conference


August 9th

Fall Crop Update - Pierre (Ramkota)


IIASD STATE CONVENTION Sept 8th - Board Meeting – Deadwood Sept 9th Golf - Opening Reception - Exhibitors Sept 10th Seminars – CEC - Banquet Sept 11th CEC – Closing Luncheon

NOVEMBER Nov 12th – 13th

Board Retreat - Oacoma

$$$ WIN


Independent Insurance Agents of South Dakota 2012 CONVENTION & TRADE SHOW The Lodge, Deadwood, SD 100 Pine Crest Lane, Phone: 605-584-4800

September 9-10-11, 2012

Name _____________________________________________ Spouse ____________________________________ (Print as you wish it to appear on badge and roster)

Will spouse attend spouses’ function?  yes  no

Agency or Company Name __________________________________________________________________________ Address ___________________________________ City ________________________State _______Zip ________ Phone _________________________________ E-mail Address ____________________________________________ Check if you are:

 Agent

 Company

 Exhibitor



Elk Horn Golf Course

Registration fee entitles registrants access to all exhibits, seminars, social events, meals, scheduled entertainment, hospitality suite, etc. See “Agenda” on reverse.

Sunday September 9, 2012 Shotgun start 11:00 AM 18 Hole Tournament; $80 per entry (Entry fee includes green fees, cart, and prizes) Name

Member or Company ($135) _____ Spouse ($85) _____

18 Hole Avg

Non-Member ($200) _____

___________________________________ ______

Golf Tournament ($80) _____

___________________________________ ______ ___________________________________ ______

Early Bird before Aug. 15 ($135) _____ *Early Bird Drawing will be for individuals registered before Aug. 15.

___________________________________ ______


Payment must be sent with this form. (Checks payable to IIASD) Payment:

Check Enclosed;


Card No. ______________________________________________Card Verification No.______ Exp. Date _______ Billing Address ________________________________________________________________________________ Cardholder Name_____________________________ Signature __________________________________________ Independent Insurance Agents of South Dakota, PO Box 327, Pierre, SD 57501 Phone 605-224-6234; Fax 605-224-6235; or Email Convention Hotel FULL Additional Lodging: (shuttle provided) First Gold 1-800-274-1876 or Mineral Palace 1-800-847-2522 (Tell them you are with the IIASD Convention.) REFUND POLICY: Full refund allowed anytime prior to August 15, 2011. After August 15—no refunds allowed. Questions? Contact Independent Insurance Agents of South Dakota: visit; phone 605-224-6234; or Email


July 2012

DIAMOND Progressive Insurance Co. PLATINUM Farmers Mutual of Nebraska Risk Administration Services Great American Insurance Company GOLD Allied Insurance Dakota Claims Service Doss & Associates EMC Insurance Companies Great Plains Brokerage The IMT Group Midwest Family Mutual North Star Mutual Insurance Company Rain & Hail, LLC United Fire Group Western National Insurance SFM “The Work Comp Experts” NAU Country Insurance Continental Western Group SILVER Acuity Insurance Farmers Alliance Mutual Le Mars Insurance Company Risk Placement Services, Inc. State Auto Insurance Swiss Re BRONZE American West Insurance Berkley Risk Administrators LLC Buckeye Insurance Group Columbia Insurance Group Indiana Insurance Insurance Alternatives, LLC Insurance Facilities Inc. Missouri Valley Mutual Insurance Co. Northwest GF Mutual Insurance QBE Rural Community Insurance Services

IIASD July Newsletter  

IIASD July Newsletter

IIASD July Newsletter  

IIASD July Newsletter