Wisconsin Independent Agent | January 2022 Magazine

wisconsin INDEPENDENT AGENT JANUARY 2022

SAVE THE DATE MAY 9-10, 2022 KALAHARI RESORTS, WISCONSIN DELLS IIAW.COM/INSURCON

This issue was brought to you by our Exclusive Supporting Company Members:

“I love spending hours trying to quote online.”

SAID NO AGENT EVER. No agent ever said they enjoy wasting time.

But they have said fast online quoting with a clear understanding of appetite is key to a successful partnership.

UFG Insurance listened.

Welcome to a better way to work online — because you deserve it.

BOP-Pro Get down to (small) business with this robust businessowners policy, including select endorsements to take coverage to the next level.

Pro-Quote Get from start to bind with fast efficiency thanks to smart tools and straight-forward appetite within this enhanced quoting experience.

Simple solutions for complex times

UFG’s rejuvenated online experience isn’t about being better than others — it’s about being better for agents like you. Explore our simple solutions for complex times and experience service aimed to exceed expectations.

ufginsurance.com/online © 2021 United Fire & Casualty Company. All rights reserved.

CONTENTS

wisconsin INDEPENDENT AGENT

COVER STORY: Save the Date

Mark your calendars for InsurCon2022 on May 9-10 at the Kalahari Resorts in Wisconsin Dells! Monday, May 9th, we’ll be hosting a networking bowling event at the Kalahari’s Volcano Lanes. On Tuesday, May 10th, we’re featuring eight energizing speakers covering topics from best practices, cybersecurity & recovery and so much more. Registration opens on February 1, 2022!

PAGES:

5-9

INSURANCE BARTENDER.........................................................5 Save the Date for InsurCon2022

RISKY BUSINESS.............................................................................14 An Agent’s (Legal) Duty to Advise: Updated

PERSONAL LINES............................................................................16-17

Homeowners’ Form and Endorsement Changes Coming in 2022 to Multistate Filing

AGENCY OPERATIONS................................................................20-21 Putting an End to Meeting Overload

COMMERCIAL LINES....................................................................23-24 3 Ways Your Clients increase Their Own Property Premiums

THANK YOU.......................................................................................26 IIAW Emerging Leaders Give Back During the Holidays

MEMBERS IN THE NEWS..............................................................28-31 GOVERNMENT AFFAIRS.............................................................34-35 Legislation Introduced to Curb Rising Retail Theft

AGENCY MANAGEMENT...........................................................36 8 Ways to Redesign Your Office to Support Productivity

INDEPENDENT INSURANCE AGENTS OF WISCONSIN 725 John Nolen Drive Madison, Wisconsin 53713 Phone: (608) 256-4429 Fax: (608) 256-0170 www.iiaw.com

2021-2022 EXECUTIVE COMMITTEE President:

Marc Petersen | American Advantage - Petersen Group, New Berlin

President-Elect:

Nick Arnoldy | Marshfield Insurance Agency, Inc., Marshfield

Secretary-Treasurer:

Michael Ansay | Ansay & Associates, Port Washington

Chairman of the Board:

Darrel Zaleski | Spectrum Insurance Group, Eau Claire

State National Director:

Steve Leitch | Leitch Insurance, River Falls

2021-2022 BOARD OF DIRECTORS Matt Frank | Robertson Ryan & Associates, Milwaukee Mike Harrison | R&R Insurance Services, Inc., Waukesha Aaron Marsh | Marsh Insurance Services, Inc., Rice Lake Dan Lau | Robertson Ryan & Associates, Milwaukee Andrea Nelson | Unisource Insurance Associates, LLC, Wauwatosa Brad Reitzner | M3 Insurance Solutions, Madison Joanne Lukas Szymaszek | Johnson Insurance Services, LLC, Racine Chad Tisonik | HNI Risk Services, LLC, New Berlin

IIAW Staff Matt Banaszynski | Chief Executive Officer 608.256.4429 • matt@iiaw.com Mallory Cornell | Vice President and Director of Risk Management 608.210.2975 • mallory@iiaw.com Kim Kramp | Accounting Supervisor 608.210.2976 • kim@iiaw.com Trisha Ours | Director of Insurance Services 608.210.2973 • trisha@iiaw.com

COMMENTARY FROM COUNSEL...........................................38

Evan Leitch | Agency Solutions Advisor 608.210.2971 • evan@iiaw.com

FOOD FOR THOUGHT....................................................................39

Kaylyn Staudt | Marketing and Communications Coordinator 608.210.2977 • kaylyn@iiaw.com

Biden Administration COVID-19 Vaccine Mandates - On [Temporary?] Ice?

ADVERTISERS INDEX Acuity....................................................................15 Berkshire Hathaway GUARD....................25 IMT........................................................................40 JM Wilson..........................................................35 Robertson Ryan & Associates..................39 SECURA..............................................................12 UFG.......................................................................2 Vizance................................................................27 West Bend.........................................................37 Western National...........................................22

Jeff Thiel | Director of Agency Success 608.256.4429 • jeff@iiaw.com Ian Tisonik | Agency Solutions Coordinator 608.256.4429 • ian@iiaw.com Andrea Michelz | Membership Engagement Coordinator 608.210.2972 • andrea@iiaw.com Diana Banaszynski | Education & Events Coordinator 608.256.4429 • diana@iiaw.com Wisconsin Independent Agent is the official magazine of the Independent Insurance Agents of Wisconsin (IIAW) and is published monthly by IIAW 725 John Nolen Drive, Madison WI 53713. Phone: 608.256-4429. IIAW does not necessarily endorse any of the companies advertising in publication or the views of the writers. IIAW reserves the right, in its sole discretion, to reject advertising that does not meet IIAW qualifications or which may detract from its business, professional or ethical standards. © 2021 For information on advertising, contact Kaylyn Staudt, 608.210.2977 or kaylyn@iiaw.com.

wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 3

TRUSTED CHOICE® MARKETING RESOURCES

SEE WHAT YOU’VE BEEN MISSING! Content, custom marketing, reimbursement and more!

Visit us online to see what we have available to help your agency grow.

Free for all Big “I” members!

trustedchoice.independentagent.com

4 | JANUARY 2022 |

wisconsin INDEPENDENT AGENT

INSURANCE BARTENDER

SAVE THE DATE FOR INSURCON2022 If you’ve been active in the digital realm for a while, or if you grew up as a digital native (like me), you are likely aware of how awesome TED talks are and how popular they have become. But, on the other hand, if you are reading this and wondering what a TED talk is, let me break it down for you as it will help you better understand the format for InsurCon2022 on May 10, 2022 at the Kalahari Resorts in Wisconsin Dells.

data and insights into what to expect for the November election, Kelly Donahue-Piro (Agency Performance Partners) talking about how to create an amazing sales process, and finally Brian Kiley (West Bend Mutual) discussing factors that are influencing the purchasing of insurance online and what agents can do about it.

A TED talk is a short presentation, roughly 18 minutes long, covering topics such as technology, entertainment, strategy and more. You may be asking yourself, “Who is this guy named TED, and how is what you described any different than a typical speech at an event?” TED is a non-profit institution that partners with individuals (many of them famous) to assist in sharing ideas globally. Today, TED boasts a collection of thousands of TED talk videos, in more than 100 languages, from politicians to scientists to comedians and actors. Additionally, they add new videos day-in and day-out, so there’s never a shortage of engaging content. As an additional plus, each TED talk is available on their website or their YouTube channel for free. This means more ideas shared with more people and more conversations about the world around us. After all, we can all use a little encouragement to learn and grow The folks at TED definitely think so.

We have also redesigned the exhibit hall to provide attendees with ample opportunities to meet and network with vendors, carriers and others in an open format Exhibitor Showcase throughout the day.

So, why does this matter and how does it affect you? Well, this year’s InsurCon will follow a similar format to TED talks during the day while paying tribute to an industry titan at night (more on that later). This TED talk style event will have each speaker taking the main stage to share their experience and insights with the entire audience.

InsurCon will feature engaging speakers; Steve Anderson (Catalyit) talking about what agency technology you should be exploring, Kevin Bong (Sikich LLP), speaking on cybersecurity and recovery, Chris Calvelli and Michael Antonelli (Baird) discussing the economy and emerging from the COVID crisis, Charles Franklin (Marquette University) sharing state and national political polling

But wait, that’s not all…

Our Evening Entertainment will feature an awards ceremony, dinner, drinks, music and a keynote speaker as we pay tribute to SECURA CEO Dave Gross and welcome incoming CEO Garth Wicinsky. The evening will start off with a string quartet and cocktails followed by recognizing some association award winners. Then, attendees will enjoy a gourmet plated dinner. We are very excited to announce NBA Hall of Famer and sportscaster, Bill Walton as our keynote speaker! We will also sit down and converse with SECURA CEO Dave Gross as he reminisces on his storied career. He will also be presented with the Association’s highest honor, the E.J. Tapping Lifetime Achievement Award. Finally, we will sit down with Garth Wicinsky and get to know him and his vision for SECURA as he takes over the helm.

We hope you will join us for what is surely to be another fantastic event full of learning, networking and paying tribute to one of the Independent Agency System’s biggest advocates, Dave Gross.

> Matt Banaszynski, CEO, IIAW

Matt’s Mixology

Creme de Violette Spritz

This creme de violette spritz has a delicate floral taste that pairs well with the light fizz of Prosecco.

Ingredients •

1/4 cup creme de violette

•

2 tbsp fresh lime juice

•

1 cup Prosecco or other sparkling wine

•

Orange peels for garnish

Directions 1. Fill two champagne flutes or white wine glasses with ice.

2. Pour 2 tablespoons creme de violette into each glass.

3. Add 1 tablespoon lime juice into each glass.

4. Top each glass with 1/2 cup Prosecco and stir gently.

5. Garnish with orange peels.

Recipe & Photo Courtesy of Good Food Stories

wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 5

SAVE THE DATE MAY 9-10, 2022 KALAHARI RESORTS, WISCONSIN DELLS REGISTRATION OPENS:

FEBRUARY 1, 2022 iiaw.com/insurcon 6 | JANUARY 2022 |

wisconsin INDEPENDENT AGENT

MAY 9-10 KALAHARI RESORTS WISCONSIN DELLS, WI

SCHEDULE OF EVENTS MONDAY, MAY 9TH 1PM -4PM

TBD

8PM-10PM

Kalahari Volcano Lanes

IIAW BOARD MEETING

This meeting is invite-only.

BOWLING & NETWORKING EVENT

Join us for a fun night of bowling and networking in the Kalahari’s extensive 24-lane bowling alley, Volcano Lanes.

(Limited space available on a first come, first serve basis.

Additional charge)

TUESDAY, MAY 10TH 9AM-9:45AM

Africa East

9:45AM-10:15AM

Africa East

10:30AM-11:15AM

AGENCY TECHNOLOGY Steve Anderson, Catalyit

CYBERSECURITY & RECOVERY Kevin Bong, Sikich LLP

STATE OF THE ECONOMY

Steve will kick off InsurCon2022 by discussing how your IT departments can generate revenue, new technology options and tech trends for 2022.

As the Director of Cybersecurity for Sikich LLP, Kevin will discuss cybersecurity and recovery in the insurance industry.

Chris Calvelli & Michael Antonelli, Baird

Michael and Chris will lead a fast-paced, energetic discussion about the lessons from history after the world broke. They’ll cover what historians say occur after a crisis: inventions, interruptions and accelerations.

11:15AM-1:15PM Africa West

EXHIBITOR NETWORKING LUNCHEON

Grab lunch from one of the available food carts, sip on a drink from the bar and start marking off your Blackout Bingo card while networking with exhibitors.

1:15PM-2PM

ELECTION POLLING DATA

Charles Franklin, Director of the Marquette Law School Poll, will dive into state & national polling data and explore what to expect for the November election.

AGENCY SALES

Kelly, Founder of Agency Performance Partners, has helped hundreds of insurance agencies boost revenues, profits and efficiency. She’ll discuss how to create an amazing sales process.

CONSUMER RESEARCH & INSIGHTS

Brian will cover the six factors influencing the purchasing of insurance online that you will not want to miss!

EXHIBITOR SHOWCASE

Continue marking off your Blackout Bingo Card and stick around until the end of the Showcase to hear the winners for Blackout Bingo and the Super Door Prizes!

BREAK

Check into your hotel room and get ready for an amazing night of evening entertainment!

EVENING ENTERTAINMENT

You won’t want to miss this year’s evening entertainment! The night will kick off with dinner, an awards ceremony and evening entertainment provided by basketball legend, Bill Walton. We will honor SECURA CEO, Dave Gross on his retirement and welcome Garth Wicinsky as he takes over the helm.

Africa East

Africa East

2PM-3PM

Africa East

3PM-3:30PM Africa East

3:30PM-5PM Africa West

5PM-7PM 7PM-10PM Africa East

Charles Franklin, Marquette University Kelly Donahue-Piro, Agency Performance Partners

Brian Kiley, West Bend

Keynote Speaker: Bill Walton

wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 7

SPEAKER LINEUP This year’s convention will feature eight energizing speakers covering topics spanning from marketing, best practices, the state of the industry and so much more. Don’t miss this must-see event of the year.

OUR KEYNOTE SPEAKER:

BILL WALTON Basketball legend Bill Walton is one of sports’ most recognizable and beloved figures. His success on the court is well-documented; the nation’s top college basketball start at UCLA, he then played for two NBA Championship teams - the Portland Trail Blazers and the Boston Celtics. He was inducted into the Basketball Hall of Fame and named on the “50 Greatest NBA Players of All-Time” list. After his playing career, Bill pursued broadcasting; he is currently covering Pac-12 games on ESPN. Bill Walton has led a life of humility in service of inspiring others. His autobiography, Back from the Dead, was a New York Times bestseller and he is perhaps the best-known Deadhead, having seen over 900 shows.

As entertaining as he is insightful, Bill is widely considered one of the best speakers from the world of sports. The lessons he learned on the basketball court became life lessons that served him well throughout his sports, broadcasting and business careers!

STEVE ANDERSON, CATALYIT Steve has spent his 35+ year career helping insurance agents understand, integrate and leverage current and emerging technologies.

Steve will discuss how your IT department should generate revenue, new technology options and tech trends for 2022.

CHRIS CALVELLI, BAIRD Chris has been in the financial services industry since 1997 and with Baird since 1999. He serves as Baird’s Managing Director. Michael Antonelli, Baird Market Strategist, will join Chris as they lead a fast paced, energetic discussion about the lessons from history after the world broke.

MICHAEL ANTONELLI, BAIRD Michael is a Market Strategist for Baird’s Private Wealth Management Group. In this role, he creates content for clients focusing on the behavioral side of investing. Michael and Chris will cover what historians say occur after a crisis: inventions, interruptions and accelerations.

BRIAN KILEY, WEST BEND Brian is the Marketing Research and Insights Supervisor at West Bend Mutual Insurance. Brian will lead a discussion on the six factors influencing the purchasing of insurance online that you will not want to miss!

CHARLES FRANKLIN, MARQUETTE UNIVERSITY Nationally recognized government scholar and pollster Charles Franklin has been Director of the Marquette Law School Poll since its inception in 2012 and became a full-time member of the faculty in 2013. Franklin will use the poll to track political races of interest to voters and explore what to expect during the November election.

KELLY DONAHUE -PIRO, AGENCY PERFORMANCE PARTNERS Agency Performance Partners Founder Kelly Donahue-Piro has helped hundreds of insurance agencies boost revenues, profits and efficiency.

Her specialties include agency culture assessment and change; management and supervisory coaching and benchmarking; customer retention strategy development; digital marketing strategy, planning and implementation; and sales planning, management and skill-building.

KEVIN BONG, SIKICH LLP

Kevin is the Director of Cybersecurity for Sikich LLP. With his experience performing audits, penetration testing, risk assessments and forensic investigations, Kevin provides invaluable guidance to institutions affected by standards such as those related to the FFIEC, NIST, HIPAA and PCI. Kevin is the creator of the MiniPwner, a pocket-sized penetration testing device used to gain remote access to a network.

AGENTS OF Prosperi ty

Lifting your business to new heights, with commission and bonus programs

Our business model is designed to support yours.

With our transparent National Personal Auto Commission Schedule, you can earn more as you write more business with us. Then, as you grow, you’ll have the opportunity to unlock additional compensation and benefits with our partner programs.

Whichever path you choose to grow your business, we have a way forward and upward.

TO LEARN MORE Search for us online at Agents of Progressive, Progressive Connect, or Progressive Appointment.

21A00108.PR03 (1 1/21)

10 | JANUARY 2022 |

wisconsin INDEPENDENT AGENT

Company Spotlight Insuring a path forward for independent agents Since the inception of Paths to Partnership in 2017, Progressive has offered a transparent way for agents to earn more benefits and compensation as they grow their Progressive relationship. As a base offering, Paths to Partnership encompasses the National Personal Auto Commission structure as well as two partner programs that focus on agents’ broader Personal Lines books of business. These programs include Platinum, an invite-only offering for partner agents focused on home-and-auto bundle production, and Priority, an earn-in program for auto-focused agents.

Paths to Partnership started with the idea to empower agents to grow with Progressive based on shared business objectives. For agents focused on growing Personal Auto policies in force (PIF) with Progressive, they could move up to higher-paying commission tiers. If they targeted more preferred business, they could move across the tiers. Or, they could maximize their earnings by focusing on both—placing more, and more preferred, business with Progressive. That guiding principle of providing options so agents can choose their own path to partnership continues to guide Progressive’s partner programs to this day.

Looking ahead to 2022, Progressive is excited to share the newly revamped Platinum and Priority programs with more benefits and opportunities to earn for independent agents committed to continued growth. The latest enhancements are designed to simplify the program and reward both partnership and performance. In all, Progressive expects these enhancements to not only improve the agent experience, but make it easier for agents to take advantage of available compensation and benefit features so they can maximize their earnings.

Outside of Paths to Partnership, Progressive offers a compelling value proposition for independent agents no matter their goals. Since 1937, Progressive has grown into the thirdlargest auto insurer in the country and the largest personal auto insurer by written premium among independent agents. In addition, Progressive has worked to become the No. 1 commercial auto, motorcycle, and specialty RV insurer in the U.S, and achieve an A+ (Superior) rating for both auto and home from A.M. Best.

Progressive has reached these heights by offering a full product lineup; easy-to-use technology; stable, competitive rates and servicing and claims choices; business-building insights and tools; and, a widely-recognized consumer brand, all of which independent agents can leverage to build their books of business as they see fit. With a suite of products across the country, Progressive is proud to power agents’ multi-product growth, whether they’re focused on monoline growth or home-and-auto bundles. Plus, Progressive’s dedicated team of agency sales representatives, customer care consultants, and claims experts is available to provide added support and peace of mind for agents and their customers alike.

Agents who are ready to begin their journey with the leader in the channel can search for Agents of Progressive, Progressive Connect, or Progressive Appointment to learn more. Those who already partner with Progressive can expect ongoing investments in the channel in 2022 and beyond as we prepare for continued, mutual growth—together.

wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 11

Commercial | Personal | Farm-Ag | Specialty

Josh P. Specialty Lines Underwriter

Subrina R. Commercial Lines Underwriter

Lisa P. Wisconsin Sales Manager

Honest relationships SECURA’s team of insurance experts is making insurance genuine.

They are here to support you and your clients. Our underwriting teams are quick to reply, open-minded, and know their stuff. Plus they are backed by our caring claims group who will get your clients back on their feet.

Interested in building a relationship?

Contact us at secura.net/WI-agents.

Ryan F. Farm Lines

Underwriter

Lori M. Personal Lines Underwriter

Hear from our experts.

Want to learn more about what SECURA has to offer? Scan the QR code or visit secura.net/WI-agents for more information about the SECURA team.

CONTENT CURATED JUST FOR YOU PICK YOUR INTEREST AREA(S) PERSONAL LINES If your role focuses on personal lines, this is interest area would best serve you.

With our new communication initiative, you will receive content created just for you! Choose which topics are of interest to you the most, and once a month you’ll receive a tailored email with news and information targeted to you and your role within the industry.

Scan the QR code or visit the link below to select which type of content you’d like to receive.

COMMERCIAL LINES If your role focuses on commercial lines, this is your interest area.

SCAN THE QR CODE:

EMPLOYEE BENEFITS

If your role focuses on employee benefits, this interest area is for you!

INDUSTRY RELATIONS & OPERATIONS

If you have an operational or leadership role within an agency or carrier, you’ll want to sign up for this interest area! This interest area is great for managers, human resources, customer service representatives, etc.

BIT.LY/IIAWInterestArea

RISKY BUSINESS

AN AGENT’S (LEGAL) DUTY TO ADVISE: UPDATED In 2010, respected attorney Myles Hassett, ESQ published a guide to understanding Standard of Care laws across the United States. More recently in 2021, Mr. Hassett and his colleagues have updated this guide and made it available at no cost for all Swiss Re policyholders. The guide cites that over 30 new decisions have impacted the laws in many states. These laws apply to both captive and independent insurance agents and brokers. As a Swiss Re approved auditor, I rely heavily on the information provided in this document to educate policyholders on their legal obligations and how their words and actions increase those obligations by creating “special relationships”.

Do your clients turn to you to advise them on their insurance needs? Of course they do! Your legal obligation in Wisconsin is to procure the coverage requested or advise on why it cannot be provided. In working with many of our wonderful agents, I have seen that you provide more than just this baseline requirement.

In general, if you answer “yes” to any of the following, the court could find that a “special relationship” exists between you and the customer and, thus, your duty has been increased.

• Have you agreed to act as an “advisor” to

the customer? Many times, we review an

agent’s website or public facing

communications and find that the agent has

referred to themselves as an “advisor” or

“trusted advisor”. If this is the role you’ve

chosen to play, its imperative to understand the

legal duties that accompany this position.

• Did the customer request your advice?

Whether you’ve stated you’re an advisor or the

customer specifically requests your advice, an

increased duty exists in both situations.

Ultimately, its important to have strong

documentation to show the customer made a

final decision based on the options you

presented.

• Have you accepted additional compensation

for your services? Just as you would expect

a higher level of service from a paid professional

in your own home, an insured will expect

additional care and consideration if they are

paying fees (beyond the commission) for your

services.

• Is there a long-term relationship established

with the customer? In Wisconsin, there are

countless customers who have been with their

agents for many years. Over the course of these

years, the insured has become accustomed to

the advice and recommendations of the agent.

14 | JANUARY 2022 |

wisconsin INDEPENDENT AGENT

Do not take these customers for granted because you may be held at a higher standard of care due to the relationship that has been established.

• Do you refer to an agent or the agency as “experts” or “specialists”? As an approved auditor, I regularly review an agency’s website, and this is one of the most common references that I find on a site. Many of our agents have extensive knowledge and may be a “specialist”.

Be mindful of the additional duties this presents and be wary of referring to the ALL staff as experts or specialists – especially in a specific coverage type.

• Have you accurately represented the coverage you’re providing? Many agencies provide coverage language either on their website or in written materials. Its important to review, update and make careful decisions about how you would like this information presented and interpreted. Providing updated materials produced by the carrier may mitigate the increased duty that comes with creating your own information.

The entire document “Insurance Producers’ Duty to Advise: A Nationwide Guide To the Law Governing Insurance Producers’ Obligations to Advise Their Customers” explains Standard of Care laws and how the courts are imposing a duty to advise. This document can be found on the E&O Happens website and is available at no cost to Swiss Re policyholders. While understanding the specific laws and interpretations in Wisconsin should come first and foremost, you may be held at a higher standard of care based on where you do business and the coverage provided to those insureds in other states.

It isn’t completely black and white which standard of care laws will be considered, so understanding your duties and mitigating your risk through strong procedures and workflows should be at the forefront of all agency operations.

For an independent review of agency operations, website language or to consult on specific workflows please reach out to the experienced professionals at the Independent Insurance Agents of Wisconsin.

> Mallory Cornell, Vice President, IIAW

TOP FIVE REASONS AGENTS LOVE

WORKING WITH US! 1 2 Acuity has a 20year track record of beating the industry by more than double the growth and a full eight points on the combined ratio.

Unparalleled Financial Strength RATED #1 COMPANY FOR

World-Class Claims Service

3

Responsive and RelationshipBased Underwriting

4

Stable and Consistent Market

5

Impeccable Culture

WORK-LIFE

BALANCE DURING COVID-19

Consistently recognized as one of the best places to work in the nation.

SELL ACUITY!

wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 15

PERSONAL LINES

HOMEOWNERS’ FORM AND ENDORSEMENT CHANGES COMING IN 2022 MULTISTATE FILING In this historic home buying market, it can be easy for buyers to get overwhelmed or miss vital steps in the buying process. As an insurance agent, you can help buyers stay on track by educating them on topics such as the insurance impact of a home inspection and weather or resiliency risks for a potential property.

Buyers will be focused on putting together a competitive offer, not on the potential need or cost of specialty insurance. However, it’s important to also help buyers understand whether the property they are interested in buying requires specialty coverage prior to purchase.

When you talk with buyers to determine what type of coverage they need for their home, discuss the factors that go into calculating the possible rate. It is also important to discuss how variables, such as the type of home or intended property use, could impact the need for specialty coverage.

Here are four other ways that agents can help buyers understand different types of specialty coverages for their new home: 1) Discuss how planned occupancy impacts coverage. Buyers are focused on trying to secure the home of their dreams in an extremely competitive housing market, which could take their focus away from what coverage the property requires. Begin by explaining how the planned home occupancy can impact what coverage the buyers will need.

For example, if the home will be their primary residence, buyers will probably be eligible for a traditional homeowners policy, which would cover the home structure, personal belongings and more.

However, if the buyers plan to rent the home, they need to consider other options, such as a dwelling fire policy. You can also educate buyers on 16 | JANUARY 2022 |

wisconsin INDEPENDENT AGENT

additional coverages like temporary or occasional rental coverage, as well as topics like liability limits and medical payment coverage. This coverage could help protect owners if renters are injured during their stay.

Also, discuss whether the buyers plan to list the property as a rental on platforms like Airbnb because there are often challenges in securing short-term rental coverage for the property. While it’s more difficult to secure short-term rental coverage for these kinds of properties because of the high traffic rate of renters compared to renting a home for a longer term to one party, it may be available as specialty coverage.

2) Review the different types of homeowners coverage. Buyers may overlook things that could impact their eligibility for standard homeowners coverage.

Explain what factors go into determining coverage, such as the location of the home, age of the roof, whether or not there is a pool, and other conditions that influence price, coverage type and coverage amount. Some of these factors, such as age, location, or claims concerns, could require specialty coverage.

Insurance agents know there are different types of homeowners coverage that can cover dwelling and personal belongings as well as different home types—but buyers might not think of that. Buyers might not know that there are different types of homeowners coverage for condos, manufactured, mobile and single-family homes.

Also, ask buyers if they are planning any renovations. If so, you can explain how the value change can be contemplated in the replacement cost calculation for homeowners insurance.

3) Explain what specialty coverage is needed for renovations or a vacancy. Speaking of renovations, buyers may not be aware of how renovations could impact their insurance.

If the buyers are planning to renovate the property, you can educate them on the differences between a builders risk policy and a vacant remodel policy.

A builders risk policy will generally protect groundup or new construction and building materials that are stored or in transit to the property. However, a builders risk policy will typically only apply to projects that take longer than six months to complete.

Planned vacancies are another component they should be aware of. Walk the buyers through the particular risks and different types of coverage for vacant properties, which will generally differ from a typical homeowners policy. In fact, standard homeowners policies generally don’t cover a property that has been vacant for more than 60 days.

A vacant remodel policy offers coverage for any remodeling or cosmetic project done at the home.

This type of coverage is an alternative insurance option if the renovation will be completed in 30 days to six months.

Similarly, a vacant or unoccupied policy will cover the property while it remains vacant.

4) Keep communication lines open. Establishing and maintaining an open line of communication with home buyers is critical and can help relieve their stress. You can keep the line of communication going by scheduling a biannual insurance review, by sharing relevant insurance content with the buyers on social media, or simply checking in on them with a brief phone call or email.

While the home buying process is stressful, buyers are lucky that they have you as a trusted insurance agent who can provide guidance, tactical tips and timely support during and after the home buying process. As is the case with any strong relationship, communication is key. Buyers need more than just insurance coverage, they need your expertise and dedication to help ensure they’re insured for the long run.

>S ally Kressin

Vice President of Product Management, American Modern Insurance Gropu Inc.

wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 17

In 1919, A group of Pennsylvania farmers founded Penn National Insurance to provide affordable workers’ compensation insurance.

Today, Penn National Insurance sells property-casualty insurance in 11 states by partnering with more than 1,200 independent agency operations. In 2012, we affiliated with Wisconsin-based, Partners Mutual Insurance Company. As one company, we bring the personal attention and local focus of a regional carrier, along with the quality of products and services of national carriers.

Interested in partnering with a thriving insurance carrier with superior customer experience? We are looking for select commercial-lines agencies in Wisconsin.

Contact: Vicki Lentz 262-432-3420 vlentz@pnat.com

Contact: Clayton Zogata 715-383-5454 czogata@pnat.com

We help people feel secure and make life better when bad things happen

An Equal Employment Opportunity/Affirmative Action Employer ©2021 Penn National Insurance

Policies issued for domiciled businesses and individuals in Wisconsin and Iowa are underwritten under our affiliate, Partners Mutual Insurance Company.

• Strong financial performance and A.M. Best Financial Strength Rating of A• Expanded Commercial Lines products and services with competitive pricing and comprehensive coverages to help our agents grow profitably • Comprehensive Personal Lines product offerings, including Homeowners Equipment Breakdown and additional protection plans • State-of-the-art quoting, processing and self-service tools, making it easier and faster to meet your customers’ needs • Local, experienced underwriting, claims and management staff

Company Spotlight Penn National Insurance

Creating effortless, personal, respectful and responsive customer experiences.

Some additional endorsements we offer include: Cyber Security Insurance, Monoline Inland Marine, and Manufacturers’ Mechanics’ and Conractors’ Errors and Omissions Liability endorsement.

Partner with us if you are seeking: • A mutual carrier solely focused on agents and policyholders • Local managers who understand your operating territory • Access to an executive management team eager to get to know you • The ability to have meritbased conversations about decisions impacting your agency • Consistency in underwriting approach • A claims team that dependably earns high service marks • A carrier always seeking ways to make the experience better for agents and policyholders Agents know us as: • Vibrant • Innovative • Resilient • Personable • Bold • Persistent Convenient service and information options • Policyholder self-service for premium payment, billing preferences, and policy information, backed up with personal phone service option • Claim reporting by phone, website and mobile app • Claim-tracking status alerts, with email or text message option • Access to Auto insurance ID cards online, by phone or mobile app • Claim reporting 24/7 by phone, website or mobile app

Pictured left to right: Thomas Korber, vice president – Human Resources; Jacquelyn Anderson, senior vice president, CFO/treasurer; Robert Brandon, president; John Foster, senior vice president – Insurance Operations; and Karen Yarrish, esq., senior vice president, secretary & general counsel. Not pictured: Mike Watts, chief information officer.

Diverse array of commercial and personal coverages Penn National Insurance values the relationships we have with our agents as part of the underwriting process and placement of accounts with us.

We offer a diverse portfolio of products and services to meet today’s customer needs.

In addition to the traditional Commercial and Personal insurance coverages, we offer a wide range of coveragerich PennPac endorsements.

PennPacs provide valuable coverage and limit enhancements on Business Auto, Businessowners, General Liability, Property, Workers’ Compensation and Inland Marine. For our commercial policyholders in specialty markets, we have designed a PennPac specific to their needs, including restaurants, printers, manufacturing, self-storage and contractors. Many of our PennPacs are rolled on free of charge or offered at a nominal flat fee.

For our Home and Auto policyholders, we offer great coverage at an affordable price, plus many additional coverages you can add at an affordable price that will help you feel secure, like Roadside Assistance, New Car Replacement coverage and Auto Loan/Lease coverage.

For homeowners, we offer Underground Utility, Loss Assessment and Identity Theft coverage. Our PennPacs for Homeowners and Auto also offer many additional coverages and extended coverages to your underlying coverages – all at an affordable cost.

Penn National Insurance (www.pennnationalinsurance. com), founded in 1919, in Harrisburg, Pa., sells propertycasualty insurance in 11 states, through a network of more than 1,200 independent agency operations. The company wrote $734 million in net written premium in 2018 on $591 million in policyholders’ surplus, and total assets exceeded $1.7 billion. The company employs approximately 830 people in its 11-state sales and service territory. wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 19

AGENCY OPERATIONS

PUTTING AN END TO MEETING OVERLOAD Here’s a statistic that might catch your attention (if you happen to be reading this while not in a meeting): According to Zoom, daily meeting participants exploded from 10 million a day in late 2019 to 300 million by mid-2020 – an increase of 2900%. During that same timeframe, remote workers started to suffer from “Zoom burnout” and “Zoom fatigue” – the feeling of being tired, mentally drained, cranky, and unproductive after a day of video calls. Sound familiar? Now that we’re another year into the pandemic, workers are still suffering from meeting overload, with no end in sight.

Meeting overload certainly isn’t anything new.

According to the Harvard Business Review, meetings have been steadily increasing in length and frequency over the past 50 years. In 2017, executives spent nearly 23 hours a week in meetings, up from 10 hours in the 1960s. In a more recent article, managers reported that 83% of their meetings were unproductive. That statistic alone is enough to make any CEO cringe.

The remote work model has further exacerbated the problem, with extra meetings replacing casual conversations that used to happen in the office. Weekly meeting time has increased by an additional three meetings per week, per employee. One-on-one meetings and regular check-ins have also increased, as managers and 20 | JANUARY 2022 |

wisconsin INDEPENDENT AGENT

teams use meetings to help remote workers feel a sense of connection. Though well-meaning, too many of these “extra” meetings can contribute to stress, demotivation, and loss of focused work time.

So, if most workers are on meeting overload, why do we still feel the need to attend and hold so many meetings? According to the same Harvard Business Review article, there are a few psychological reasons people schedule and attend so many meetings. The first is fear of missing out, a fear that can be especially real for remote workers. If you don’t attend a meeting, you might fear that colleagues will forget about you or judge your reasons for not attending. Another problem is “selfish urgency” – scheduling a meeting whenever it’s convenient for you and assigning more urgency to things than they deserve. Sometimes, scheduling meetings is just a cultural force of habit – it’s how we’ve gotten used to spending our time at work.

The secret to regaining some sanity may be found in asking yourself a few simple questions the next time you’re invited to a meeting: 1. Do you have anything to contribute? (Or are you just listening in?)

2. Will you have anything to gain that you can’t get from meeting notes?

3. Does attending this meeting help you achieve a goal or help establish your value?

If your answer is no to these questions, decline the meeting. To resolve your fear of missing out, try providing your thoughtful input before the meeting or following up with the meeting host after you’ve read the meeting notes. Also, if a reoccurring meeting has been on your calendar for months, now is the time to reassess whether that meeting is just a comfortable habit or if it’s really necessary.

On the flip side, if you’re scheduling a meeting, ask yourself these questions:

quick call)?

2. Who is essential to the meeting? Does each attendee have something valuable to contribute?

Ideally, try to keep your meeting length and agenda short and the attendee list small. This helps meetings stay on track and have purpose.

The most productive employees say they attend fewer meetings and reserve time in their day to do “deeper” work, so it’s up to each of us to help create the space and time for everyone to be productive while working from home.

1. Can I resolve this without having a meeting (i.e., send a non-urgent email, ask a question on chat, or pick up the phone and make a

wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 21

YOUR CLIENT LOOKS PRETTY CONFIDENT.

They must be protected by Western National Insurance.

Western National carefully crafts policies to fit your client’s unique insurance needs – so they can feel confident in their coverage.

www.wnins.com

COMMERCIAL LINES

3 WAYS YOUR CLIENTS INCREASE THEIR OWN PROPERTY PREMIUMS Bad decisions cause commercial property clients to pay higher property premiums. Sadly, the insured may not even recognize their poor choices. However, with the right information, agents can help clients identify their bad decisions.

Here are the three most common property mistakes and how agents can help them avoid them: 1) Altering the construction class. A building’s construction class is a function of its major structural features. The two structural features used to develop the construction class are the exterior, load-bearing walls and the floors and roof.

Occasionally, the insured alters the characteristics of one of these features. Generally, it is the exterior, loadbearing wall that is sabotaged.

Warehouses, assembly operations and manufacturing operations are the most common offenders. Consider an all-metal building—steel I-beam studs wrapped on the exterior with metal sheet siding and slow-burning insulation between the studs for comfort—a common construction method in many industrial complexes. The roof is likely made of the same construction.

If the insured leaves the building alone, this is considered a non-combustible—construction class 3—building. However, for one reason

or another, the insured may decide to attach plywood panels to all interior walls of the production areas, often to protect the insulation from damage. When the plywood is attached to the metal studs it creates an “assembly.”

Assemblies are rated based on the most combustible feature of the assembly, a rule that does not apply to masonry and fire-resistant walls. The plywood causes the walls to be rated as frame assemblies.

When discussing mixed construction, as discussed in the Big “I” Virtual University (VU) session, “The Unseen ‘Magic’ Behind Commercial Property Underwriting,” when more than 33 1/3 percent of a major structural feature is of an inferior construction class, the entire feature is assigned to that class. Because the production area is likely the majority of the building, the addition of the plywood causes much more than one-third of the walls to be rated as frame assemblies.

Because the insured made this decision, the building is classified as a construction class 1 rather than 3. Depending on the occupancy and protection class, this difference may result in a 25%-30% higher Group I rate.

Don’t misunderstand. This doesn’t mean the insured cannot protect the insulation or cover the interior walls in some way—they just shouldn’t use combustible materials to do so. wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 23

There are other materials that can be used such as drywall or other material with the necessary flame spread rating to avoid creating a combustible assembly. This is where agents can properly advise insureds.

2) Improperly managing hazards of occupancy.

Occupancy is what the insured does—how it uses the building. But more important than what the insured does is how the insured does what it does. In other words: Its methods of operations resulting in hazards of occupancy.

When insureds improperly manage their hazards of occupancy, they increase their own premiums and sometimes they mismanage themselves out of coverage.

What hazards are unique to the insured? Once those are known, they must be managed properly to garner the best property premium. To analyze the occupancy exposure, apply the “RUA” method: • Recognize the hazard.

• Understand the risk.

• Act appropriately.

The three body shops in “The Unseen ‘Magic’ Behind Commercial Property Underwriting” are essentially the same: Construction class, square footage, age and protection features. The only difference is how each stores its 100-gallon reserve of flammable and combustible paints and other liquids.

24 | JANUARY 2022 |

wisconsin INDEPENDENT AGENT

• Location A: All flammable and combustible liquids are stored in a specially constructed building outside and separate from the shop.

The required amount of liquid is brought in when needed.

• Location B: All flammable and combustible liquids are stored within the building in National Fire Protection Association (NFPA) 30-compliant storage cabinets and the required amount is removed on an “as-needed” basis.

• Location C: Flammable and combustible liquids are stored in the open in one corner of the shop with no spark arresting mechanism or any other protection feature in use.

When your insureds improperly manage their hazards of occupancy, they cost themselves money and maybe coverage options. Help them avoid these problems.

3) Negating or neglecting fire protection systems. Fire protection systems do just what the name suggests—protect the building from damage caused by fire. None of the systems prevent fires, but all are intended to reduce the damage caused by fire. And if these systems are not maintained, installed or used properly, the insured is going to see an increase in property premium.

> Chris Boggs, Executive Director Risk Management and Education, Big I Virtual University

Thank You! Agents

We appreciate your support in 2021 and wish you the very best for the new year.

Commercial Lines & Personal Lines

See state availability at www.guard.com AmGUARD • EastGUARD • NorGUARD • WestGUARD

APPLY TO BE AN AGENT: WWW.GUARD.COM/APPLY

wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 25

IIAW EMERGING LEADERS GIVE BACK DURING THE HOLIDAYS

IIAW Vice President, Mallory Cornell, presents the donation to American Family Children’s Hospital over Zoom during a December Emerging Leaders meeting.

The IIAW is once again proud to share our successful efforts to raise gifts and funds for the American Family Children’s Hospital in Madison, WI. Due to the COVID-19 pandemic, gifts were purchased from the Children’s Hospital Amazon registry and sent directly to the patients.

Emerging Leaders and their organizations stepped up and purchased everything from Kinetic Sand to board games, books and nail polish. While we won’t be able to see the gifts unwrapped in person, we know that opening these gifts in a place they would least expect to will bring joy for the children and their families.

In addition to the gifts that were sent, the Emerging Leaders and our generous IIAW members raised $2,850 to present to the Child Life Fund at American Family Children’s Hospital. We want to send a special thank you to individuals like Matt Frank (Robertson Ryan & Associates) and Josh Timm (The Hartford) who committed to a donation match.

We also want to recognize the IMT team, specifically Territory Managers Bruce Prince, Larry Jendusa and Mike Tietz, for their generous contribution to the fundraising efforts.

This is the second year in a row we have been able to come together in the spirit of giving and support the children and families in the American Family Children’s Hospital during the holidays.

Our goal is to continue this tradition and support for years to come and we want to sincerely thank all who have supported the efforts of the IIAW Emerging Leaders.

Thank you, from your friends at the Independent Insurance Agents of Wisconsin.

26 | JANUARY 2022 |

wisconsin INDEPENDENT AGENT

BE THE NEXT

Find out why agency owners choose us!

• • • • • • • •

Broad Leadership Team that is 100% focused on the insurance business Flexible deal structures including the ability to retain some ownership Strong focus on culture, associate engagement, and client satisfaction Proven ability to drive double-digit organic growth Recruiting & mentoring program to develop those new to the industry Shareholder program for top performers Ability to maintain leadership with regional and practice group support Committed to serving our communities

Call us for a confidential conversation Tom Schaetz 419.450.0317

wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 27

News Members in the

JM WILSON PROMOTES ARANDA TO EXECUTIVE TRANSPORTATION UNDERWRITER

Arlington Heights, IL (11/21) - JM Wilson is pleased to announce the promotion of Phyllis Aranda to Executive Transportation Underwriter in their Arlington Heights, Ill., office. Aranda is responsible for underwriting a wide variety of new and renewal transportation risks as well as strengthening relationships with independent insurance agents and company underwriters in Illinois, Wisconsin, and Iowa. With an increased level of product knowledge, Aranda is a leader and resource to other underwriters in her department.

Aranda has been with JM Wilson since 2008 and has held various positions in our Transportation department. Most recently she held the position of Senior Transportation Underwriter. Prior to joining JM Wilson, she served in various Rater and Underwriter roles at American Country Insurance for 19 years.

Founded in 1920, J.M. Wilson is a Managing General Agency and Surplus Lines Broker providing independent insurance agents access to specialty markets. JM Wilson can provide coverage for standard and hard-toplace Commercial Transportation, Property & Casualty, Brokerage, Marine, Personal Lines, and Surety.

Advancement Award. When Sheri was named to her current role in January 1999, she became the first female Vice President since Acuity’s founding in 1925. This not only marked a personal and organizational milestone, but also the beginning of elevating the voice of the predominantly female, non-exempt staff of the Services Department.

In her role, Sheri has continued to support growth and advancement for women both within Acuity and within the insurance industry.

David Williams, Manager - Information Systems, earned an ACORD Leadership Award. David was recognized for his leadership in effective use of ACORD standards in a collaborative Cyber Liability initiative between Acuity and HSB, Acuity’s strategic partner in cyber insurance.

Acuity also received two ACORD Case Study Awards for: • Improving independent agency workflow by collaborating with agencies and software solution providers, allowing agencies to transact business within their software solutions of choice.

• Partnering with independent agencies and solution providers to capitalize on developments and disruptions in the digital distribution channel.

“We congratulate and thank both Sheri and David for their contributions to Acuity and to the insurance industry.

Acuity is also honored to be recognized for our continued leadership in leveraging ACORD standards to support the way agents want to do business and help them capitalize on new opportunity,” said Ben Salzmann, Acuity President and CEO. Acuity Insurance, headquartered in Sheboygan, Wisconsin, insures over 125,000 businesses, including 300,000 commercial vehicles, and nearly a half million homes and private passenger autos across 29 states. Rated A+ by A.M. Best and S&P, Acuity employs over 1,500 people.

CHURCH MUTUAL MOVES UP THE RANKS OF MOST SUCCESSFUL PRIVATE COMPANY ON DELOITTE’S 2021 WISCONSIN 75

For more information about JM Wilson, call (800) 666-5692 or visit www.jmwilson.com.

ACUITY EARNS FOUR INDUSTRY LEADERSHIP AWARDS FROM ACORD Merrill, WI (11/15/21) - Church Mutual Insurance Company, S.I. (a stock insurer) 1 announced today that it ranked No. 27 on Deloitte’s Wisconsin 75™, a ranking of the 75 largest private companies in Wisconsin, based on sales revenue.

Sheboygan, WI (11/15/21) - Acuity earned four industry leadership awards from ACORD, which were presented at ACORD Connect 2021. ACORD is a nonprofit organization recognized as the global standard-setting body for the insurance and related financial services industries.

Sheri Murphy, Vice President - Services and Administration, was honored with the 2021 Women’s Insurance 28 | JANUARY 2022 |

wisconsin INDEPENDENT AGENT

“I am so proud to lead all of the wonderful people in this organization,” said Rich Poirier, president and CEO. “Without the support and hard work of our employees, we would not be honored in this way. Our employees are powered by purpose on a daily basis to help our customers avoid risks so they can continue doing their important work without disruption.”

“For the 19th year, Deloitte is proud to recognize the economic and community impact of the largest 75 private

companies in Wisconsin —the Wisconsin 75. This year we will not only celebrate the individual successes of each of these organizations, but also the collective impact of private companies in powering Wisconsin’s economy and community,” said PJ DiStefano, Wisconsin managing partner of Deloitte LLP. Church Mutual previously ranked 29 on the Wisconsin 75 list and has been featured on the list seven times.

Additionally, Church Mutual achieved a distinguished performer award in the innovation category in the 2019 Wisconsin 75™ awards.

ABOUT DELOITTE’S 2021 WISCONSIN 75 Deloitte’s annual Wisconsin 75 list salutes the largest privately held Wisconsin-based companies. These companies play a key role in the state’s economy.

Wisconsin 75 award winners are selected based on annual sales revenue.

To be eligible for Deloitte’s Wisconsin 75 recognition, companies must have a majority ownership by an individual(s), family, employee stock ownership plan, or private equity firm. Public companies are eligible when greater than 50 percent of the value or vote of the shares are owned by individuals, family, an employee stock ownership plan, or private equity. Additionally, companies must have annual sales revenue of at least USD 50,000. The Wisconsin 75 excludes cooperatives and accounting, tax, legal, and consulting service companies.

ABOUT CHURCH MUTUAL Church Mutual Insurance Company, S.I., founded in 1897, offers specialized insurance for religious organizations of all denominations, public and private K-12 schools, colleges and universities, senior living facilities, secular and non-secular camps and conference centers, and nonprofit and human services organizations throughout the United States. Church Mutual markets most lines of commercial property and liability insurance, including multi-peril, workers’ compensation and commercial auto insurance. In addition to insurance, Church Mutual provides a spectrum of value-added solutions that benefit its customers. Church Mutual holds the following honors: • A.M. Best Company “A” (excellent) rating • Wisconsin 75 Top Private Company by Deloitte US, 2016, 2017, 2018, 2019 and 2020 • Wisconsin 75 Distinguished Performer: Innovation

by Deloitte US 2019 • 2021 Gallup Culture Transformation Award recipient • 2020 Women and Diversity Award recipient from the American Property Casualty Insurance Association • Futuremakers Partner by Wisconsin Technical College System • Celent Model Insurer for innovation and emerging technologies • Award in Innovation for entrepreneurialism and innovation by National Association of Mutual Insurance Companies • 2018-2019 Employer of the Year by Northcentral Technical College

H.W. KAUFMAN GROUP NAMES DANIEL J. KAUFMAN PRESIDENT OF BURNS & WILCOX

Detroit/Farmington Hills, MI (12/2/21) - H.W. Kaufman Group, a global network of companies, and its largest subsidiary Burns & Wilcox, North America’s leading wholesale insurance broker and underwriting manager, today announced the promotion of Daniel J. Kaufman to President, Burns & Wilcox, effective January 1, 2022.

He previously served as Chief Operating Officer, Burns & Wilcox.

In his new role, Mr. Kaufman will have leadership responsibility for Burns & Wilcox and its growth in the United States. Additionally, he will continue to serve as Executive Vice President, H.W. Kaufman Group, overseeing the company’s IT, Marketing and Compliance departments.

Mr. Kaufman is only the third president in the history of Burns & Wilcox. He is proceeded by his father, H.W. Kaufman Group Chairman, President and CEO Alan Jay Kaufman and his late grandfather, Herbert W. Kaufman, who founded the company more than 50 years ago.

“It is an honor to carry on my grandfather’s and father’s legacy, while continuing to extend our industry-leading position,” said Mr. Kaufman. “Our multi-generational, privately-held family ownership drives the company’s competitive advantage. Burns & Wilcox is built for the future, embracing a growth-mindset that will continue to make us a destination for the industry’s top talent.”

Since his elevation to Chief Operating Officer in 2018, Mr. Kaufman has championed the company’s evolution. He prioritized the launch of its expert-driven Practice Groups, developed best-in-class operational processes and has led significant transformational technology initiatives.

“It gives me great pride to see Danny expanding the scope of his role as a third-generation leader,” said Alan Jay Kaufman, President, Chairman and CEO, H.W. Kaufman Group. “His positive impact has been felt across our company, resulting in a consistently strong financial performance. I am confident Danny will drive even greater success for Burns & Wilcox during the next 50 years and beyond.”

ABOUT H.W. KAUFMAN GROUP AND BURNS & WILCOX Burns & Wilcox is the insurance industry’s leading wholesale insurance broker and underwriting manager internationally recognized for its expertise in commercial and professional liability, property, environmental, marine and personal insurance.

wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 29

H.W. Kaufman Group employs more than 2,000 professionals. Founded in 1969 and headquartered in Metro Detroit, Michigan, H.W. Kaufman Group also includes: Burns & Wilcox Brokerage, Burns & Wilcox Canada, Atain Insurance Companies, Afirm, Global Excess Partners, RB Jones, Stonemark, Minuteman Adjusters, Kaufman Institute, and Noremac Marketing Group. H.W. Kaufman Group International includes: H.W. Kaufman Group Europe, Chesterfield Group, Lochain Patrick, Burns & Wilcox United Kingdom, Node International and Cranbrook Underwriting. More information can be found at www.burnsandwilcox. com or www.hwkaufman.com.

ROBERTSON RYAN’S CHRISTINE ROGERS RECOGNIZED LOCALLY AND NATIONALLY Milwaukee, WI (12/2/21) - Since joining Robertson Ryan & Associates as an underwriter in 1995, Christine Rogers has risen through the ranks to now be a senior member of the executive team. Rogers has navigated the challenges of being in a male-dominated industry and created paths and leadership opportunities for women and minorities, according to colleague Allan Degner, Vice President of Marketing at RRA. “Her critical thinking, insurance knowledge and strategic leadership style ensures success in managing with class, charisma, competence and care,” Degner said. In 1997, Christine was promoted to Personal Lines Manager and held that position until 2018, when she was promoted to Vice President of Benefits and Personal Insurance. Throughout her two-decade tenure, she has grown the personal lines department premium from $10 million in 2000 to over $70 million in 2021. In 2019, she was promoted again to her current role of Senior Vice President of Customer Service, where she has built four departments with 200 service team members managing over 40,000 accounts. “She works tirelessly through evenings, weekends and vacations to go beyond her duties,” Degner said. “There is not anyone else who would do what Christine does; she is invaluable to our success.”

BizTimes Milwaukee presented its inaugural showcase of Notable Women in Insurance, spotlighting accomplished female professionals throughout the insurance industry in southeastern Wisconsin. There were a total of only 15 women recognized for this award and we are proud to share Christine Rogers was recognized as a Notable Woman in Insurance.

Additionally in December, Insurance Business America recognized Christine Rogers as a Hot 100. Their committee zoned in on innovators at the forefront of change and leaders who are transforming the industry. Christine stood out among tens-of-thousands of insurance professionals on a national level.

The entire team at Robertson Ryan applauds Christine for her success and accomplishments.

ENCOVA INSURANCE RECEIVES IVANS DIGITAL INSURER AWARDS IN COMMERCIAL LINES AND PERSONAL LINES Columbus, OH (12/6/21) - Encova Insurance is a recipient of the IVANS Gold Digital Insurer award in commercial lines and the IVANS Silver Digital Insurer award in personal lines.

Encova received the recognition for its ability to provide connectivity and automate information exchange with agency partners across the policy lifecycle – from marketing and quoting to servicing and renewals.

“Through our partnership with IVANS, we’ve been able to improve the experience for our appointed agents and deliver on our mission to be the most trusted and responsive provider of industry-leading solutions,” Encova Executive Vice President and Chief Strategy Officer John Kessler said. “Recognition like this is a testament to the hard work and dedication of our teams.

We are humbled to have received the award in commercial lines for three years running, and we are thrilled to now add this honor in personal lines.”

Commercial lines Encova scored the highest and was ranked No. 1 out of the approximately 400 carriers doing commercial lines business with IVANS. Earning gold status indicates Encova is in the top percentile of digital technology adoption when compared to its peers.

Since launching its innovative commercial lines solution,Encova has written over $1 billion in commercial lines premium on its platform. The solution is now available to independent agents in 19 states: Illinois, Indiana, Iowa, Kentucky, Maine,Massachusetts, Michigan, Minnesota, Nebraska, New Hampshire, Ohio, Pennsylvania, Rhode Island, South Carolina, Tennessee, Vermont, Virginia, West Virginia and Wisconsin.

Personal lines Encova recently launched a transformation of its personal lines offerings, helping to earn the organization silver status. The transformation has included moving agents in eight states onto an industry-leading digital platform and will soon include putting Encova’s entire book of business on the modern, state-of-the-art system.

IVANS Digital Insurer awards recognize insurers’ commitment to supporting independent agents’ need for digital connectivity. Encova has integrated dozens of state-of-the-art products to create a cutting-edge digital experience for agents, policyholders and associates.

The personal lines transformation continues with Encova launching its new smart technology solutions to even more states in 2022.

ABOUT ENCOVA INSURANCE A super-regional carrier ranked in the top 20 mutual insurance companies in the United States, Encova includes nearly 1,200 associates writing in 28 states and the District of Columbia, premiums in excess of $1 billion, a surplus in excess of $1.77 billion and assets in excess of $4.3 billion.

30 | JANUARY 2022 |

wisconsin INDEPENDENT AGENT

The group markets insurance solutions through more than 2,000 independent agencies in the Midwest, Northeast and South.

ABOUT IVANS IVANS, a division of Applied Systems, is the insurance industry’s exchange connecting insurers, MGAs, agencies, and the insured. IVANS cloud-based software automates the distribution and servicing of insurance products. For more than 35 years, IVANS innovation and expertise has connected 33,000 independent insurance agencies and 430 MGA and insurer partners to enable millions of people to safeguard and protect what matters most in people’s lives.

SECURA INSURANCE DONATES $37,500 TO NONPROFITS IN HONOR OF ITS AGENCY PARTNERS

Neenah, WI (12/7/21) - SECURA Insurance will donate $37,500 to 26 nonprofit organizations through a #GivingTuesday contest designed to help independent insurance agencies support organizations in their communities.

Agents nominated local nonprofits through the #SECURAGivesBack campaign. Twenty-six participating agencies were selected at random to receive a $1,250 donation to a nonprofit of their choice. SECURA also donated an additional $5,000 to one agency’s nominated nonprofit in honor of the campaign’s fifth anniversary.

“We are happy to be able to give back to more nonprofits this year with the fifth anniversary of the #SECURAGivesBack campaign,” said Kevin Klestinski, Vice President - Specialty Lines Underwriting, “SECURA not only supports nonprofits, we also provide insurance coverage designed for the risks they face. #SECURAGivesBack is our way of saying thank you to our agents for the work they do to protect nonprofits. We are honored to give back to the organizations that make our communities a great place to live, work, and play.”

The winning agencies and the nonprofits that will benefit include: Arizona • Kreisman Insurance Group benefiting Paws 4 a Cause Arizona • Crest Insurance Group, LLC benefiting Scottsdale Historical Society Colorado • Kastl Insurance powered by The Ahbe Group benefiting Realities for Children • Strategic Insurance Agency/One80 Intermediaries benefiting Homeward Pikes Peak Illinois • Industrial Insurance Associates, an Acrisure LLC Partner benefiting St. Coletta’s of Illinois • Murfee & Weishaar Insurance benefiting Community Support Systems

Iowa • The Accel Group benefiting Northeast Iowa Food Bank • Town and Country Insurance benefiting Upper Des Moines Indiana • WalkerHughes Insurance benefiting Fueled for School • C.A.R. Insurance DBA Rosemeyer Agency benefiting Little Miracles Learning Campus Kansas • The Reilly Company, LLC benefiting Welcome House • Kansas Insurance, Inc. benefiting Topeka Rescue Mission Kentucky • Worth Insurance/Riddle Insurance benefiting Kentucky Humane Society • Hyland Insurance/AHA Insurance Network benefiting Families for Effective Autism Treatment (FEAT) of Louisville (winner of additional $5,000 donation) Michigan • Ieuter Insurance Group benefiting Fish Tales • Custom Insurance Agency benefiting Love for a Child Minnesota • Maguire Agency benefiting Help At Your Door • Christensen Group benefiting Michael K. Wensel Foundation Missouri • Connell Insurance benefiting Elevate Branson • Arnold Insurance benefiting Safe House of Southeast Missouri North Dakota • Dawson Insurance, a Marsh McLennan Agency benefiting Down Home • Vaaler Insurance, a Marsh McLennan Agency benefiting Circle Friends Humane Society Pennsylvania • Charis Insurance Group benefiting Lititz Warwick Community Chest • Mitchell Insurance benefiting Butler County YMCA Wisconsin • R.S. Semler & Associates Insurance, Inc. benefiting Support the Troops • Vine Vest North, Inc. benefiting Partnership for Progressive Agriculture For additional information about the company’s charitable giving and community support, visit secura.net/community.

SECURA’s Specialty Lines office is located in Middleton, Wis. ABOUT SECURA INSURANCE SECURA Insurance, headquartered in Neenah, Wis., is a regional group of property-casualty insurance companies operating in 13 states. Approximately 550 independent insurance agents represent the group, which provides a broad range of competitive commercial, personal, farm, nonprofit, and special events products. SECURA Insurance is known for providing exceptional service to its agents and policyholders since 1900, and is rated A (Excellent)

by A.M. Best for its excellent ability to meet policyholder obligations. It is a Ward’s Top 50 company for outstanding results in financial performance and consistency over a fiveyear period, and it is a certified Great Place to Work. Visit www.secura.net to learn more.

wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 31

Sign up for a free Trusted Choice®

DIGITAL REVIEW

to receive a detailed analysis of your website!

1,500+ agencies who have benefited!

80% have made website improvements Rated 4.5/5

stars!

Visit trustedchoice.independentagent.com to request yours!

32 | JANUARY 2022 |

wisconsin INDEPENDENT AGENT

IIAW CONTINUING EDUCATION

2022 ONLINE EDUCATION & CE CLASSES

JANUARY & FEBRUARY SCHEDULE DATE

TIME

COURSE

1/20

8AM-10AM

Contracts Agents Should Read

1/20

12PM-3PM

Commercial Lines Claims That Cause Problems

1/21

9AM-12PM

E&O Coverage Gaps & How To Fill Them

1/21

11AM-2PM

E&O Risk Management: Agency E&O Exposures and Defenses

1/21

2PM-5PM

1/24

8AM-10AM

Business Auto Claims That Cause Problems

1/27

8AM-10AM

Builders Risk and Contractors Equipment

1/27

12PM-3PM

Agency Management Based E&O and Ethics

1/28

8AM-10AM

Claims-Made Policies - The Most Dangerous Insurance Policies

1/28

12PM-3PM

Ethics in the Insurance Industry

1/31

10AM-11AM

1/31

12PM-2PM

JANUARY

E&O Risk Management: Understanding Risk Mitigation & E&O Claims

Setting Business Income Limits: It’s Easier Than You Think!

Those Kids and Their Cars

FEBRUARY 2/1

12PM-2PM

Business Auto Claims That Cause Problems

2/1

12PM-2PM

Embracing Directors & Officers Liability Insurance

2/2

8AM-11AM

Agency Management Based E&O and Ethics

2/2

12PM-2PM

Builders Risk and Contractors Equipment

2/2

1PM-2PM

E&O Exposures: Websites & Social Media

2/3

9AM-12PM

E&O - Commercial Property Coverage Gaps & How to Fill Them

2/3

12PM-2PM

The Guy in the Bar Returns

SEE OUR FULL COURSE SCHEDULE AND REGISTER FOR THESE CLASSES AT IIAW.COM/EDUCATION wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 33

GOVERNMENT AFFAIRS

LEGISLATION INTRODUCED TO CURB RISING ORGANIZED RETAIL THEFT Many of us have seen the widespread smash-andgrab retail crimes happening across our nation and throughout our communities. Wisconsin state lawmakers are taking action by stepping up legislative efforts to try and remedy these unlawful practices that directly and indirectly impact on our state’s economy.

State business organizations and lawmakers have asked for the insurance industry to help get involved in the broader legislative effort.

Republicans State Senator Roger Roth (R-Appleton) and State Representative Alex Dallman (R-Green Lake) introduced legislation this month that would require online marketplaces like Facebook and Amazon to verify that their high-volume third party sellers are legitimate businesses. Assembly Bill 743 (AB-743) and Senate Bill 710 (SB-710) aim to increase transparency and accountability for online marketplaces amid the rapidly growing problem of illicit goods being sold online. Currently, there is minimal oversight of who and what products are being sold through these virtual marketplaces. Why should the insurance industry care and agents get involved, you ask? Because at a basic level as these unscrupulous practices continue to occur unchecked, there is the potential for increased claims from those business customers that you might insure. The goal is to support efforts like AB-743 and SB-710 that could help mitigate and reduce this type of exposure for your business clients that may fall victim to smashand-grab criminal activity.

The legislation as proposed has support from a large swath of Wisconsin’s business community 34 | JANUARY 2022 |

wisconsin INDEPENDENT AGENT

including those from big box, brick-and-mortar retail stores, while strong opposition comes from online marketplaces that include Amazon, Facebook, eBay and others. Similar legislative proposals are being considered by Congress and in other state legislatures across the country.

The bill otherwise known as the “Integrity, Notification, and Fairness in Online Retail Marketplaces Act” or the “INFORM Act” establishes more stringent identification and verification requirements for anyone who is considered a “highvolume” seller on online platforms to ensure they are legitimate sellers. The bill includes an exemption for occasional sellers from the requirements of the bill to avoid placing a burden on smaller businesses and individuals who occasionally sell their merchandise online. A high-volume third party seller is defined under the bill as “a third party seller who in any continuous 12-month period during the immediately preceding 24 months has engaged in at least 200 discrete sales or transactions of new or unused consumer products that have resulted in a total of at least $20,000 in gross revenues.”

Advocates for the bill highlight that the sale of counterfeit and stolen merchandise is a growing problem for traditional storefront retailers. Organized retail crime syndicates are more frequently using online marketplaces to sell their stolen merchandise.

The Coalition of Law Enforcement and Retail estimates that retailers nationwide lose more than $45 billion annually due to organized retail theft and some of this cost has an impact on the

commercial insurance industry. The sale of counterfeit merchandise can also lead to sub-standard and sometimes harmful products to consumers, particularly in the area of healthcare products and toys. Opponents of the proposed legislation argue that big box storefront retailers are trying to add onerous, unwieldy regulations on online platform competitors and seeking to drive a wedge into their current business model. These online retailers suggest better enforcement by storefront retailers and tougher penalties of retail theft laws as the better approach to curbing the problem of retail theft and fraud. These too are important risk mitigation strategies, but simply increasing penalties for retail theft is unlikely to happen in Wisconsin due to the current political environment.

Retail is a $4.4 trillion business in the U.S. and organized retail theft is a growing issue facing Wisconsin’s retailers and manufacturers. They are important insurance consumers and a vital part of our state’s economy. The emergence and growing popularity of online retail shopping has no doubt created new challenges for the entire retail sector that need to be more carefully scrutinized. The INFORM Act seeks to institute some regulatory safeguards at the state level in order to curb stolen and counterfeit

goods being sold in the state.

Because of the limited amount of time remaining in the current 2021-22 legislative session, the bill’s prospects are uncertain. However, it is likely that the legislature will hold public hearings on the bill before the session adjourns in March of 2022. In the meantime, IIAW’s government affairs team in Madison will continue to remain engaged on this issue and monitor the bill’s progress.

Read a copy of the bill draft at https://bit.ly/ JAN2022GovAffairs and please send us your feedback by emailing info@iiaw.com.

>M isha Lee IIAW Lobbyist

EVERY RISK IS AN OPPORTUNITY COMMERCIAL TRANSPORTATION | BROKERAGE | MARINE PROPERTY & CASUALTY | SURETY | PERSONAL LINES (800) 666-5692 | JMWILSON.COM WI10-1430 HOR-2022 WI INDEPENDENT.indd 2

wisconsin INDEPENDENT AGENT

12/2/21 2:35 PM

| JANUARY 2022 | 35

AGENCY MANAGEMENT

8 WAYS TO REDESIGN YOUR OFFICE TO SUPPORT PRODUCTIVITY Going back into the office post-pandemic provides a great opportunity to evaluate systems and fixtures with fresh perspective, including your office space. However, there are some do’s and don’ts to creating a space that encourages a productive work mindset.

Here are some things to consider when designing your workspace to optimize productivity: 1) Look for bottlenecks. Spend some time studying the layout of your office space. Picture it with remote workers there at least part of the time. Are there places where people congregate? If one department works with another and goes back and forth all day, locate them close to each other.

Look for anything in your daily operations that slows things down. Come up with new layouts and ideas to improve functionality. Use graph paper to draw the current layout and then move things around on paper before physically repositioning furniture and equipment.

2) Room acoustics. The sounds and distractions within a 20-foot radius have the most impact on employee concentration levels. Adding acoustic panels can reduce noise in an open office space.

3) Eliminate distractions. What keeps people from doing their most focused work? Perhaps there is a lack of sunlight or too much space to congregate. Poll your staff about what things distract them the most.

Look around each desk area. Watch for individuals who aren’t doing their best work and ask if the environment around them could be to blame. Try different layouts until you hit on the best solution for each individual.

4) Offer opportunities for movement. Gaining a fresh perspective on a project helps ramp up productivity.

Make sure there is an area where those who want to can pace while they brainstorm. Some workplaces have a walking track around the outside of the building or on the roof. Allow enough space for distancing in case another COVID-19 variant surges.

Place reminders through your space to prompt people to get up and walk and think. Encourage people to stand up for meetings to keep them focused and engaged.

36 | JANUARY 2022 |

wisconsin INDEPENDENT AGENT

Around 87% of employees say they’d like healthier workplace options, including wellness rooms and ergonomic chairs, according to the Fellowes Workplace Wellness Trend Report.

5) Encourage breaks. The average person can only work nonstop for about 20 minutes or so before losing focus. One of the best ways to ramp up productivity is by encouraging frequent breaks.

Hang up signs encouraging people to take a break every hour. Send a pop-up notice to their computers asking them if they’ve taken a pause lately. Look for ways to encourage breaks—of course modeling it yourself.

6) Unclutter the space. Too much stuff is stressful to everyone. Not only does it limit how fast you can find the things you need to complete the task at hand but it also interferes with some people’s ability to concentrate.

Some people are naturally more organized than others.

One person’s mess might keep another employee from focusing on their work. Encourage removal of unused items to storage.

7) Prioritize workflows. How does work within your organization flow from start to completion? Take a look at where you might need to improve functionality. Don’t be afraid to leave white space on the floors and on the walls.

If there is any area where the work must get out faster—for instance, a high-traffic area—make sure the paths through the area are clear and you invest in any technology that helps automate repetitive tasks.

8) Reassess frequently. Spend time looking at your office layout and if it still works as your business scales up. Ideally, you’ll consistently make changes to improve your processes. Pay attention to the areas that are most productive within your work area. Maybe you can repeat those successes in other places. > Eleanor Hecks, Editor-in-Chief, Designerly Magazine

It shouldn’t take a six-by-six barn beam crashing through your customer’s bedroom wall to find out who you can trust.

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

wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 37

COMMENTARY FROM COUNSEL

BIDEN ADMINISTRATION COVID-19 VACCINE MANDATES - ON [TEMPORARY?] ICE? In September, the Biden Administration enacted Covid-19 vaccine mandates for: (1) federal contractors; (2) health care workers; and (3) companies with more than 100 employees. As of the date of publication, it cannot enforce a single one. This is because federal courts have blocked enforcement of the provisions either through preliminary injunctions or stays. This means federal regulators cannot enforce the mandates until courts give them the green light.

The current status of each of the vaccine mandates is discussed more fully below.

Federal contractors On December 7, a federal judge in Georgia blocked Biden’s vaccine mandate for employees of federal contractors. The preliminary injunction, preventing enforcement of the mandate nationwide, came in a case brought by Republican attorneys general from seven states. In his ruling, the judge questioned whether the federal government had the authority to impose the mandates on federal contractors and also raised the potential impact the mandate could have on the nation’s economy. The terms of the mandate require employees of federal contractors to receive their second dose of Pfizer or Moderna or their single dose of Johnson & Johnson by January 4, 2022. While some federal contractors might consider delaying vaccination deadlines the longer the injunction stays in place, those employers should be prepared for the legal landscape to change rapidly.

Healthcare workers The week prior to the ruling in Georgia, a different judge, this time in federal court in Louisiana, blocked Biden’s vaccine mandate for health care workers. As with the injunction on the federal contractor mandate, the judge found that federal regulators likely did not have authority to impose a vaccine mandate.

Instead, the judge considered that to be a matter for the Congress. While this injunction is in effect nationwide, the government has appealed the trial court’s rulings.

Companies with more than 100 employees In mid-November, a federal appeals court blocked Biden’s vaccine mandate for companies with more than 100 employees. The panel of judges held the regulation was “fatally flawed.” Among other reasons, the judges found the mandate to be both over- and underinclusive, as the mandate failed to distinguish between relative coronavirus risk levels different companies face and arbitrarily exempted businesses with fewer than 100 employees, even though those employees may be at similar or greater risk levels for contracting Covid. Additionally, the judges determined Covid-19 did not pose a “grave danger,” which is required under the emergency rule making procedures engaged in by the federal government. Since the judges blocked the mandate, the case has been consolidated with more than 30 other lawsuits challenging the mandate. A different appeals court is now considering the consolidated case, and recently refused to lift the stay.

Now what?

While the mandates are on hold across the country, it may not be that way forever. If an appeals court were to lift the injunctions and stays for any or all of the three mandates, employers would need to act quickly.

As stated above, the federal contractor mandate has a January 4, 2022 vaccination deadline. The mandate for large employers had a deadline of December 5, 2021. This means that certain businesses may need to have mechanisms in place now to comply with the terms of the mandates as soon as courts give regulators the go-ahead. Preliminary injunctions and temporary stays are always fluid in nature, but this is particularly true when it comes to the coronavirus.

Keep in contact with legal counsel to stay up to date on how the vaccine mandates, and the lawsuits challenging those provisions, impact you and your clients.

>J osh Johanningmeier IIAW General Counsel

FOOD FOR THOUGHT

YES WAY.

Find out how to plug into the power of cyber, affluent, bonds, umbrella, standard & non-standard personal lines, and small commercial markets online with the market access solutions available through your Big “I” membership.

No fees. No minimums. Own your expirations.

BIGIMARKETS.COM

Are you our next Agent Owner or AFFILIATE AGENCY? more markets. bigger return. proven success.

learn more: Chris Illman | cillman@robertsonryan.com | 800-258-0277 | www.robertsonryan.com/agentowner wisconsin INDEPENDENT AGENT

| JANUARY 2022 | 39

PRSRT STD US POSTAGE PAID MADISON WI PERMIT NO. 549

WE’RE LIKE BUBBLEWRAP FOR YOUR BUSINESS. BUSINESS INSURANCE THAT’S DESIGNED TO BE WORRY FREE A company is a business owner’s pride and joy. Help maximize coverage and protect it with business insurance from the Worry Free company — IMT Insurance.

Learn how you can represent IMT Insurance at imtins.com/contact.

AUTO | HOME | BUSINESS