April 2017 Wisconsin Independent Agent Magazine

wisconsin

INDEPENDENT AGENT APRIL 2017

ELEVATE WITH THE 2017 IIAW EXCLUSIVE COMPANY SPONSORS PAGE 4

Everything your customer cares about is in this house.

Things the family just can’t afford to lose.

As an Official Supplier of the Silver Lining®, you can help them protect it with a Home and Highway® policy from West Bend.

Your customers will benefit from the convenience of one policy, one bill, one deductible, and one agency. And with the claim free award, they’ll even get a portion of their annual premium back if they don’t have a claim.

To find out more, talk to your West Bend underwriter.

wisconsin

INDEPENDENT AGENT APRIL 2017 Eric Schwartz, Editor

Elevate: IIAW Exclusive Company Sponsors. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 Open Door Policy A Win for Agencies: Positive Contract Changes. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20 Government Affairs Rep. Jarchow: I Screwed Up and I’m Sorry. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 2017 IIAW Annual Convention Schedule of Events. . . . . . . . . . . . . . . . . . . . . . . . 26 Technology Microsoft’s Email Insights: Search Smarter with Outlook. . . . . . . . . . . . . . . . . . . . . . 29 Virtual University Commission Disclosure Statements. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30 Data Breach Would Your Agency Need Help in the Event of a Data Breach or Ransomware Attack? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33 Agency Management Be Memorable. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35 Errors & Omissions Is Bigger Better? M&As Can Create Exposures. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37 Marketing Selling with Text Messages to Grandma . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38 Members in the News. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40

On The Cover…

Our Exclusive Company Sponsors elevate the IIAW so that we can continue to bring world-class events and resources to our members.

We thank them for their continued partnership, energy and support of the independent agency channel!

Learn more about these great companies starting on page 4. The Annual Convention is right around the corner! Register at IIAW.com.

Cover Photo: Vanessa Zhang Photography

Independent Insurance Agents of Wisconsin 725 John Nolen Drive, Madison, Wisconsin 53713 Phone: (608) 256-4429 or (800) 362-7441 ■ Fax: (608) 256-0170 ■ Web: www.iiaw.com Executive Vice President - Matt Banaszynski 2016-2017 Executive Committee President....................................................... Matt Weimer Diversified Insurance Solutions - 100 North Corporate Dr., #100, Brookfield, WI 53045 President-Elect................................. Lise Meyer Kobussen Meyer Insurance - P.O. Box 633, Sauk City, WI 53583 Secretary-Treasurer............................................ Jason Bott Robertson-Ryan & Associates - 330 East Kilbourn Ave., Milwaukee, WI 53202 Chairman of the Board.................................. Steve Leitch Leitch Insurance - P.O. Box 85, River Falls, WI 54022 State National Director ................................Linda Steiner 2016-2017 Board of Directors Mike Ansay, Ansay & Associates 101 East Grand Ave. #11, Port Washington, WI 53704 Cindy Burns, Burns Insurance 500 South Central Ave., Marshfield, WI 54449 Gerald Couri, Couri Insurance 379 West Main Street, Waukesha, WI 53186 Jack Demski, Ansay & Associates 101 East Grand Ave. #11, Port Washington, WI 53074 Ryan McClone, McClone Agency 150 Main St. Suite 102, Menasha, WI 54952 Marc Petersen, American Advantage-Petersen Group 15171 W. National Ave., New Berlin, WI 53151 Jack Riesch, R&R Insurance Services P.O. Box 1610, Waukesha, WI 53187-1610 Pam Utpadel, Universal Insurance Advisors 100 West Lawrence St. Suite 313, Appleton, WI 54911 Darrel Zaleski, Spectrum Insurance Group 4233 Southtowne Drive, Eau Claire, WI 54701 WISCONSIN INDEPENDENT AGENT

> A DVERTISERS & INFORMATION

2016-2017 Committee Chairs

AAA Wisconsin................................................. 42

Agency Services ............................................Kim Dandrea M3 Insurance - N19 W24200 Riverwood Dr., Waukesha, WI 53188

Acuity Insurance............................................. 43

Automation/Technology ...............Cathleen Christensen Hierl Insurance - P.O. Box 949, Fond du Lac, WI 549360949

Annual Convention.............................Back Cover

Emerging Leaders ...........................................Jack Demski Ansay & Associates - 101 East Grand Ave. #11, Port Washington, WI 53074

AmTrust North America................................... 25 Badger Mutual................................................. 29 Berkshire Hathaway/Guard............................. 28 EMC Insurance................................................. 24

Employee Benefits.......................................... Mike Farrell David Insurance - 1300 South Green Bay Rd., Racine, WI 53406

IIAW 2017 Prelicensing Classes........................ 36

Government Affairs .......................................Skip Hansen Diversified Insurance Solutions - 100 North Corporate Drive #100 Brookfield, WI 53045

Partners Mutual.............................................. 23

Carrier Relations ......................................... Kevin Murray Johnson Insurance Services - 525 Junction Road, Madison, WI 53717 Marketing & Membership Development .......... Jeff Thiel R&R Insurance Services - P.O. Box 1610, Waukesha, WI 53187-1610 Technical...............................................Timothy Kakuska Robertson-Ryan & Associates - P.O. Box 547, La Crosse, WI 54602-0547

IIAW Online CE................................................. 34 Pekin Insurance................................................ 31 Robertson Ryan & Associates.......................... 33 SECURA Insurance........................................... 22 Society Insurance............................................ 21 The IMT Group.................................................. 31 West Bend......................................................... 2 Western National............................................. 32 APRIL 2017 | 3

ELEVATE WITH THE IIAW EXCLUSIVE COMPANY SPONSORS

Your membership in the palm of your hand.

AAA Mobile puts all the perks of your AAA Membership at your fingertips. Find discounts at nearby shops and restaurants, or search for hotels in far away places.

Your journey begins with a simple download.

Download the AAA Mobile App for iPhone or Android today to bring your membership to life.

AAA Mobile Key Features: Membership info on your phone Push-button roadside assistance Access to 50,000 AAA Approved restaurants and hotels

To learn more contact: Heidi Nienow Regional Sales Director 608-828-2614 hqnienow@aaawisconsin.com

Discounts at over 164,000 locations Find AAA Approved Auto Repair, AAA branch locations and cheap gas

15-MS-2027 WISCONSIN INDEPENDENT AGENT

APRIL 2017 | 5

PROFESSIONAL COVERAGE IS OUR MIDDLE NAME. Only Burns & Wilcox has the depth and breadth of experience to deliver the right solutions right away.

Milwaukee, Wisconsin | 262.347.0266 toll free 800.544.5700 | fax 262.347.0440

burnsandwilcox.com

Minneapolis, Minnesota | 612.564.1880 toll free 800.328.1693 | fax 612.564.1881

Commercial | Professional | Personal | Brokerage | Binding | Risk Management Services

42356 Burns Middle Name Ad RZ - Big "I" Wisconsin-Wisconsin IA APPROVED.indd 1

10/28/16 11:14 AM

We jump through hoops for you. Because you jump through hoops for them.

For more about how Integrity can help you help your customers contact: Cathy Colรณn at 920-968-8326 or ccolon@imico.com integrityinsurance.com

IIAW Profile Ad_8.5x11.Paths.FINAL.indd 1

3/10/17 3:57 PM

WM WIS BigI Comprehensive 3-17.indd 1

3/1/17 10:41 AM

Bill Kampf Commercial Lines General Manager

Heather Day Preferred Business Leader

Sanjay Vyas Personal Lines General Manager

MORE BUNDLING MEANS MORE BUSINESS BUNDLE AUTO INSURANCE WITH A WIDE ARRAY OF OTHER PRODUCTS Adding another policy to your customers’ portfolio is a great way to increase retention and put more money in your pocket.

We offer homeowners*, renters*, motorcycle, boat, commercial auto and truck to cover their simple to complex needs.

Connect.ForAgentsOnly.com *All products not available in all states.

16A00496.A02_IIA_of_WI_Apr.2017_FP.indd 1

3/8/17 1:31 PM

Positioned for growth 

Genuine people – Known for employing the best in the business and offering top-notch service



Highly rated – A (Excellent) by A.M. Best and earned Ward’s Top 50 Performers list



Easy to do business with – Ranked among leading peers by agents for making business easier for 11 years



Exceptional claims service – Earn a “Perfect 10” most often when claimants rate their experience



Partner with top agencies – Work with 475 independent agencies — only the finest in their respective markets



Broad product portfolio – Offer broad-ranging solutions for Commercial, Personal, Farm-Ag, and Specialty clients



Serving 12 states – Founded in 1900

Genuine people

If you’ve been in the insurance business any length of time, you likely know SECURA. Its people are among the best in the industry, and making it easy to write and retain business is their top goal. To that end, they are knowledgeable, responsive, flexible, and build real relationships. If you don’t know that firsthand, ask someone who works with the company. You’ll be happy you did.

Strong and highly rated

The company aims to outperform the industry overall on topand bottom-line growth and typically does. Its strength is further evident as A.M. Best rates it A (Excellent) and Ward includes SECURA in its Top 50 list, recognizing outstanding financial performance. Plus, agents rank the company among leading competitors for making business easier.

Exceptional service

SECURA’s people are committed to taking care of policyholders when offering relevant insurance solutions, sharing safety resources, and especially when handling claims fairly and promptly. Policyholders appreciate the personal and compassionate service they receive.

Most often, the company’s claimants rate it a “Perfect 10” when asked about their claims experience. Perhaps it’s because of the personal phone call they receive within one hour of reporting an accident or loss, or maybe it’s because of the lengths someone goes to restore life to normal. This refreshing approach earns the trust of customers every day.

Partner only with top agencies

Committed to the independent agency model, the company does business with more than 475 agents in 12 states. Agents

Dave Gross, President & CEO value their SECURA contract because of the company’s relationship focus and service. The carrier’s extensive agent training programs also provide professional development opportunities for agents to increase sales and profits, with follow up to help put what they learned into practice.

Broad product portfolio

SECURA offers Commercial, Personal, Farm-Ag, and Specialty insurance products and services. The company is geared to grow in all lines of business in Wisconsin.

Commercial Lines is the carrier’s cornerstone and largest business unit serving contractors, retail, light manufacturers, service providers such as restaurants and dry cleaners, and numerous other markets. Its consultative approach to Risk Management and its Work Comp Nurse Hotline set it apart from others, giving agents a unique offering as well.

Personal Lines is SECURA’s second-largest segment, with its MILE-STONE® home and auto package. This convenient single policy features lifestyle solutions for travel, toys, jewelry, art, and more. This premium package, ideal for Middle America, gives agents an edge in attracting and retaining customers.

Farm-Ag Lines, grown from the company’s farm heritage, serves a wide range of dairy, crop, and hog farms of all sizes, plus seed dealers, ag transport, custom farming, and dairy products manufacturing. Its Specialty Lines covers a variety of unique risks such as nonprofits, sports and recreation, food pantries, campgrounds, fitness centers, food trucks, and security systems, as well as employment practices liability insurance and professional liability coverage for directors and officers.

Momentum is strength

Agents know SECURA is a stable, long-term market for them.

Its growth trend is a result of a history of investing in people, whether building successful relationships with agents or employing the very best. In the future, you will see the company continue devoting resources to people, products, and technology to stay in step with the dynamic market.

Wisconsin proud At Sentry, we understand what you’re looking for in an insurance company. Because we’ve been there ourselves. We got our start in 1904, when members of the Wisconsin Retail Hardware Association formed their own insurance company. But it was the true strength of personalized care and Midwest roots that became hallmarks of the Sentry name.

Since then—never forgetting our roots—we’ve grown to become one of the largest and most financially secure mutual insurance companies in the nation. With more than $14.7 billion in assets, a $4.4 billion* policyholder surplus, and an A+ (Superior) rating from A.M. Best, the industry’s top insurance evaluator, we provide peace of mind to more than one million policy holders.

One conversation at a time.

WISCONSIN VALUES You’ve grown your business right here in Wisconsin. Just like you, we’re proud of our heritage.

We employ nearly 4,000 associates across the country—with more than half in the Stevens Point area. And they’re dedicated. In central Wisconsin alone, more than 400 of them have 25 years or more of service with Sentry.

BENEFITING YOUR CUSTOMERS We offer the knowledge to help you develop an insurance program designed to fit your customers’ needs. Whether their exposures apply to property, general liability, auto, workers’ compensation, or other essential coverages, we’ll work with you to design coverage that works for them.

CLAIMS PROCESSING You’ll also have access to our industry leading claims and technology systems—and so will your customers. That means we’ll be ready to help when you need it most.

SAFETY PROGRAMS But it’s not just about helping when something goes wrong. We’re also here to help your customers avoid risks that can save lives, time, and money. Our team of safety consultants is ready to guide your customers through risk scenarios, regulatory demands, and training or program gaps.

These are just some the ways we can help protect what your customers have worked so hard to build. There’s still more we’d like to share with you. *Assets and policyholder surplus as of Dec. 31, 2015, and represent the aggregate total for all members of the Sentry Insurance Group and are not reflective of any individual underwriting company. A.M. Best rating as of 5/19/2016.

WISCONSIN INDEPENDENT AGENT

In 1922, eighteen years after Sentry’s founding, Roger Kaland, construction began on the Strongs Avenue building in Midwest Regional downtown Stevens Point.Executive We still use the building today.

APRIL 2017 | 13

SFM WI Indep. Insurance ad-agn-0116-outline fonts.indd 1

1/29/2016 10:07:06 AM

ELEVATE WITH THE IIAW EXCLUSIVE COMPANY SPONSORS

SOCIETY INSURANCE Location Of Company Headquarters: Fond du Lac, WI Founded: 1915 Senior Officers: Rick Parks, President and CEO Heather Boyer, Senior Vice President, CFO and Treasurer Dina Schultz, Senior Vice President, COO Officers: William Bunzel, Vice President – Property, Auto and Liability Claims Amy Collett, Vice President – Human Resources & Administration Thomas Konop, Vice President – Information Systems D. Holly Lifke, Vice President – Commercial Underwriting Dominic Weber, Vice President – Actuary Mike Zajicek, Vice President – Workers Compensation Claims

Products Company Specializes In: Society Insurance writes only commercial lines. As a niche market leader, the company has developed in-depth expertise in its core classes of business. Supported by long-term trade association endorsements from the Wisconsin Restaurant Association and the Tavern League of Wisconsin, Society writes policies for more than 25 percent of the food and beverage establishments in Wisconsin. Society’s strong tradition of association partnerships and niche expertise also extends into hotels and motels, grocery and convenience stores, artesian contractors and food processors, auto repair garages and health care clinics. The protection Society offers for its core classes of business is consistently some of the most comprehensive on the market.

Workers compensation insurance was the first coverage Society wrote when it was founded in 1915, and the company maintains a strong presence in this complicated and specialized line of business. Society’s claim management process keeps costs low for policyholders by stressing early intervention, advocating a quick return to work and obtaining the best medical provider discounts.

Loss control services are customer-focused and tailored to the needs of both small and large businesses. Society also offers a number of internet-based safety tools for customers of all sizes.

This combination of strong claims management and tailored loss control is a true competitive advantage that eliminates many problems business owners and agents may otherwise experience with workers compensation insurance.

Outlook for the Company’s Future Society Insurance continues to build on its strength as a regional carrier committed to service and value for its customers. This focus helps Society Insurance continue to grow at a steady, sustainable pace. Since 2012, the company has increased direct written

WISCONSIN INDEPENDENT AGENT

Rick Parks

premium by more than 14 percent and policyholder surplus by nearly 40 percent. As a niche market leader, Society does not try to be all things to all businesses. Rather, the company concentrates on doing what it does better than anyone else—insuring its core niches—and will continue to do so going forward. Because of this focus on niche markets, the company better understands the lines of business it writes and has exceptional knowledge and experience with issues that are likely to arise.

Society’s states of operation include Wisconsin, Illinois, Indiana and Iowa. Strong financial results and a sharp focus on insuring the businesses they know best led to Society’s expansion into Tennessee in 2016. Guided by a vision to continually improve, Society is always looking ahead to exciting new opportunities for growth.

Other Comments In an industry not known for its creativity, Society isn’t afraid to be different. And it’s the small details at Society—they’re in each policy, and they’re in the way the company underwrites and handles claims—that set the company apart. Society knows that agents and policyholders have unique needs that don’t always fit neatly within a strictly defined category, so Society offers insurance uniquely tailored to the businesses they write. Sharing core values and a commitment to service with agency and association partners defines Society Insurance as a company where the small details make a big difference to agents and policyholders.

Company Website: societyinsurance.com

APRIL 2017 | 15

Wisconsin’s Independent Agents We Appreciate All The Value You Deliver

• Bringing valued expertise • Local support of customers • Contributing to your communities

THE HANOVER INSURANCE GROUP Exclusively distributing through independent agents since 1852

hanover.com

ELEVATE WITH THE IIAW EXCLUSIVE COMPANY SPONSORS

The IMT Group - IMT Insurance Company & Wadena Insurance Company Location Of Company Headquarters: 4445 Corporate Drive, West Des Moines, Iowa 50266 Founded: 1884 Officers: Sean Kennedy, President & CEO Sean Kennedy Greg Blythe, Vice President – Finance Brad Buchanan, Vice President – Personal Lines Chris Owenson, Vice President – Claims Dalene Holland, Corporate Secretary Mark Vasey, Vice President – Commercial Lines Rich Nauman, Vice President – Marketing Ann West, Vice President – Information Systems Brian Neitzel, Vice President – Research & Development Products Company Specializes In The IMT Group, consisting of IMT & Wadena Insurance Companies, is proud of its partnership and relationship with the Wisconsin Independent Insurance Agents. Together, we strive to meet and exceed the personal and commercial insurance needs of the residents of Wisconsin. Our companies offer the products needed for a well-rounded property and casualty agency at a competitive price. Wadena Insurance has an advanced and modern auto program and a cutting-edge Businessowners policy including many specialty ‘PAKS’, along with Workers’ Compensation, Power Sports and Boatowners policies. IMT Insurance offers a wide array of personal and commercial lines products including Farm Liability, Homeowners, Bonds, Commercial Auto, Commercial Property, and Commercial Liability.

Outlook For The Company’s Future IMT and Wadena Insurance Companies continue to be financially strong companies in 2016, both receiving an A (Excellent) Rating

by A.M. Best. Our excellent independent agency force of over 960 agencies has allowed us to experience growth for the ninth consecutive year, increasing our direct written premium 9% in 2016. We continue to search and appoint established agencies in areas in which we are not already saturated and that show strong growth potential. Over the last five years, we have appointed 267 agencies. Our agents can count on assistance and dedication from us in all areas of their agency, including hands-on training and continuing education to better serve their policyholders.

In addition, all new agencies receive personalized training from their IMT Territory Manager. We recognize the commitment and effort of our agents by paying top-of-the line commissions. We have an established, top-notch profit sharing program that is also available for our agencies. The Independent Agent is our partner and primary customer. If they do well, we do well.

In addition, we were voted the Midsized #1 Top Workplace in Iowa in 2016. This recognition illustrates the fun, flexible, and fair work environment we believe in. While the technology we use

WISCONSIN INDEPENDENT AGENT

and the products we provide are constantly changing, there is one thing that will remain consistent - we promise to be there when needed the most and do everything possible to help families and businesses live by our slogan - Be Worry Free with IMT! Other Comments It’s the simple things that differentiate us from our competitors.

We are a Midwest regional mutual company that values our relationships with Independent Insurance Agents and enjoy what we do. We do not have to answer to stockholders. Instead, we are able to actively listen to our Independent Insurance Agents.

Our core values remain at the center of our business as we focus on people by building trust and strong, stable relationships with our agents and policyholders. We also focus on providing the best possible customer service experience by creating a collaborative environment, constantly being innovative, preparing our agents and team members by continually developing our skills and knowledge, and staying positively engaged in our communities.

Much of our continued growth and success can be attributed to the loyalty of our exceptional IMT Agents and policyholders.

People buy their insurance from independent agents because they know them, like them, and trust them. That is exactly the reason Independent Insurance Agents do business with The IMT Group.

When you think of The IMT Group, you can be sure it is a stable company with an eye on the past and a keen sense for the future.

We will continue to live up to our slogan, “Be Worry Free with IMT!” Local Independent Insurance Agents interested in learning more about The IMT Group can contact Matt Casey (Senior Manager – Field Services) at (800) 274-3531, ext. 897 or an IMT Group Wisconsin Territory Representative - Bruce Prince (Western Wisconsin) at ext.

823 or Larry Jendusa (Eastern Wisconsin) at ext. 832. www.imtins.com

| www.amiworryfree.com

APRIL 2017 | 17

ELEVATE WITH THE IIAW EXCLUSIVE COMPANY SPONSORS

THE TRAVELERS COMPANIES INC. Location Of Company Headquarters: Hartford, CT Founded: 1853 Officers: Lorie Kates, Regional President George Hogan, Regional Director Paul Kyrilis, Regional Vice President - Commercial, Technology, Construction, Public Sector Lorie Kates Linda Petrillo, Regional Vice President - Personal Insurance Lisa Pechan, Regional Vice President - Select James Gallagher, Regional Vice President - National Accounts Casualty Mike Powers, Regional Vice President - National Property John Tsourmas, Zonal Vice President - Excess Casualty Allen Warner, Regional Vice President - Inland Marine Brendan Dunican, Regional Vice President - Ocean Marine Paul Andriscin, Regional Vice President - Boiler & Machinery Beth Printz, Regional Vice President - Claims Gail Schroeder, Regional Vice President - Bond & Specialty Insurance Steve Ringler, Regional Risk Control Director Outlook for the Company’s Future Travelers is an insurance leader, committed to keeping pace with the ever-changing needs of our customers, and anticipating their needs for the future. There is no stronger testament to our dedication to protecting customers from loss than our continued innovation and ability to transform our industry. Travelers is also committed to helping agents grow and be success¬ful. Our people are professionals focused on delivering timely and professional service to you and our customers.

We are local. With over 200 employees in Wisconsin, Travelers delivers the many attributes of a large national carrier through one of the best-staffed field offices in the state. Our staff understands the Wisconsin marketplace and is committed to devel¬oping productive relationships with our agents and our insureds while delivering products and services your customers are looking for. For example:

1. Travelers is the #1 writer of Commercial Lines & Workers Comp in WI.* 2. Travelers has received two “Buyers Choice Awards” from Business Insurance magazine, taking home the top honors among insurers in both the Workers Compensation and Commercial Auto categories.

4. Travelers ConciergeClaim Nurse® location in Milwaukee is now in its second year. ConciergeClaim Nurse® is a comprehensive workers compensation claim program designed to simplify the claim process for injured employees, enabling them to get back to work quickly and safely.

5. Travelers Claim is continually developing innovative tools and resources designed to help you and your customers stay safe, including our Prepare and Prevent site on Travelers.com, and our new Weather Alerts. Offered through Weather Services International (WSI), a professional division of The Weather Company, the weather alerts are sent to subscribers of the service in advance of an approaching storm reaching a particular location.

Travelers understands that life and business are inherently dynamic and that the best way to serve customers is to deliv¬er insurance that behaves the same way — evolving to keep in step with life and business as they change. Protect your clients under the red umbrella!

Company Website: www.Travelers.com * 2015 AM Best Data

3. The Travelers Institute cybersecurity guide helps businesses and organizations prepare for and respond to evolving cyber incidents.

“Cyber: Prepare, Prevent, Mitigate, Restore” is a multiyear, educational initiative launched by the Travelers Institute in 2016 to raise awareness about cybersecurity and cyber insurance solutions.

18 | APRIL 2017

WISCONSIN INDEPENDENT AGENT

ELEVATE WITH THE IIAW EXCLUSIVE COMPANY SPONSORS

WEST BEND MUTUAL INSURANCE COMPANY Location of Company Headquarters: 1900 South 18th Avenue, West Bend, WI 53095 Founded: April 1894 Officers: Kevin Steiner, President and Chief Executive Officer Dale Kent, Executive Vice President and Chief Financial Officer Mike Faley, Senior Vice President - Human Resources and Administration Rick Fox, Senior Vice President, Chief Actuary, and Chief Risk Officer Gary Alexander, Vice President - NSI® Bonds Heather Dunn, Vice President and Controller Kevin Steiner David Ertmer, Vice President - Claims Rob Jacques, Vice President - Commercial Lines Jim Keal, Vice President - Argent® Gary Klein, Vice President - NSI Amy Campbell, Assistant Vice President - Customer Experience John Reyzer, Vice President – NSI Finance Mike DeLaney, Assistant Vice President - Argent Loss Control Jim Schwalen, Vice President - Personal Lines & Marketing Scott Grinna, Assistant Vice President – PAS Program Management Kelly Tighe, Vice President – Sales Mike Kapfer, Assistant Vice President – NSI Underwriting Derek Tyus, Vice President and Chief Investment Officer Kent Lawson, Assistant Vice President - NSI Claims Christopher Zwygart, Vice President and Chief Legal Officer Jason Moore, Assistant Vice President – IT Debra Cahoon, Assistant Vice President - Human Resources Dave Nettum, Assistant Vice President – Argent Claims Products Company Specializes In: West Bend offers a broad-coverage personal lines package with multiple rating tiers for home and auto. Many innovative enhancements and features are also available. The company also offers a full range of commercial products and services, as well as specialty lines, such as social services, sports and leisure, special events, childcare, and bonds through NSI, its specialty division. Its monoline workers’ compensation division, Argent, works closely with agents and policyholders to determine their most critical workers’ compensation needs and improve results through loss control, medical cost containment, and education.

Company Philanthropy The West Bend Independent Agents’ Fund was established in 2006 for nonprofit organizations supported by the independent insurance agents who represent the company. Grants from the fund are aimed at improving these organizations and the lives of those served by them. The Spirit of the Silver Lining® Award honors those agents and nonprofit organizations for their dedication to providing a silver lining to those in need. In 2017, West Bend presented Spirit of the Silver Lining Awards and more than $90,000 to seven nonprofit organizations. Today, grants from the Independent Agents’ Fund total more than $1.1 million.

Outlook for the Company’s Future West Bend is well positioned to capitalize on the current market conditions. In 2016, the company maintained its A (Excellent) rating

by A.M. Best. A.M. Best also recognizes West Bend as one of the 100 largest property/casualty insurers in the country. West Bend was again named to Ward Group’s list of the 50 top-performing property/ casualty insurers, and is listed as a top company in a nationwide easeof-doing-business survey. The company will strive to maintain these rankings by advancing its technology, products, and services, while retaining its small-company, relationship-driven culture.

In August 2016, West Bend, along with independent insurance agents who represent the company and key business partners, came together to raise more than $644,000 for the MACC Fund, Midwest Athletes Against Childhood Cancer. Since 2006, West Bend and the company’s independent agent partners have helped raise $1.7 million for the MACC Fund.

WISCONSIN INDEPENDENT AGENT

Company Website: thesilverlining.com

APRIL 2017 | 19

OPEN DOOR POLICY

A WIN FOR AGENCIES: POSITIVE CONTRACT CHANGES Last July, I published an article titled Outsourcing: The New Frontier that discussed the benefits of outsourcing.

In that article, I discussed some troubling language contained in the contract (at that time) of one of these “outsourcing” companies, ReSource Pro. In the article, I mentioned that the contract ReSource Pro has their clients (e.g., insurance agencies) sign was not in the best interest of agencies.

One example of troubling contract language states: “The Client agrees that the services shall be deemed completed successfully and accepted by the client if the client does not advise RSP (ReSource Pro) of errors or omissions within sixty (60) days following completion and delivery thereof.”

The contract continued: “The total liability of RSP and its subsidiaries and affiliates for damages to the client here under for any cause whatsoever, and regardless of the form of action, whether in contact or tor and including negligence, shall be limited to the greater of (a) $50,000 or (b) the aggregate fees and charges actually received by RSP hereunder during the immediately preceding twelve (12) month period. In no event, shall RSP be liable to the client for incidental, special, consequential, or exemplary damages suffered by, without limitation, the business, operations or financial condition of the client, including (without limitation) lost profits, lost savings, or impact from data loss.”

I brought this to language to the attention of our members for obvious reasons and to assure our policyholders that, if you signed this contract and are a Swiss Re policyholder, we do not have a contractual liability exclusion.

The omission of such an exclusion is important because it extends coverage for the named insured’s liability that is created when it assumes, in an oral or written contract, the financial consequences of another’s negligent acts or omissions that results in damages to a third party.

We are happy to report that since the original

20 | APRIL 2017

article was published, ReSource Pro made some positive modifications to their contract (or at least to the contracts we reviewed).

These changes provide their customers with enhanced E&O protections and eliminates most of the burden on agencies. Some of the positive contractual changes (paraphrased) are as follows: “The Limitation of Liability stated in Section 7 does not apply. RSP accepts liability for errors and omissions claims that results from RSP negligence. In the case of RSP sole liability RSP will compensate Client for any defense costs or claims paid. If RSP and Client share responsibility for an error and omission each will pay to their proportionate share of the claim and their own defense costs…

RSP at its sole cost and expense shall maintain in full force and effect during the term of this Agreement, with insurance companies having an A.M. Best rating (or its equivalent) of A- or higher, the following insurance coverage: … umbrella liability insurance with a limit of not less than $5,000,000 per occurrence and aggregate; (v) professional liability insurance in the amount of not less than $1,000,000 per claim or per occurrence. In the event such professional liability coverage is provided on a claims-made basis, RSP shall maintain continuous coverage, or exercise an extended reporting period, for at least three years after completion or termination of the Services pursuant to this Agreement.”

This is a big improvement and offers enhancements over the language contained in the last contract we reviewed. If you don’t have

the latest amended version of ReSource Pro’s contract, you may want to contact them and ask for the amended version that contains the improved language.

We greatly appreciate ReSource Pro taking our concerns under consideration and making these modifications. ReSource Pro is great a company providing a valuable service to agencies across the United States. Our members should feel comfortable doing business with ReSource Pro. As always, if you have problem or concern, we can help find a solution. Contact us today and let us do the work so you don’t have to.

Continued Learning and Strategic Planning Interested in learning more about the state of the independent agency channel or American Family’s new business model and InsurTech?

If so, contact me today to learn more about presentations that I have given to a variety of audiences on these topics. This information can be an important component to your next strategic planning session.

I am happy to join your organization as a participant so you can > Matt Banaszynski is capitalize on my training the Executive Vice and experience while you President of the Independent Insurance formulate and set your Agents of Wisconsin. organization’s strategic Contact him at matt@ direction and initiatives. iiaw.com.

WISCONSIN INDEPENDENT AGENT

© 2017 Society Insurance

Putting out fires before they start.

Small detail. Big difference.

We’re there for you when accidents happen. We also believe in stopping them from happening at all.

Our specialized coverage comes with an extensive set of risk management tools to keep your customer’s business running smoothly. Be confident in your coverage with thoughtful advice from risk control specialists and access to exclusive safety resources designed specifically for your customer’s industry.

To discuss an agency appointment, give us a call at 888-5-SOCIETY or visit societyinsurance.com.

17323 Society_NewCoverage_IndInsAgentsofWis_8.5x11.indd 1

2/24/17 9:17 AM

GOVERNMENT AFFAIRS

REP. JARCHOW: I SCREWED UP AND I’M SORRY © 2017 Society Insurance

This month the Government Affairs column features Rep. Adam Jarchow (R-Balsam Lake) and his thoughts about the Legislature approving 102 new auditors for the Department of Revenue. Like the title says, he’s sorry for this. It’s a rare apology from an elected official and an official press release from his office. Misha Lee’s regular column will return in May. I screwed up and I’m sorry. When’s the last time you heard that from a politician? Let me say it again. I screwed up and I’m sorry.

particularly true when you have an awful tax code like ours. It’s riddled with exemptions, credits, inconsistencies, and ambiguities. Even CPAs make mistakes.

Last session, in his budget, Governor Walker proposed adding 102 new auditors to the Department of Revenue (DOR). I didn’t like the proposal, nor did many of my colleagues in the Legislature. A number of us tried to remove it from the budget. When that failed, to our discredit, we went along with it. We shouldn’t have.

It didn’t take me long to recognize the mistake I had made, and when I did, I authored a bill to begin to reverse it. Unfortunately, the bill went nowhere.

As a result of this mistake, a number of Wisconsin’s small businesses have been subjected to audits. For these small businesses, audits are terrifying, time consuming and expensive. They are also the functional equivalent of a government shakedown. You see, most small businesses operate above-board. They do their best. But no one is perfect. This is

Nearly every time a business is audited, it’s no surprise that the auditor finds something. When they do, it’s usually after wasting weeks of a small business’ time and resources. After being put through this, the business owners just want it over. So, even if they believe the auditor is wrong, they are unlikely to spend the time and significant resources on attorneys and CPAs necessary to fight the government. Instead, they just pay.

For small businesses, audits are terrifying, time consuming and expensive.

They are also the functional equivalent of a government shakedown.

Amazingly, this surrender is what the government is counting on.

The state budget actually depends on each new auditor bringing in significant revenue each year. I suspect that’s part of the reason why the Governor’s current budget proposes adding another 46 new auditors (combined with last session, this would amount to 148 total new auditors). It’s estimated that each of the 46 new auditors would bring in around $695,000 each year of this biennium ($64M total). In my opinion, that’s the wrong way to balance the budget.

Putting out fires before they start. we can fix this.

Small detail. BigHowever, difference.

Wisconsin STRONG

Instead of 46 new auditors at the DOR to shake down hard-working

smallin business owners, should authorizeat46all. new auditors or We’re there for you when accidents happen. We also believe stopping themwe from happening

inspectors general to audit every part of every state agency. As the Department of Transportation audit showed, incompetent agencies are business running smoothly. Be confident in your coverage with thoughtful advice from risk control wasting billions of dollars.

Our specialized coverage comes with an extensive set of risk management tools to keep your customer’s

specialists and access to exclusive safety resources designed specifically for your customer’s industry.

Since 1931 Partners Mutual Insurance Company has built lastingan relationships with independent To discuss agency appointment, agents across the state. We are committed to the give us aagency call at 888-5-SOCIETY independent system as the only means to deliver and work hand-in-hand to orour visitproducts societyinsurance.com. help our agencies grow profitably.

For information about becoming a Partners Mutual Insurance Agent please contact Brian Martin at 262.432.3439; Martin.Brian@PartnersMutual.com; Mike Ottman at 262.432.3418; Ottman.Michael@PartnersMutual.com; or Charles Becker at Becker.Charles@PartnersMutual.com or 262.432.3484.

I will not repeat my past mistake. I will not vote for any budget that authorizes even a single new auditor and would be hard pressed to vote for one that doesn’t begin to fix the mistake we made in the last budget.

In the next few days, I will offer a budget motion to (1) delete the 102 auditors authorized in the last budget; and (2) amend the current proposal so that the 46 auditors are hired to examine state agencies instead of small businesses.

> Rep. Adam Jarchow represents Assembly District 28. Contact him at Rep.Jarchow@legis. wisconsin.gov.

APRIL 2017 | 23

WISCONSIN INDEPENDENT AGENT

PMIC_3-75x4-875_WIA_FINAL.indd 1

So, instead of harassing hard-working small business owners to generate revenue, we can find significantly more money by closely scrutinizing agency budgets.

12/13/2016 12:42:46 PM

Your customers like working with a local agent to handle their insurance. We think you deserve the same kind of attention. That’s why EMC has a fully staffed branch office in your area — to respond quicker and with a greater understanding of your area’s needs. It’s just one of the many reasons you and your policyholders Count on EMC ®.

MICHAEL LESTER, CPA Premium Audit AND !SSIGNED 2ISK -anager EMC Milwaukee Branch

LOCAL SERVICE FOR YOU

AND YOUR CLIENTS. MILWAUKEE BRANCH OFFICE

www.emcins.com

Phone: 855-495-1800 | milwaukee@emcins.com

©Copyright Employers Mutual Casualty Company 2016. All rights reserved.

Big I of Wisconsin_Local Service_8.25x10.75_Mike Lester.indd 1

8/26/2016 2:29:22 PM

A Specialist, Not a Generalist Niche Workers’ Compensation and Commercial Line Coverages for Main Street America Get started with an agency appointment application at amtrustappointments.com/WI.

A.M. BEST RATING OF “A” (EXCELLENT), FSC “XIV”

ANA_2017_Ad_Campaign_Print_Ad_WI.indd 4

1/10/2017 10:15:58 AM

118 IIAW ANNUAL TH

CONVENTION

SCHEDULE OF EVENTS WEDNESDAY, MAY 3 8 AM 8:30 9:30 AM

CONVENTION REGISTRATION OPENS IIAW AUTO/TECH OPEN FORUM: RISING INDUSTRY TOPICS (1 CE) Presented by the Automation/Technology Committee

8:30 10:30 AM

BECOMING A PERSON OF INFLUENCE Presented by Brent Kelly, CEO of BizzGrizz

8:30 – 10:30 AM 9:30 – 10:30 AM

FEDERAL HEALTH CARE REFORM: NOW WHAT? (2 CE) Presented by David Grunke LEGAL RISK OF AN AGENCY’S WEBSITE (1 CE) Presented by Josh Johanningmeier, IIAW General Counsel

10:45 12:15 PM

WELCOME REMARKS: IIAW President Matt Weimer, Diversified Insurance Solutions

$250 Cash Giveaway Sponsored by Midwest IT!

$500 Cash Giveaway Sponsored by Midwest IT!

KEYNOTE: CREATING GROWTH AND PROSPERITY FOR OUR ORGANIZATIONS: GETTING IN FRONT OF THE NEXT TECH TIDAL WAVE Presented by Artell Smith, Exec. Dir. of Strategic Programs, Quad/Graphics 12:30 2:30 PM

2:45 4 PM

CE SESSIONS Working lunch provided for all sessions 12:30-2:30 PM INSURTECH: DISRUPTION & INNOVATION IN OUR INDUSTRY Presented byRyan Hanley, Sr. VP of Marketing, TrustedChoice.com 12:30-2:30 PM TOOLS & RESOURCES TO GROW YOUR BENEFITS & P/C BOOKS (2 CE FILED) Presented by Aflac 1:30-2:30 PM AUTONOMOUS VEHICLES (1 CE) Presented by Charlie Kingdollar, Global Emerging Issues Specialist, Gen Re CEO PANEL (1 CE) Ben Salzmann, Acuity Insurance; Dave Gross, SECURA Insurance; & Paul Mueller, The Hanover Insurance Group

4:308 PM

CONVENTION SHOWCASE Food and beverage available in exhibit hall. $ 100 awarded every 5 minutes for 1 hour, sponsored by The IMT Group

7:30 – 11:30 PM

CONVENTION COMEDY SHOW Headliner: David Spade (10-11 PM) Opener: Kevin Farley (9:00-9:45) No alcohol will be served during the show.

VIP Meet-and-Greet with David Spade – 8:30-9:00 VIP package includes: M eet-and-greet, VIP seating, complimentary drinks and beverage service

THURSDAY, MAY 4 89:30 AM 10 11:45 AM

ANNUAL AWARDS BREAKFAST & BUSINESS MEETING

WALKING RISK MANAGEMENT TOUR (2 CE) Presented by Todd Davis, Principal of Davis Agency NAVIGATING MEDICARE (2 CE) Presented by Keenan Jones and Alisa Allen, WPS Health Insurance

12 PM

CONVENTION ENDS

Visit IIAWConvention.com for complete details

MAY 3-4, 2017

FEATURED ENTERTAINMENT & SPEAKERS DAVID SPADE “And you are...?” There’s no doubt who he is! Nominated in

1999 for an Emmy Award for his memorable role as Dennis Finch, the wisecracking, power-hungry assistant on “Just Shoot Me,” David Spade became a household favorite during his five-year stint as a cast member of NBC’s “Saturday Night Live.” The comedian was nominated for a Golden Globe in 2000 and an American Comedy Award in 1999 for his work on NBC’s “Just Shoot Me”. On the big screen, Spade continues to be a box office draw. He was recently seen in Sony Pictures’ GROWN UPS 2 alongside Adam Sandler, Chris Rock and Kevin James. The film earned over $200 million dollars worldwide at the box office. On the small screen, Spade previously starred in the CBS comedy “Rules of Engagement”, which ran for seven seasons from 2007 through 2013. This will be an unforgettable performance!

KEVIN FARLEY is a regular at notable venues such as The Laugh Factory

in LA and Chicago, The Improv in LA and Palm Beach, Florida and The Comedy Store. Farley studied at the famous Second City in Chicago and then soon after starred in films such as Black Sheep (with his brother Chris Farley) and The Waterboy with Adam Sandler.

PAUL ARTELL SMITH has nearly 30 years of experience in all facets

of human resources management and has worked for four industry leaders during his career, including ExxonMobil, Fidelity Investments, Hewitt Associates, and Aon plc. Artell is currently Executive Director of Strategic Programs at Quad/Graphics.

REGISTRATION INFORMATION Your annual convention registration options are below.

Option A F ull Registration, both Wednesday and Thursday Member: $249 Non-Members: $299 Option B Full Registration, Spouse $169 Option C Wednesday Registration Only Member: $229 Non-Members: $274 Group reservations of 8 or more receive a 10% discount. This applies to full registrations only.

For complete descriptions, please go to IIAWConvention.com.

Cancellations received by April 5 will be refunded less a $10 processing fee. No refunds will be given for cancellations received after April 5. Attire is business casual for all convention events.

Questions? Please call the IIAW at (800) 362-7441 or (608) 256-4429. Refer to IIAWConvention.com and our e-brochure for the latest convention information and expanded details of each session.

HOTEL INFORMATION All convention events take place at the Madison Marriott West. Rooms in our reserved room block for May 2 & 3 are sold out at the Marriott. Rooms may still be available at the standard rate for both days. Additional rooms for May 2 & 3 can be reserved at the Sheraton Hotel (608 251 2300, 2 night minimum stay). Please indicate that you are attending the IIAW Annual Convention to ensure the group rate. The hotel reservation deadline is April 11, 2017.

EXHIBITOR INFORMATION Exhibitor registration fees are as follows: Member registration: $900 Non-member: $1000 For complete details and to register as an exhibitor, please visit IIAWConvention.com.

Come Grow with Us!

25% Avg Annual Rate of Direct Written Premium Growth (2010 - 2015)

You don’t triple in size in five years without satisfied agents!

We now feature more lines of business in most states (including a One-Stop Insurance Shopping solution via BizGUARD Plus).

Workers’ Compensation • Property/Liability (via our Businessowner’s Policy) • Commercial Auto • Commercial Umbrella/Excess • Professional Liability • Disability

We are a stable open market for your commercial Property & Casualty accounts that provides the qualities you seek: Competitive Pricing • Unique Coverage Extensions • Excellent Commission Potential • Broad Underwriting Appetite • Easy Submission Process • Superior Customer Service Visit www.guard.com for product availability in specific states.

Berkshire Hathaway

GUARD

Insurance Companies

We’re the quote you could come up against, so why not join us? Go to www.guard.com/apply

TECHNOLOGY

MICROSOFT’S EMAIL INSIGHTS: SEARCH SMARTER WITH OUTLOOK Warning: This article describes beta software from Microsoft. You need to check with your Technology Person to make sure it is OK to install on your computer!

One of the frustrating issues with using Outlook as your email client is the difficulty finding an email you received when you need it. The search functionality has never been great. Each successive version of Outlook has gotten better in its ability to help you find just the email you need but it’s still not perfect.

Email Insights, a new experimental app from the Microsoft Garage, is an attempt to help you speed up the searching for content within your Outlook client. It is a separate Windows application that indexes your

The search engine can tolerate a certain degree of spelling mistakes and spelling errors within a name by using the included “Fuzzy Engine.”

You can also open multiple tabs allowing you to have multiple searches open.

To download the app, go to emailinsightsapp. azurewebsites.net.

Please heed the warning above and check

Outlook email contents and provides an easy way to search for any email.

with your IT team before experimenting on your work computer.

The screenshot on this page shows an example of Email Insights in action. The top three results in the search window are called “Relevant emails.”

This is a simple program that does just one thing - helps you find email.

You can narrow down your search results by using the filter button to:

The biggest problem I have had with it over the last few weeks was remembering to use it when I needed to search for email.

> Steve Anderson is a leading authority on insurance technology, productivity and profitability. Please visit steveanderson.com.

a Search a specific folder. a Search for emails from a particular person. a Search for emails that contain an attachment. a Search for emails that contain a website link.

Since 1887, Badger Mutual has been the insurance company independent agents and policyholders can trust. Now, with our new TRUST Auto and Home plans, policyholders are receiving contemporary, broad coverages at our best rates.

Visit our website to quote your customer in the TRUST program today!

badgermutual.com 800/837-7833 WISCONSIN INDEPENDENT AGENT

APRIL 2017 | 29

VIRTUAL UNIVERSITY

COMMISSION DISCLOSURE STATEMENTS A little history: Eliot Spitzer, former New York Attorney General, sued Marsh & McLennan Cos. in 2004 for supposed bid rigging and other misdeeds and misinformation.

Wisconsin’s Common Disclosure Requirement State law (§628.32) provides the following: An intermediary may not accept compensation from an insured or from both an insured and another source due to the insured’s purchase of insurance or for advice regarding the insured’s insurance needs or coverage unless the intermediary, before the insured incurs an obligation to pay compensation, clearly and conspicuously and in writing discloses to the insured all of the following: a. The amount of compensation to be paid by the insured, excluding commissions paid by the insurer to the intermediary. b. If compensation will be paid by another source, the fact that the intermediary will also receive compensation from the other source.

This suit led to laws requiring insurance agents and brokers to disclose who they represent (the carrier or the insured), the sources of income, and sometimes the amount of income. Fifteen states currently have commission disclosure laws on the books possibly as an indirect result of Spitzer’s suit.

Recently, one of our members asked the Virtual University about the current status of these laws and requested an updated list of states that apply “Commission Disclosure Statement” laws.

(Editor’s note: Wisconsin’s disclosure law is inset on this page.)

Wes Bissett, IIABA Senior Counsel, provided the member the following information: Although there are exceptions, very few states require insurance producers to provide information to buyers about the commissions they receive from insurers. Policymakers in most jurisdictions have concluded that forcing agents to make disclosures about the compensation received from insurance companies highlights one small component of a policy’s total price and erroneously conveys to the customer that it is the most notable and significant. Customers should

be focused on the total policy – its coverages and terms, the price, and the underwriting carrier – and government-mandated disclosures can lead to poor decision-making and consumer confusion.

Some jurisdictions also allow insurance producers to charge fees, either in addition to or in lieu of commissions received from an insurer. The compensation disclosure laws do not address disclosure and other state-specific requirements that apply when producers charge fees.

According to Bissett, most of these requirements do not apply to or affect the typical IIABA agent transaction. For the most part, these laws/ regulations are only triggered when an agent is compensated by both an insurer and a client in the same transaction; to health insurance sales; and in other “less-thancommon” scenarios.

If you have questions or comments about these issues, please contact Wes Bissett at wes.bissett@iiaba. net, or (202) 302-1607.

> Chris Boggs is director of the Virtual University.

The Virtual University is a Big “I” members-only resource. Many articles are based on real-life questions received by the Ask an Expert service. This service ensures that the information is current and topical. Go to www.independentagent.com/ Education/VU/. You will need to login with your IIABA username and password before using the VU. The IIAW and IIABA do not assume and have no responsibility for liability or damage which may result from the use of any of this information.

30 | APRIL 2017

WISCONSIN INDEPENDENT AGENT

BE WORRY FREE WITH IMT

BE Y R R WO EE! FR

We understand the importance of partnerships and take great pride in building strong, stable relationships with our agents and policyholders. Through experienced claims expertise and high-touch customer service, we are there when we are needed most.

Learn how you can represent IMT Insurance & Wadena Insurance at imtins.com/contact_us.

imtins.com | west des moines, iowa

Sometimes things are just clearly

BEYOND THE EXPECTED

®

.

FIND AN AGENT

BUSINESS BLOG

INDIVIDUAL BLOG

Like the advice you’ll get from our insurance gurus.

AUTO HOME LIFE BUSINESS

2505 Court Street • Pekin, Illinois • 61558 • 800-322-0160, Extension 2394 • www.pekininsurance.com WISCONSIN INDEPENDENT AGENT

APRIL 2017 | 31

DATA BREACH

WOULD YOUR AGENCY NEED HELP IN THE EVENT OF A DATA BREACH OR RANSOMWARE ATTACK? Do you know what to do if your computer files are breached? What if they are locked and held for ransom? Do you know how to comply with State and Federal Notification Laws?

These are some of the questions that your agency has to answer in the event of a data breach. Does your agency have cyber liability coverage?

Businesses are breached every day. Too often owners do not handle the breach correctly, resulting in even greater damage to operations, profitability and customer trust.

But the Independent Insurance Agents of Wisconsin (IIAW) and Arlington/Roe have partnered to offer IIAW members a solution: a cyber policy that focuses on helping independent insurance agents avoid or manage a data breach. Coverages include coordinating the services that an agency needs to satisfy legal requirements within the mandated deadlines and to protect its reputation.

There are currently 47 different state

WISCONSIN INDEPENDENT AGENT

RRA_IIAW_Ad_March_16_Outlines.indd 1

The cybercrime of extortion is caused by what is known as ransomware.

Criminals use ransomware to lock computer systems. Both business and customer private information is then held hostage for ransom.

notification laws with varying requirements.

Notification is potentially a large cost in the event of a data breach. The Cyber Secure insurance product, available only to IIAW members, helps with State and Federal notification compliance. The coverage can include reimbursement for notification costs based on the number of affected individuals and not capped by a dollar amount.

The Cyber Secure insurance product can also cover another high expense event associated with a data breach: a cyber extortion. It can also make handling a cyber extortion crisis more manageable. Cyber extortion is generally the crime of locking computerized operations and then demanding a ransom to unlock them.

Businesses and their customers are affected by ransomware daily – cyber criminals can

hold the business and customer private information to force a ransom for its return.

This is a growing threat and the FBI has reported cyber extortion at an all-time high. In fact, cyber extortion events grew in number by about 400% last year.

A specialist’s support in the event of a breach is crucial. Your agency can get that with the Cyber Secure product, now offered at a reduced rate as a benefit to IIAW members.

This protection for your agency helps with the step-by-step procedures in the event of a breach and gives you risk management tools to mitigate future losses.

The first step to take is to contact the IIAW and find out how you can access this Cyber Liability product. For more information, contact Mary Morrison, IIAW Administrator of Insurance Services, at mary@iiaw.com.

APRIL 2017 | 33 2/2/2016 8:31:25 AM

CONTINUING EDUCATION

ABEN ONLINE CE CLASSES

E&O Risk Management: Meeting the Challenge of Change 6 CE Credits Approved Date: April 20, 2017 Location: ABEN Online – iiaw.aben.tv Time: 9:00 AM – 3:45 PM

Certificates of Insurance: Emerging Issues & Other Stuff that May Scare You! 3 CE Credits Approved Date: April 21, 2017 Location: ABEN Online – iiaw.aben.tv Time: 10:00 AM – 1:00 PM

Ethics in Today’s Changing Times 4 CE Credits Approved Date: May 10, 2017 Location: ABEN Online – iiaw.aben.tv Time: 2:00 – 6:00 PM

Commercial Lines Claims That Cause Problems 2 CE Credits Approved Date: May 17, 2017 Location: ABEN Online – iiaw.aben.tv Time: 11:00 AM – 1:00 PM

ABEN ONLINE CE CLASSES, cont.

Insuring Condominiums 2 CE Credits Approved Date: June 7, 2017 Location: IIAW Webinar – iiaw.com/events Time: 9:00 – 11:00 AM

From Medicaid to the Exchange: What Every Agent Should Know 4 CE Credits Approved Date: June 7, 2017 Location: ABEN Online – iiaw.aben.tv Time: 12:00 – 3:20 PM

Ethics in Today’s Changing Times 4 CE Credits Approved Date: June 15, 2017 Location: ABEN Online – iiaw.aben.tv Time: 2:00 – 6:00 PM

Premium Financing 2 CE Credits Approved Date: June 26, 2017 Location: ABEN Online – iiaw.aben.tv Time: 10:00 AM – 12:00 PM

IIAW ONLINE CE CLASSES

Long Term Care Insurance 2 CE Credits Approved Date: May 17, 2017 Location: ABEN Online – iiaw.aben.tv Time: 8:00 – 10:00 AM

Insurance Valuation Strategies 3 CE Credits Approved Date: April 24, 2017 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Homeowners Hot Topics: What You Need to Know 3 CE Credits Approved Date: April 26, 2017 Location: IIAW Webinar – iiaw.com/events Time: 8:00 – 11:00 AM

Cyber Gaps, UASs & TNCs 3 CE Credits Approved Date: May 18, 2017 Location: ABEN Online – iiaw.aben.tv Time: 1:00 – 4:00 PM

Commercial Property Endorsements That Can Make You Money!

2 CE Credits Approved Date: May 23, 2017 Location: ABEN Online – iiaw.aben.tv Time: 1:00 – 3:00 PM

FOR MORE CLASSES AND TO REGISTER, PLEASE GO TO IIAW.COM

AGENCY MANAGEMENT

BE MEMORABLE: CREATIVE TRAINING IDEAS FOR INSURANCE AGENTS Picture it. Your team just finished revamping your product coverages and rating tiers. Your website has been made more user friendly.

High-fives all around! With so many exciting upgrades to share with your agents and sales team, you move into training mode and cue up your PowerPoint.

Pump the brakes, Speedy Gonzales. There’s a better way to make your training more memorable and ultimately more valuable.

But it’s going to require you take a step back from the traditional and embrace a creative approach. Dare to be different and you will not be disappointed. Neither will your audience.

Training Tip 1: Set the Tone The first way you can add creative flair is in your invitation. Set the tone that your training will be different. I once sent a registration email asking each attendee how many Nerf foam bullets they would like for their Nerf gun at the meeting. I explained they could use their bullets at anytime in the meeting to shoot the presenter if they felt something was not relevant or if the presenter talked too much. This small request generated quite a bit of buzz before the training, and when everyone walked in and received their Nerf gun with foam bullets, the mood was electric. Everyone was chatting and joking about who they would shoot first. What better way to keep the presenter on their toes than knowing at any point they could be used for target practice.

Training Tip 2: Train the Trainer Make sure your presenter knows the product WISCONSIN INDEPENDENT AGENT

and upgrades inside and out, so they do not need to read bullets off a slide for an hour. Your presenter should also be a natural in front of an audience. If you don’t have someone on staff who is genuinely engaging, look into a contract assignment for an actor or an improv troupe. If hiring someone feels too far off the grid for your liking or budget, take a look at the different ideas below to put some pep in your training steps.

Training Tip 3: Play Pretend Find memorable ways to present product details so they make a lasting impression.

How? Take a cue from kids when they play pretend. Don’t bring your attendees to a training session; pretend it’s something else.

The Birthday Party. Congrats on the birth of your new product! Invite agents to celebrate.

If your team worked hard on finding solutions to your agent’s pain points, why would you not celebrate? Your invitation can read like a birth announcement. Decorate the meeting room with company-branded birthday party supplies and pass out party hats and gift bags to the attendees when they arrive. Keep the theme throughout by presenting wrapped gifts at pivotal points during your presentation with key product details. Heck, why not play a few games, all with your new product updates integrated into the discussion. You can even finish with cake and ice cream during your Q&A. Kitschy? Yep. Memorable? Yes. The Concert. Whenever a band has a new album to promote they go on tour. You should do the same when your company

wants to get people excited about your new product. Don’t feel creative enough to pull this off? Close your eyes and stop thinking about insurance. Think about concerts.

Think tickets. Merchandise. Music. Lights.

Ambiance. Energy. Bring that into your training. Send tickets to your attendees before the “show.” Use the music industry language to pull the theme throughout your presentation. Give autographs. Dress up like a rocker. Play music. Hand out band T-shirts and backstage passes. Bring the energy to your fans. Let the product info be delivered through this newfound energy.

Nervous? Lean Into It If your stomach gets knots thinking about these “out there” ideas, good. That means it has not been done before and you can be the trailblazer who offers your audience something new.

At the end of the training day, agents will appreciate that you put time into developing an engaging, memorable and truly helpful session. Plus, you will create a social grassroots buzz about your company and product when the one agent who attended your training goes back to their office and shares their “different” > Christina Kettler is experience with their the founder of Christina Kettler Consulting and a coworkers at the water marketing associate with Aartrijk. cooler.

APRIL 2017 | 35

2017 PRELICENSING CLASS SCHEDULE

Conducted at State Association Headquarters, IIAW prelicensing classes fulfill the study requirements for life, health, property and casualty. Full course materials — not just an outline — are included with registration. The classes are:

REGISTER AT IIAW.COM 2017 CLASS DATES

!Designed to help you pass your state licensing examination. !The quickest way to meet the Wisconsin education hours requirement. !Taught by experienced insurance professionals who know the business. !Conducted in a comfortable classroom with free parking. !Approved by the Office of the Commissioner of Insurance.

IIAW MEMBER PRICING: $340 - Pricing given for full class registrations.

NON-MEMBER PRICING: $355

L IFE & A CCIDENT /H EALTH April 3-6

P ROPERTY & C ASUALTY April 17-20

May 15-18

May 22-25

June 5-8

June 19-22

July 10-13

July 24-27

August 7-10

August 21-24

September 11-14

September 25-28

October 9-12

October 23-26

November 6-9

November 13-16

Day 1 (Monday) 8:30 a.m. - 4:00 p.m. ($85) SECTION A: Principles of Insurance & General WI Ins. Law Ethics Day 2 (Tuesday) 8:30 a.m. - 4:00 p.m. ($90) SECTION B: Life Policies, Terms & Concepts Day 3 (Wednesday a.m.) 8:30 - 11:30 a.m. ($45) SECTION B: Life Policies, cont. & WI Life Insurance Law Day 3 (Wednesday p.m.) Noon - 4:00 p.m. ($45) SECTION B: Accident & Health Policies, Terms & Concepts Day 4 (Thursday) 8:30 a.m. - 4:00 p.m. ($90) SECTION B: Accident & Health, cont. & WI Health Insurance Law

December 4-7

December 11-14

Property & Casualty

To register, click the Education tab on IIAW.com. For Wisconsin exam info, visit prometric.com.

CLASS SITE/DIRECTIONS

The IIAW is located at 725 John Nolen Dr. in Madison, WI. When traveling south on John Nolen, it’s the last driveway before Highway 12/18 (Beltline). Located near the Alliant Energy Center and Sheraton Hotel.

INCLEMENT WEATHER

If weather conditions are questionable, use your own judgment regarding your personal safety. If Madison public schools are closed, the IIAW is closed and prelicensing is canceled for the day. Canceled classes are made up on Friday.

HOTEL INFORMATION

Students requiring lodging will receive a special rate at the Clarion Suites, 2110 Rimrock Rd. in Madison. Please call the hotel directly at 608.284.1234, and ask for the independent insurance agent’s discount.

You may also take individual classes.

DAILY SCHEDULE

Life & Accident/Health

Day 1 (Monday) 8:30 a.m. - 4:00 p.m. ($85) SECTION A: Principles of Insurance & General WI Ins. Law Ethics Day 2 (Tuesday) 8:30 a.m. - 4:00 p.m. ($90) SECTION B: Property Policies, Terms & Concepts Day 3 (Wednesday a.m.) 8:30 - 11:30 a.m. ($45) SECTION B: Property Policies, cont. & WI Property Insurance Law Day 3 (Wednesday p.m.) Noon - 4:00 p.m. ($45) SECTION B: Casualty Policies, Terms & Concepts Day 4 (Thursday) 8:30 a.m. - 4:00 p.m. ($90) SECTION B: Casualty Policies, cont. & WI Casualty Insurance Law ! Please contact Katie@IIAW.com for information about multiple registration discounts.

The course fee includes all class materials. Materials are distributed on the first day of class. You receive: • The Life & Accident/Health or Prop. & Casualty Insurance Study Manual.

• The Intermediary’s Guide to Wisconsin Insurance Law. • The State of Wisconsin Ins. Licensing Candidate Handbook.

This provides all the necessary information to obtain a license.

ERRORS & OMISSIONS Before finalizing the deal, the acquiring agency should confirm that the purchase contract includes indemnification language protecting it from claims related to the negligence of the acquired agency.

IS BIGGER BETTER?

M&AS CAN CREATE EXPOSURES It’s a familiar tale.

An agency has enjoyed great success, so its principals decide that it’s time to expand the business and acquire another agency. After finding one that will blend in perfectly, they arrange meetings, sign contracts, and finalize the deal. Nothing left to do but enjoy the payoff, right?

Not so fast.

The assumption that “bigger is better” can lead to disaster if the agency’s focus is on growth alone, with no attention to E&O risks.

What if the agency you’re acquiring made a few missteps that escaped attention? When those mistakes finally come to light, how can you ensure your agency isn’t stuck footing the bill?

Here are a few steps to keep in mind: 1) Learn about the acquired agency’s policies and practices as soon as you can. Multiple locations increase exposure to professional WISCONSIN INDEPENDENT AGENT

liability claims: The larger the agency, the more people involved, and the greater the opportunity for error.

2) Establish a plan regarding each employee’s responsibilities. This should include a review of current responsibilities and training on how to handle business the acquired agency previously procured.

3) Actively integrate successful, wellestablished procedures into the merged agency. Meet with new employees and educate them on procedures and expectations.

Consistent and uniform utilization of policies and procedures is imperative as an agency grows.

4) Before finalizing the deal, the acquiring agency should confirm that the purchase contract includes indemnification language protecting it from claims related to the negligence of the acquired agency, in case it committed a wrongful act prior to the acquisition. Similarly, the acquired agency

should purchase tail coverage for its own protection.

5) Notify your E&O carrier about the acquisition. Acquiring another agency typically means a change in risk, so E&O policy language commonly requires reporting of all mergers & acquisitions within 90 days. Some E&O coverage goes beyond this.

Swiss Re’s policies, for example, include an enhancement that increases the maximum reporting time to 120 days.

Bigger can be better, but only if you take the proper steps to learn about the new agency, instill your culture, educate your people, and clearly document that your firm is not taking on the liabilities of > Barbara Rocco is an assistant vice president the acquired and claims specialist agency for at Swiss Re Corporate past mistakes.

Solutions.

APRIL 2017 | 37

MARKETING

THIS AGENT SELLS INSURANCE VIA TEXT MESSAGE TO GRANDMA That was the last text I got from grandma.

She’s a natural. She’s also almost 80.

Many in our industry have explained to me that their agency doesn’t incorporate texting (or much technology for that matter) because their clientele prefers the old school approach (aka, their clientele is 60 plus).

If someone ever told my grandma that she would probably be offended. Actually, she would definitely be offended. She’s not old or into doing things old school. She thinks she’s super cool. I think she is, too.

While I was in Minneapolis texting palm tree emojis to my grandma (who lives in Florida), Grant Botma, Founder of Stewardship Insurance, was in Arizona texting insurance.

“Believe it or not, the first person we sold

38 | APRIL 2017

a policy to through text was a 65 year old woman. Texting is definitely not limited to Millennials.” - Grant Botma I believe it.

Why Texting Works Grant Botma’s insurance website has an online quote request form, like many insurance websites out there. But instead of simply receiving an email with the completed information, Grant’s quote request form sends him the email and immediately triggers an automated text message to be sent to the prospect.

The text says: “Hey *prospect’s name*!

You just filled out an auto quote form on our website. My name is Grant and it’s a pleasure to meet you. Do you have time to talk right now?”

If the prospect texts back ‘yes,’ then Grant receives an alert and engages with them via text immediately (ultimately looking to sell a policy). If the prospect texts back ‘no,’ then they receive another automated text saying: “That’s cool. I’d love to get to know you more and have you get to know me more. Here’s a link to my bio. Feel free to schedule a call whenever you’re ready.”

When they first started incorporating texts into their selling process, Grant saw their engagement rate go up.

Honestly, that makes sense when you also consider that “97% of American adults text weekly,” “texts have a 99% open rate,” and the “average response time for a text is 90 seconds.”

Even this internal case study performed by a professional texting platform showed that texting touches every generation:

WISCONSIN INDEPENDENT AGENT

MARKETING

Thx! Going to dragonboating now…that is “MY DAY!!!”

But Grant Botma is more social scientist than insurance agent. In less fancy lingo, that means he’s more concentrated on the person than the product. He always wants to know The Why. In this particular case, he wanted to know why people were responding so positively to text. Here’s what he found.

“The social science behind it is this. If someone is filling out a form online, they didn’t call us even though they saw our phone number and they didn’t stop by our office even though they saw our address. They filled out a form online because that was the way they were most comfortable communicating. They like the barrier that exists with forms on the Internet. So, we are trying to meet the customer where they’re at.“ - Grant Botma This is why Grant’s theory is a slam dunk: he doesn’t text just to text. And he doesn’t text because he heard that texts have a crazy

WISCONSIN INDEPENDENT AGENT

high open rate. He texts because his client wants him to. He texts when his clients and prospects indicate they are ready.

Stewardship Insurance has learned that completed online quote request forms are an indicator that someone wants to have an insurance conversation right now with some sort of technological barrier still in place.

Texting fits that bill.

Ultimately it’s that active acknowledgement of his prospect’s communication needs that helps (subconsciously) strengthen their connection and form the foundation of a relationship.

Using text (or any other technology) in the right place, at the right time to help two people connect and get to know each other, is what Grant defines as “Relational Technology.”

And man, it’s powerful.

<3

Steal Grant’s Awesome Text Set-Up Grant uses three pieces of technology in tandem to accomplish this: Ring Central, InfusionSoft and TwitchText.

• Ring Central (ringcentral.com) allows you to receive text messages to and through an app on your computer and phone. It’s how you can separate your business number from your personal number.

• InfusionSoft (infusionsoft.com) is an email marketing platform that allows you to setup automated email campaigns.

• TwitchText (twitchtext.com) allows you to send automated text messages from your business phone number.

> Sydney Roe is the Digital Content Manager for TrustedChoice.com.

APRIL 2017 | 39

News Members in the

SECURA Executives Earn Promotions SECURA Insurance recently promoted two executive leaders in its organization: • Marty Arnold to Senior Vice President & Chief Underwriting Officer

Integrity Names Leadership Circle Agencies Integrity Insurance, a property and casualty carrier, is proud to announce its agency partners throughout Wisconsin, Iowa and Minnesota have earned a spot in the 2017 Leadership Circle, which honors top-tier agencies for their work in 2016. To achieve Leadership Circle status, these agencies met specific criteria based on premium, profitability and growth.

Integrity President Jill Wagner Kelly stated, “We’re honored to work with the best of the best. These… agencies are committed to providing top-notch service and expertise to policyholders. It’s a pleasure to see them thrive and write profitable business with Integrity.”

2017 Leadership Circle – Wisconsin Agencies > Ansay & Associates > Couri Insurance Agency > Coverra Insurance Services

• Garth Wicinsky to Senior Vice President & Chief Administrative Officer

> CRW Insurance & Financial Services

Marty Arnold

“Both Marty and Garth represent the best in leadership, vision, and expertise,” said Dave Gross, SECURA President & CEO. “They are strategic thinkers and strong collaborators, and care about diversity of thought to encourage engagement and inspiration of others. Their years of Garth Wicinsky experience and expanded roles within the company earned them this well-deserved recognition.”

> HNI

Marty Arnold joined SECURA in 2000 as Chief Actuary and added the role of reinsurance buyer in 2003. He was promoted to Vice President & Chief Actuary in 2005 and assumed direction for Research & Development in 2007. In September 2013, he was appointed Senior Vice President– Underwriting, directing the company’s Commercial, Personal, Farm-Ag, and Specialty underwriting divisions, as well as Reinsurance and Risk Management. As SVP and Chief Underwriting Officer, Marty assumes these same responsibilities. He received a B.B.A. in actuarial science, and risk management and insurance from the UW– Madison.

For more about Integrity, please visit integrityinsurance.com.

> Klinner Insurance > Robertson Ryan & Associates > SIA of the Great Lakes > TRICOR Insurance

ACUITY Named a Best Company to Work For Acuity Insurance claimed the #9 spot in the 2017 FORTUNE “100 Best Companies to Work For®” list. For the third straight year, Acuity has ranked among the top large employers for its workplace and corporate culture.

“We are honored to be named among the best employers to work for across all industries, and the credit for this accomplishment goes to everyone at Acuity,” said Ben Salzmann, Acuity President and CEO. “The largest

Garth Wicinsky joined SECURA’s Human Resources division in 1996 and was promoted to Vice President– Human Resources in 2002, responsible for talent management, compensation and benefits, learning and development, facilities, purchasing, and distribution. With his promotion to SVP and Chief Administrative Officer, in addition to his HR leadership function, he oversees Marketing, Research & Development, and Agency Training.

He earned a bachelor’s degree in business administration from the UW–La Crosse and an M.B.A. from the UW– Oshkosh.

For more about SECURA, please visit secura.net.

40 | APRIL 2017

Acuity’s corporate headquarters incorporates many features to bring a little fun into the workday, including several ping pong tables.

WISCONSIN INDEPENDENT AGENT

says Larry Jansen, president and CEO of Grinnell Mutual. “The change in brand identity reflects that transformation and will help drive further success for our company and the customers we serve.”

Grinnell Mutual’s new brand theme — Trust in Tomorrow. — builds on its history of trusted relationships and speaks to a confident future for mutual members, agents and policyholders.

“Grinnell Mutual has grown to be among the top 5 percent of property and casualty insurance firms in the country while continuing to be the largest primary reinsurer of farm mutuals in North America,” Jansen says. “We are making investments in new products, services and technology so our customers can continue to trust in us and trust in tomorrow.”

400-Foot Acuity Flagpole Ceremony with Employee Veterans: The American Flag that proudly flies over Acuity’s headquarters measures 140 feet wide by 70 feet high. A team of Veterans employed at Acuity unfurls the flag as it is hoisted to the top of a 400-foot pole, making it the world’s tallest symbol of freedom.s.

Along with a new primary logo for Grinnell Mutual (pictured here), the evolution in brand identity features a new name and logo for its reinsurance unit, Grinnell Re. It also includes a new member logo, Grinnell Mutual Member, which replaces the longstanding FarMutual logo. Jansen says these changes reflect the more forward-looking and expanded offerings of the company.

The new brand identity is Grinnell Mutual’s first major update since 1963. It worked with West Des Moines-based branding and marketing agency Meyocks to create the new identity and theme.

component of our recognition as a great place to work is what coworkers say about each other and the workplace.”

For more about Grinnell, please visit grinnellmutual.com.

“Everyone at Acuity plays an important role in building our great workplace,” said Joan Ravanelli Miller, General Counsel/Vice President Human Resources. “We all share in our success and we are grateful to all our colleagues for making it happen.”

Perrizo Appointed Senior Field GUARD Representative for Berkshire Hathaway GUARD

“Congratulations to the 2017 100 Best,” said Michael C. Bush, CEO of Great Place to Work. “They are working to build great places to work for all, which are better for business, better for people, and better for the world.”

A great workplace has also contributed to Acuity’s remarkably low staff turnover, helping build stronger relationships with customers and independent agents. In addition to a high level of trust, Acuity’s great workplace recognition reflects the company’s outstanding employee benefits, career opportunities, and involvement of staff in strategy and decision-making. It also recognizes Acuity’s strong charitable giving and a unique, fun, and celebratory corporate culture.

For more about Acuity, please visit acuity.com.

Berkshire Hathaway

Insurance Companies

Berkshire Hathaway GUARD Insurance Companies recently added Lisa Perrizo as a Senior Field Representative to promote targeted growth in Wisconsin. In her new capacity, she is responsible for identifying prospects for appointments while providing Lisa Perrizo information about available resources and new developments to existing members of the distribution network. She also functions as agents’ field liaison with Berkshire Hathaway GUARD’s underwriting, loss control, and claims staff.

Perrizo has been part of the insurance community for over three decades. She has extensive experience working with both insurers and agents to grow their businesses.

Grinnell Mutual, which has provided property and casualty insurance and reinsurance to customers for more than 100 years, today is unveiling a new brand identity that more closely aligns with its continued growth and transformation.

In October of 2012, GUARD Insurance Group was acquired by National Indemnity Company, which is a wholly owned subsidiary of Berkshire Hathaway – an international holding company with diverse interests that include insurance and reinsurance. In 2013, GUARD unveiled a new identity as Berkshire Hathaway GUARD Insurance Companies. Each of the organization’s carriers (AmGUARD, EastGUARD, NorGUARD, and WestGUARD) are rated A+ (“Superior”) by A.M. Best – a leading source of independent rating information on the insurance industry.

“We’ve made extraordinary changes over the past few years to position ourselves for the future and to serve our customers more effectively,”

For more about Berkshire Hathaway GUARD, please visit guard. com/apply.

Grinnell Mutual Reveals New Brand Identity

WISCONSIN INDEPENDENT AGENT

APRIL 2017 | 41

FOOD FOR THOUGHT THERE’S A REASON HE’S ON MT. RUSHMORE

Thomas Jefferson was born April 13, 1743.

He died, incredibly, on July 4, 1826, 50 years after the adoption of the Declaration of Independence, a document which he primarily wrote. A lesser-known fact about our 3rd President (and 2nd Vice President and 1st Secretary of State) was that he was a voracious reader and generous with his collection.

In 1814, the original Library of Congress was attacked by British troops and all the books were burned. Jefferson offered his personal library as a replacement. In 1815, the Library of Congress was restocked — with Jefferson’s 6,487 books.

Jefferson was also a science enthusiast and ever curious. He kept a record and drawings of all the plants and animals in Virginia. He loved to watch the sky and examine stars, planets and comets. He loved technology and innovation and one of his favorite items was a rotating bookstand that could hold five books at one time (pictured here). It was like an early version of having multiple tabs open on a computer.

‘‘

Source: Washington Post

If a nation expects to be ignorant & free, in a state of civilisation, it expects what never was & never will be.

– Thomas Jefferson

Crash course in service excellence.

®

Help clients through the stress of an accident with AAA Accident Assist .

One call brings AAA roadside assistance to their crash site, sets the stage for hassle-free repairs, and reserves a rental car for their immediate use.

And you made it happen.

Contact Heidi Nienow today to learn more.

(608) 828-2614

hqnienow@AAAwisconsin.com

It’s just one of the powerful tools AAA Independent Insurance Agents enjoy.

IE-0011

42 | APRIL 2017

Insurance underwritten by Auto Club Insurance Association or Auto Club Group Insurance Company.

WISCONSIN INDEPENDENT AGENT

Trusted Choice

PRSRT STD US POSTAGE

®

Independent Insurance Agents of Wisconsin

PAID

MADISON WI PERMIT NO. 2506

725 JOHN NOLEN DRIVE MADISON, WI 53713

118th IIAW

ANNUAL CONVENTION DAVID SPADE LIVE Appearing May 3

MAY 3¯4, 2017

MADISON MARRIOTT MADISON, WI

VISIT IIAWCONVENTION.COM