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INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA

October 2013


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INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA PRESIDENT

2013 OFFICERS

Kathy Johnson First Western Insurance Rapid City SD

PRESIDENT-ELECT Gerrit Juffer Juffer Inc. Wagner SD

VICE PRESIDENT

SECRETARY-TREASURER

PAST PRESIDENT

IIABA STATE NAT’L DIRECTOR

Steve Walker First Madison Insurance Madison SD Dale Heesch Dakota Ins Agency Baltic SD

DISTRICT # 1

Annette Conway Western Dakota Insurors Rapid City, SD

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

2013 DIRECTORS

Jesse Konold Key Insurance Inc. Mobridge, SD

DISTRICT # 5

Janet Noteboom The Insurance Center Winner, SD

DISTRICT # 2

DISTRICT # 6

DISTRICT # 3

DISTRICT # 7

Pat Tollefson Insurance Plus Aberdeen SD

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

Annette Conway Western Dakota Insurors Sturgis, SD

DISTRICT # 8

DISTRICT # 4

Dan Maguire Black Hills Agency Inc Rapid City SD

Chad Dubisar Boen & Associates Sioux Falls SD

EXECUTIVE VICE PRESIDENT Jerry Diamond IIASD Pierre SD


UNITED FIRE AGENT RON HAMMERBERG

AT UNITED FIRE GROUP . . .

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 ufgAgent.com. 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! ®

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The Executive Corner Jerry Diamond, Exec VP Convention and The Partners Program The staff and I were looking over the results of Convention - looking for the successes and the areas we need to improve. Overall, the convention was a big success with close to 400 registrants. Under the close direction of the IIASD Board of Directors, we work together to decide on everything from food and entertainment to quality education. They join in evaluating the events to see what improvements can be made to come up with the best event possible. Over two years ago, we began working on a marketing plan which included our company partners. The plan had three components to it: 1) We needed to find a way to get better attendance at all of our events – particularly by our member agents; 2) Provide quality speakers and entertainment at our events; and 3) Finance the first two goals without raising costs to our members. The Partners Program began in 2010 under the direction of our former Executive VP, Brian Bowker. We continued this great program and enhanced it with some unique perks. Our Partners Program has drawn national attention and I have had many states call and ask how we became so successful in just two short years. The answer was easy. We have great Company Partners and everyone liked the program and took part in it . We just had to make sure there was something for everyone. In other words, everyone benefits from it. The Company Partners have seen the benefits it brings to them, which are the same benefits IIASD hoped to see, such as increased attendance, better educated agents, and of course more quality programs. We really do owe a lot of this success to the IIASD Board Members for their insight into the program and the Company Partners who helped pay for a lot of the events and programs that are put on by IIASD. Next time you see a company representative be sure to thank them. They mean a lot to your association. If you have a company you do business with and they have not invested in the Partners Program, please ask them WHY??

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E&O EDGE – Carolyn Hofer, E&O Administrator

“Convention Kaleidoscope”

A huge “thank you” to all who attended the 83rd IIASD Convention at the Sioux Falls Ramkota last week. It was a “magical” event with 400 members, company partners, exhibitors and speakers registered. We were sorry to miss most of our West River registrants due to the untimely winter storm disaster. We feel your pain and know that your work of protecting the property and livelihood of your clients is invaluable. We are pleased with the rave reviews shared by members, partners and exhibitors alike. This was our largest convention in many, many years and the most diverse in opportunities. We kicked off Sunday with a wet and windy golf tournament (only for the bold and brave) at Prairie Green Golf Course and rolled into the Trade Show and opening reception with 41 Exhibitors presenting their products. There were exhibits on Health Care, Crop Insurance, Brokerage Markets, Identify Theft, P&C carriers, Premium Financing, Cleaning and Restoration Services, and Insurance Education. On the spot comprehensive heart screenings were available for $15 with the coupon provided by IIASD. There were a total of 44 members who completed the screening. With magicians on the stage (Jerry, Carolyn & Kayla) the “magic” began!!! With the flash of a wand, the lights dimmed and balloons worth bucks dropped from the ceiling. We always say – everyone is a winner at Convention and 2013 was no exception. Socializing with friends is always a highlight of Convention and this happens at the Hospitality Rooms. For some, it is a place for reminiscing – meeting new friends and reacquainting with old friends. For others indulging and playing a little cards. A few were wishing Reza was there to work a little magic on them Monday and Tuesday morning!! Education was the theme for Monday with four offerings including Crop E&O Loss Control; Personal Auto/ Umbrella Liability; Marketing and Ethics. Our noon luncheon included awards for Agent, Company Rep, CSR, Adjuster, and Crop Agent of the Year. Our annual business meeting is always conducted at our Convention and after reviewing the finances and operations of the Association, important district and State National Director elections took place.We congratulate Rich Job who will be representingDistrict 3 and Dan Maguire who will now be serving as our State National Director.

Monday night was truly Magical (in comparison to Jerry’s magic act of Sunday night) it was definitely a professional illusionist!! Reza kept everyone on the edge of their chair and the mystery of his tricks puzzled us all. Even those who assisted on stage could not decipher his magic. Tuesday’s education focused on Health Care Reform (the hot topic of the year) and the Business Owner’s Policy. Our 83rd Annual Convention ended with our closing luncheon and invitation to the 2014 Convention where we will be revisiting “The Lodge in Deadwood”. This was a very popular site in 2012 so you need to make your reservations now. Attending Convention is a big commitment – taking you away from your agency, customers and families. We guarantee you that you will not be disappointed. With the help of our Company Partners, we do our best to provide you with top-notch education, entertainment, endless opportunities to build relationships and great fun all around. Make plans today to attend Convention 2014 – The Lodge in Deadwood – October 5th, 6th & 7th.

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Division of Insurance News and Views

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

Big I Article – Captives During the 2013 legislative session, the Department of Labor and Regulation introduced HB1061. This bill (now law) makes South Dakota more attractive to captives by allowing new types of captive insurance companies to be formed. South Dakota has allowed for the formation of captive insurance companies since 1996. The previous law only allowed for the formation of two types of captives: pure and group. HB1061 expands that to three additional types of captives: sponsored, special purpose, and trust captives. Captive insurance is a form of self-insurance. The most common form of captive insurance company is a pure captive. A pure captive is a privately owned insurance company created and owned by a business to provide self-insurance for its own business. Other common types of captives include group, segregated cell/ sponsored, and special purpose captives. At the point of introduction of the bill, no other state explicitly recognized the formation of trust captives in their laws; however, other states do allow captives to be owned in trust. HB1061, which has now become law, defines and provides regulation for the formation of trust captives. Trust captives will be able to take advantage of our already established trust infrastructure and allow trusts to own a captive insurance company. In addition, businesses interested in forming captives have the flexibility to join with other businesses to form, what are referred to as, sponsored captives, which provide for limited risk sharing among participating businesses. Special purpose captive insurance companies are also allowed to form under the new law. The passing of HB1061 has been a great asset in advancing the state’s goals of further developing the captive and trust industries in South Dakota.

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Kayla’s Technology Advice FACEBOOK UNFRIENDS ANOTHER PRIVACY SETTING By: Kayla Longbrake Administrative Coordinator Get ready, Facebook users:More changes are coming to your privacy settings. The social network announced Thursday that it is removing a privacy setting that lets you decide whether or not you want your profile to appear when people search for you by name. The setting, called "Who can look up your Timeline by name," was already removed last year for people who weren't using it. Facebook said there is a "small percentage” of people still using the setting; they will see reminders about its removal in the coming weeks. As a result, all Facebook users will be searchable when someone types their name into the search bar. Michael Richter, chief privacy officer at Facebook, said that the privacy setting became antiquated as Facebook search evolved.

To adjust your privacy settings now, start by using the “View As” feature to see what information is visible to the public, your friends and your various friend lists. You can find this feature by navigating to your profile and clicking the gear icon at the bottom of your cover photo, then choosing “View As ...” At the top of your profile, type in the names of friends or friend lists to view your profile as they see it. If you find information you want to remove, visit your Activity Log. Use the timeline slider on the right and the menu on the left to find the post you want to edit, then click the pencil icon or the privacy setting drop-down list to make changes. Another option is using a blanket privacy setting that will control the privacy of all past posts. If you use this setting, all posts that were previously shared with friends of friends or public will be changed to friends only. To find this setting, navigate to your privacy page. Under the first option -- Who can see my stuff? -- is the option “Limit the audience for posts you’ve shared with friends of friends or public?” Click “Limit Past Posts” to enable this option. Article By: Kristin Burnham: Informationweek Senior Editor

“For example, it didn’t prevent people from navigating to your timeline by clicking your name in a story in News Feed, or from a friend’s timeline,” Richter said. “Today, people can also search Facebook using Graph Search (for example, “People who live in Seattle,”) making it even more important to control the privacy of the things you share rather than how people get to your timeline.” If you still use the “Who can look up your Timeline by name” feature, Facebook will show you a notice on your homepage to remind you that the setting will soon be removed. You can click to learn more or close it to be reminded again later. How to Adjust Your Privacy Settings Since all users will be searchable on Facebook, it’s important to revisit your privacy settings so you know what parts of your profile are visible to certain people. Facebook said that if you share posts publicly in the coming weeks, you will see a notice reminding you that those posts can be seen by anyone, including people you may not know. The notice reminds you how to change the audience for each post.

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YAC’s Outstanding Breakthrough Award The National Young Agents Committee (YAC) of the Independent Insurance Agents & Brokers of America presented prestigious annual awards during the annual Young Agents Leadership Institute in San Antonio. Jesse Konold of Key Insurance (photo on the left) was honored to receive the “Outstanding Breakthrough Award” as the Chairperson of the Young Agents Council of IIASD for outstanding efforts. This award goes to the state’s Young Agents Council that has increased membership, created awareness and strove to increase participation in the Young Agent’s events. “Coming from a rural area and state, I am honored to accept this award,” Konold said. “To be recognized at a national level means a lot.” Seven other national awards of excellence were presented to Michigan, Georgia, Arkansas, Maine, Florida and North Carolina. This award follows other grants and awards received by SD Young Agents during 2013, which exemplifies their commitment. “The young agents are our future leaders and the lifeblood of the independent agency system,” says Robert Rusbuldt, Big “I” president & CEO. “We are so proud of our young agent committees all over the country. Their hard work and creative projects help cultivate future industry and association leaders. Acquisition Strategy #3 REAl-tIME/DOwnlOAD

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answers for real-time results.” Sara Richards, Business technology Analyst

Chad Veach, Engineering Services Supervisor EMC can get you the reports you need to close more sales. As a leader in real-time/download technology, EMC provides you with time-and money-saving agency connectivity services. It’s just one of the many reasons independent agents can Count on EMC®.

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Nationwide Strength. Midwest Values.

1 NO.

WORK COMP

Writer in SD

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We partner with our agents to help employers control the rising costs of managing a workforce while protecting profitability. We have a proven history of solid performance throughout South Dakota and continually develop new ways to overcome the difficult issues inherent to workers’ compensation. We have a team approach to deliver exceptional service. n Stay at WORK/RetuRn tO WORK PROGRaM DeVeLOPMent n LOSS PReVentiOn anD tRaininG n COSt COntainMent PROGRaMS n MyRaSSM OnLine eMPLOyeR ReSOuRCe ManaGeR n LOCaL CLaiMS ManaGeMent anD CaSe ManaGeMent

THANK YOU Once again the Independent Insurance Agents have exhibited their generosity and concern for others during difficult times . Our son, Jason, received a substantial number of contributions from the Association’s membership for our grandson Landon and his family and we are so grateful to you all. It has been over 13 months and Landon is still on his journey. Your thoughts and prayers will help us defeat this hideous disease called cancer. Thank you for helping our family. God Bless You All, Larry and Gloria Ahrendt

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Photo Op of Angela Bartscher and Mr. Magician !

Trade Show Techniques A stroll around the IIASD 83rd Annual Convention Trade Show was an interesting and rewarding experience. With 41 total exhibitors including insurance companies, brokers, cleaning and restoration services, education provider, premium finance companies and health care providers, you could fill your bag with pens, pencils, cups, magnets, etc. And you could certainly fill up on Halloween candy to last the whole convention! Popular exhibits were: •Make your own ice cream sundae •Register with “FLO” for a TV •Photo Op with Mr. Magician •Full Heart and Lung Screening at Sanford Health •$2 bill at Capital Premium Financing Those who visited all exhibits were eligible for the Magic Ticket $500 Cash Drawing Winner: Judy Helhake – BW Insurance - Gettysburg

Insuring the Midlands Since 1891 Les Hileman, CPCU, AIC Vice President of Agencies 800-742-7433 lhileman@fmne.com

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For All That Matters

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Young Agents Family Fun Event Tentative Agenda The IIASD Young Agents Committee (YAC) is extremely excited to kick off an event that promises to engage, educate, and provide fellowship for its young agent members and their families. Here are some highlights for what is going to be an outstanding event: •½ Price room for Friday night •$50 in Christmas Shopping Cash •Inflatables for kids to play on •Pool Party Tentative Schedule (subject to change) Friday, December 6 Registration opens 3:00 Pool/Pizza Party 7:00-10:00 Hospitality 10:00-12:00 Saturday December 7 Breakfast 7:30-9:00 Inflatables 8:30-12:30 Spouse’s interpretation of being married to an insurance agent 9:00-9:45 Sales and Balance in Life 10:00-12:00 YAC Lunch (sandwiches and chips, cookie) 12:00-1:00 (talk about YAC at this time) “Free time” Enjoy shopping/Sioux Falls with $50 shopping spree 1:00-5:00 “Family Buffet” 6:00-7:00 Hospitality room available 7:00-10:00

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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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S T A T E

N A T I O N A L

Thank You - Gary

D I R E C T O R

Gary Joyce is accepting the Appreciation Award given to sincerely thank him for all of his years of service, not only as State National Director for the Association from 1999 – 2013 but also in other areas of leadership as he has served as IIASD State President from 1992-93 and served on the Board of Directors for many years prior to that. His professional leadership and guidance – on a national and state level - will be greatly missed by all members of the Association.

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

Member Agencies:

Prins Insurance Sioux Falls, SD Principal- Dick Applequist

Associate Member Agencies Hibner Insurance Agency, Inc. Bison, SD Principal- Jerry Wells

Not sure where to turn for Commercial Auto insurance? Let the insurance experts at E&L show you the way.

Robertson Crop Insurance Watertown, SD Principal- Karen Arthur www.ericksonlarseninc.com

Join us in welcoming them to IIASD!

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www.nwgf.com INSURANCE FOR: Homeowners Farmowners Modular Homeowners Personal Auto Farm Property Dwelling Property Mobile Homes Excess Liability Farm and Personal Liability Classic Vehicle Semi-Truck

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BIG “I’S” RUSBULDT SAYS MCKINSEY CONCLUSIONS OFF BASE ON INDEPENDENT AGENCY SYSTEM But agrees that agents need to evolve their approach to capture more personal lines business. ALEXANDRIA, Va., Oct. 7, 2013 — Robert Rusbuldt, Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) president & CEO, finds serious flaws with much of a recently released study titled “Agents of the Future: the Evolution of Property and Casualty Insurance Distribution” by McKinsey & Company. “McKinsey’s proclamation that it is ’The End of an Era for the Local Insurance Agent’ is dead wrong,” says Rusbuldt. “A number of studies over the last several decades have decreed the demise of the independent agency system, and they have all been wrong. Independent agents are resilient entrepreneurs who know how to adapt to marketplace changes.” In remarks before the Big “I” board of directors at their recent meeting in San Antonio, Texas, Rusbuldt made the following points regarding flaws in the McKinsey study: •The report ignores the growing trend to “buying local” and the independent agents’ use of social media to magnify their local presence and involvement in the community to drive more traffic to their agency. •McKinsey uses an oversimplified comparison to travel agents and dis-intermediation. Despite rhetoric to the contrary by the direct carriers, personal lines is more complex than basic travel reservations. •McKinsey doesn’t adequately take into account the IA channel market segmentation towards affluent customers who prefer relationships for personal lines. •McKinsey assumes that the investment in digital capabilities marginalizes the agent rather than aids the agentcustomer relationship to add value. •Agents have the opportunity to organically leverage SEO so that they are well positioned for digital consumer searches. McKinsey’s conclusions encompass all agents, exclusive and independent, and there are fundamental differences between them: independent agency carriers compete for the business of their agents, causing them to take different considerations into account in managing their agency force vs. exclusive carrier relationships with their agencies. ”The Consumer Agent Portal, LLC is providing consumers an electronic pathway to finding and doing business with independent agents, and they are working with agencies on digital marketing, social media, local optimization, and much more, enabling agencies to do business the way consumers want to do business, while adding the value that independent agencies provide,” continued Rusbuldt. “TrustedChoice.com is quickly becoming the way more consumers search for an agent, and everything points to the fact that consumers still want to do business with a local agent if at all possible.” To McKinsey’s credit, noted Rusbuldt, their study does provide agents with several recommendations as to how they can position themselves for success in the future including: •Develop a value proposition that is compelling for both carriers and consumers. •Define and reach target markets, rather than just being a generalist in your local market. •Increase your digital presence. •Be more flexible in how you communicate with your clients. •Develop new ways to get in front of your audience, both to develop new prospects and to reach out to your existing clients. •Deliver more tailored and deeper expertise, such as bundled insurance packages for personal lines & industry-tailored advice for small commercial risks. •Use technology to be positioned to do more with less. •Increase scale, whether through organic growth, mergers, banding together, outsourcing certain functions. Rusbuldt noted the Trusted Choice® co-brand for independent agencies dovetails with TrustedChoice.com, the way consumers are looking for local agencies now. The Trusted Choice® co-brand, the consumer agent portal, Best Practices, and much more are preparing independent agencies to effectively compete both now and in the future. ”While independent agency market share in personal lines has been relatively static in recent years, many things are converging for the IA system to increase its personal lines marketshare,” continued Rusbuldt. “While McKinsey says ‘Auto insurance – which accounts for 70 percent of personal lines premiums – is fast becoming commoditized,’ agents can successfully counter the emerging perception of auto insurance as a commodity by ‘going opposite’ with their marketing strategy and fully embracing a local, relationship based strategy leveraging technology and fully embracing the Consumer Agent Portal (CAP).”

Rusbuldt also noted the independent agency system is growing. The 2012 Future One Agency Universe Study

showed that between 2010 and 2012 more than 1,000 new independent agencies were formed.


Deal Makers - 10 Top Sales Cues, Marketing Tips and Deal Closers 1. Create, don’t compete. Spend time developing innovative business strategies. Don’t worry about the other

guy. 2. Go first. Reach out to clients, colleagues and family first. Do not wait until they connect with you. Your proactive, positive energy will be returned 3. Natural niche. Can’t decide what your target market should be? Focus on what interests you. Passion drives success. 4. Speak Live. A presentation to a group of potential buyers is the quintessential first sales call. 5. Empower Others. People want to say “We did it ourselves.” 6. 1,000 connections. It may feel good to have all those business links, but if you have no buyers, you won’t have food on the table. 7. Sixth sense. Intuition is as valuable as knowledge. Pay attention to yours. 8. May the force be with you. Improving your results is as simple as changing your mindset. Use the power of your subconscious mind to visualize abundance. 9. What is success? Success is not the result of making money. Money is the result of achieving success. 10. Right on. “Real integrity is doing the right thing, knowing that nobody’s going to know whether you did it or not.” Emily Huling, CIC, CMC (www.sellingstrategies.com) is a consultant, speaker and author of “Selling from the Inside,” “Selling in a Hard Market” and “Kick Your ‘But.’”

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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: www.adbanker.com/dakotas 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: www.adbanker.com/dakotas 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

The

Right Mix Austin Mutual Insurance Company’s rich tradition and strong South Dakota presence set us apart from other property/casualty carriers. As the newest affiliate of super regional The Main Street America Group, our two companies are committed to providing you with commercial and personal lines, as well as fidelity and surety bond, products that are competitive in the marketplace.

Need More information? Call (800) 328-4628 or Visit www.msagroup.com

IIASD 2011 in color FINAL_Layout 1 10/27/2011 3:22 PM Page 1

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Manufacturing

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Hospitality

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PO Box 89846 Sioux Falls, SD 57109-9846 P. 605.361.5705 or 866.440.1840 E. beth.dobbs@insurancealt.com

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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 – Sioux Falls Nancy Almendinger SCLA SDWCS Jennifer Andrisen Selzler, Mgr. SCLA AIC CSRP SDWCS Tim Wieker SCLA AIC HCRI-R, C Christopher W. Madsen J.D. General Counsel Bill Blackman AIC Lynn Bren SCLA AIC Ron Burmood MBA AIC Kay Greve AIC, INS Dave Johnston SCLA Jerry Matthiesen AIC Dave Sendelbach CPCU AIC Chad Moore Wendi Peterson AIC Amy Kvernmo Kimberly Rausch SDWCS Adjusters – Rapid City John Keffeler, AIC Bruce Eleeson Case Managers Donna Passick RN CCM Kelly Rud RN BA LNCC Deb Whipple RN BA CCM Lori Schaefbauer RN BSN CCM

driven STeAdY ANd True No company understands the insurance needs of truckers more than Truckers Insurance Associates — created by truckers for truckers. And for 60 years, Truckers Insurance has remained solely focused on transportation industry insurance. So whether your clients include a single owner-operator or a full-fledged fleet, Truckers Insurance will deliver the right coverage at the right price. Even more, as trucking specialists, we’re ready to respond rapidly when needs arise. That’s service you can count on. That’s putting know-how to work. That’s Truckers Insurance. Call your Truckers Insurance account manager at 800.652.9515 for a quote today.

WE DELIVER MORE

www.truckers-insurance.com 800.652.9515

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FRAUD CONVICTIONS

FRAUD Charges

Insurance adjuster Jennifer Jo Marez must adjust to a new career path. The San Antonio woman approved 19 claim payments to herself from the accounts of 18 unknowing claimants. Two payments were cancelled before issuance, but the remaining 17 payments of $157,727 total went straight into her personal bank account. To avoid scrutiny by her employer Fred Moya Insurance, Marez issued the payments in the names of her son and husband. Marez’s employer discovered the theft and reported the con. She lost her license. Marez also will stay in jail either for six months or until she repays the stolen money. The Texas Department of Insurance Fraud Unit conducted the criminal investigation.

Arthur Bogoraz defrauded no-fault insurers in New York out of more than $4.5 million by using stolen IDs to set up sham clinics that became profitable bill mills, the feds charge. Bogoraz allegedly had radiologists on the take, paying them for every MRI they reported to insurers as injuries. But then he betrayed the radiologists: He allegedly stole their medical IDs to set up phony operations without their knowledge. He then stashed his stolen insurance money in bank accounts set up under the radiologists’ names and personal IDs, prosecutors say. Bogoraz also controlled a collections law firm that he used to launder insurance money, officials allege. He also washed $1 million through check-cashing outlets. Bogoraz had fled to the Ukraine, where the U.S. does not have an extradition treaty. Investigators with the state AG tracked Bogoraz since he fled the U.S. in January 2011, a day before he was scheduled to surrender. But investigators kept following his travels. Bogoraz piloted his own plane from St. Maarten to San Juan, Puerto Rico, where he was picked up at the airport waiting to board a flight to Houston. Bogoraz faces up to 25 years in federal prison if convicted.

An intruder shot Kathryn Ann Ellis’ husband Robert four times in his upper body with a .38 Special revolver, the Fresno, California-area woman told police. He was found dead on the living room couch. She told detectives she and her husband were in their bedroom watching a television show, “The Big Bang Theory,” when she heard a noise. Her husband grabbed a gun and went to investigate, Ellis said. But in fact Ellis pulled the trigger herself, looking for a $200,000 life-insurance payout. The evidence piled up quickly. The blood-splatter pattern proved Robert was shot while lying down on the couch watching television, which was tuned to “The Big Bang Theory.” Ellis did not appear upset at the murder scene. Police found the revolver in a trash can right behind their home, and it was registered to her. The couple also was deeply in debt. They had filed for bankruptcy, borrowed money from relatives, maxed out their credit cards, refinanced their home, and taken out several loans. Ellis received life without parole this week.

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INSURANCE DIVISION OPERATIONS OFFICER PIERRE, SD BankWest, Inc. a successful and growing financial institution, is looking for a talented individual to join us as an Insurance Division Operations Officer. This position manages in-house information and computer applications in the Insurance division, evaluating and assessing current processes and workflows to ensure systems are fully utilized and producing accurate and reliable information. The position manages and trains staff responsible for daily operations; establishes standard operating procedures; controls expenses while meeting both internal and external quality and service standards, and ensures operational efficiency. Applicants must be able to work independently, manage multiple projects simultaneously, and have strong communication and interpersonal skills. Bachelor degree in Business Administration or Business Technology along with insurance and operations experience is preferred; or the equivalent combination of experience and education. Successful applicant must pass pre-employment screening including credit history and criminal record check. Salary DOQ; excellent benefits. Open until filled. BankWest is recognized as a market leader in customer care, community re-investment, and depth of services. If you’re looking for a fulfilling career with a winning team, apply on-line at www.bankwest-sd.com, contact your SD DOL local office, or contact BankWest HR at 605-224-7391 (1-800-253-0362). EO/AA EMPLOYER

DON’T GET BITTEN BY AN E&O CLAIM YOU COULD HAVE AVOIDED.

Why American West Insurance? • Local company with over 60 years agriculture insurance experience • Quality products • Competitive pricing • Expert claims and underwriting services

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

Big “I” Risk Management Website

www.independentagent.com/EOHappens Big “I” members whose agency E&O insurance is written by Swiss Re through the Big “I” Professional Liability Program have access to an exclusive risk management web site.

DON’T BE ON THE HOOK FOR: Failing to procure coverage requested by the client Not adequately identifying client exposures Failing to provide timely notice of a claim to the carrier

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

Log on today to fish for E&O claims frequency data, real-life case studies and analysis, sample client letters, sample agency procedures, agency E&O self assessments, podcasts on important E&O topics, and much more.

Misrepresenting or not explaining policy provisions Providing inaccurate information to carriers Failing to properly add additional insureds or loss payees

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NEW HEALTH INSURANCE EXCHANGE SECURITY FEARS United Fire Group

A couple of weeks ago, an employee at the Minnesota exchange sent an unencrypted file -containing 2,400 producers’ names and Social Security numbers -- to the incorrect email address.

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While the unintended recipient quickly returned the file, the incident brought to light new security concerns. With so much personal information being collected on exchanges the questions about security remain.

COMMERCIAL UNDERWRITER POSITION: NORTH STAR MUTUAL INSURANCE COMPANY of Cottonwood, Minnesota is looking to hire an experienced COMMERCIAL UNDERWRITER for our Home Office. See our Careers tab at www.nstarco.com for more information.

ADJUSTER POSITION: Missouri Valley Mutual Insurance Company; a South Dakota Property/Casualty Insurance Company, has an opening for a full time adjuster. Qualifications include Personal Lines Adjusting experience and the ability to communicate and associate well with our agency force and insureds. Preference will be given to candidates with business education. We offer a competitive benefits package. Job responsibilities include claims adjusting for Auto, Farm and Home business throughout South Dakota. If interested and qualified for this position please send resume and education history to: Missouri Valley Mutual Insurance Company Ronald Dockendorf, President P. O. Box 357 Burke, South Dakota 57523 For Questions Call 1-800-456-0714


How to be a Workaholic By: Jeff Davidson In the attempt to successfully manage all of your activities as well as your staff 's efforts, do you find yourself slipping into workaholism? Consider this scenario: you get to work on time, do your job effectively, come home on time, and hopefully have a life for the rest of the day. How, then, do you become a workaholic so that you can get up to par with all the other workaholics around you? Emulation is the name of the game! Take a look at some of the worst workaholics in your organization and start doing what they do. 1. Stay loose and unfocused. Never mind the corporate objectives, strategic plan, or key goals you wanted to accomplish. Constantly check your email all day long, and reply to even the most mundane of messages. 2. Chase down nebulous opportunities for your organization or career. Spend countless hours on social networking sites in the erroneous belief that, somehow, legions of others are going to beat a path to your door... oops, to your posting... and reward you with business opportunities. 3. Scatter your efforts, day in and day out, so that significant accomplishments continue to elude you, and you have more work to do with each passing day. 4. Develop the art of whining and groaning. Let everyone know how much work you're facing, how you never get a break, and how you have so little support. Rush around to the bathroom, the water cooler, and the cafeteria so that people think you're in a hurry and have a lot to do. Maybe they have no idea how you fritter away your day. 5. Stay late every evening. Rather than leaving at a normal or appropriate time, see what else you can tackle. Waste your day surfing the internet, then, in the late afternoon, hurriedly try to catch up with all the work you put off. 6. Take work home with you every night. Stuff your briefcase with reports, papers, and other documents. Make sure when you get home that you spread these items all over the place so that you can't escape them. Deny others in your household the opportunity to be with you. 7. Over-eat, under-exercise, watch too much television, and under-sleep. Arise feeling out of sorts, make your way to work, and proceed as if you're behind. Repeat this process over and over again until you look ragged, feel ragged, and are not a pleasure to be around. 8. Allow your "work" to take over your weekends. Visit the office on Saturday, or simply barricade yourself at home, and renew the frittering that you practiced during the workweek. Shortchange leisure, vacations, time with your family, time with friends, and pursuit of your favorite past times and hobbies. There - you are now a full-fledged workaholic. Welcome to the club with multimillions of members. Wear your "badge" proudly. You've earned this distinction all by yourself. As you hone and refine your workaholism, you may be eligible for your own massive coronary. Short of that, other distinctions might come your way, such as being passed over for promotion, divorce, kids who are strung out, chemical dependency, internet addiction, and other maladie s. Okay, the above seems a little harsh, but each of us, me included, needs to periodically contemplate how easy it is to get out of balance.


CONVENTION 2013 EXHIBITORS


CONVENTION EVENTS


Spearfish Fire Department receiving their check from Dan Maguire with Black Hills Agency in Rapid City and Annette Conway with Western Dakota Insurors in Sturgis.

IIASD Fire Department Grant Program In our April Newsletter, we highlighted the 2013 Fire Department Grant Program which involved partnering with the State Fire Marshall’s Office to match their grants of $750 each to 13 Fire Departments across the state who hosted the Firefighter Essentials education program.. Nine of these matching grants have been awarded and delivery is being handled by local agents. Recipients are: Belle Fouche FD; Rapid Valley FD; Spearfish FD; Miller FD; Worthing FD; Town & Country FD (Woonsocket); Parker FD; Faulkton FD; Lake Andes FD; Menno FD; Brookings FD; and Minnehaha County Fire Chief ’s Assn.

Funded by IIASD Agents’ E&O Program


Belle Fourche Fire Department receiving their check from Dan Maguire with Black Hills Agency in Rapid City and Annette Conway with Western Dakota Insurors in Sturgis.

Rapid Valley Fire Department receiving their check from Annette Conway who is an agent at Western Dakota Insurors in Sturgis.


SWEARING IN OF THE 2014 BOARD OF DIRECTORS


CONVENTION 2013 COMMENTS: Jerry;Carolyn;Kayla: Once again you orchestrated a fabulous convention. My wife, Cathy, and I thoroughly enjoyed all of the activities and want to thank all three of you for your dedication and efforts. Lord willing, we hope to see you all again in Deadwood. Keep up the great work. Jim Hegg- Hegg Insurance ;Woonsocket, SD Just a note to thank you, Carolyn and Kayla for another AWESOME convention . It is always great to get together with our peers, the company partners and share ideas and fun. Thanks for the Sanford health screen opportunity. That was a great idea! We really enjoyed the entertainment at the Banquet. Clarence and I are still trying to figure out how that all worked. I was so surprised when I won the convention registration and then --- the $ 500 cash I won was really unbelievable. Thanks again for all you and your office do for us. We appreciate it. Judy Hellhake- BW Insurance;Gettysburg, SD Once again you guys did a FANTASTIC job! I didn’t hear one complaint! Thanks also for the cash! Always makes for a more memorable experience! :) Kelli Potter- KPI Insurance; Chamberlain, SD Thank you again for the wonderful time at the Convention. I’m sure we’ll be in Deadwood next year to join you there.It was a real pleasure getting to be involved. Carmen Mercy- Puroclean Restoration Services; Sioux Falls, SD Thanks again for all you guys work on the convention. It was great! I enjoyed the magic show too Beverly King- King Insurance; Faulkton, SD


CONVENTION AWARDS

Donna Carda, Fischer Round & Assoc – Pierre CSR of the Year Award

Dawn Olsen, Western National Insurance Co. Company Rep of the Year Award

Greg Wieker, John Sieh Agency 1st Annual Crop Agent of the Year Award

Kenneth (Butch) Leibel, Missouri Valley Mutual Posthumous Adjuster of the Year Award

George Frear, First Western Insurance Agency, Inc. –Rapid City, received the Agent of the Year Award. Kathy Johnson accepted the award on his behalf.


POWER IN PARTNERS

DIAMOND Progressive Insurance Co. Great Plains Brokerage Graber & Associates PLATINUM Farmers Mutual of Nebraska Risk Administration Services Great American Insurance Company QBE NAU GOLD Austin Mutual Insurance Compnay Dakota Claims Service The IMT Group Le Mars Insurance Company North Star Mutual Insurance Company Rain & Hail, LLC United Fire Group SFM Mutual Insurance Company State Auto Insurance Companies CGB Diversified Services, Inc. Columbia Insurance Group Allied Insurance Western National Insurance Continental Western Group Liberty Mutual Insurance Avera Health Plans EMC Insurance Companies SILVER Acuity Doss & Associates Farmers Alliance Mutual Midwest Family Mutual Safeco Swiss Re Risk Placement Services NCMIC Finance Corporation Farmers Mutual Hail of Iowa Rurual Community Insurance Services BRONZE Auto-Owners Insurance American West Insurance Bjornson/Sentinel E & L Buckeye Insurance Group Center Mutual Insurance Co. Insurance Alternatives, LLC Missouri Valley Mutual Insurance Co. Northwest GF Mutual Insurance Patriot National Insurance Group ReliaMax Home Warranty, Inc. Berkley Assigned Risks Services

October 2013


October newsletter 2013