September 2016 Wisconsin Independent Agent

wisconsin

INDEPENDENT AGENT SEPTEMBER 2016

ANNOUNCING OUR EXPANDED PROFESSIONAL LIABILITY POLICY BROADER COVERAGE. NO INCREASED PREMIUM. PAGE 23

MATT WEIMER, 2016-17 IIAW PRESIDENT

PAGE 13

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INDEPENDENT AGENT SEPTEMBER 2016 Eric Schwartz, Editor

Open Door Policy Highlights of the IIAW Comprehensive E&O Program . . . . . . . . . . . . . . . . . . . . . . . . . 5 Government Affairs The Trump Factor: How Will It Impact Wisconsin? . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 Sales Are You Willing to Join the 1% . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8 Virtual University Insurance Implications of Building Your Own Home . . . . . . . . . . . . . . . . . . . . . . . . . .10 IIAW Leadership Meet Matt Weimer, 2016-17 IIAW President . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 Technology Transform Your Website with an SEO Audit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15 Commentary From Counsel Avoid the Pitfalls of Computing FMLA Leave . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 Agency Management Amazon Now Caters to Businesses. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19 Members in the News . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20 Errors & Omissions Breaking News: Swiss Re Expands Coverage, Adds Endorsements . . . . . . . . . . . . 23 In Memoriam Brian Schwarz . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25 Community Service Acuity Health Challenge Raises Over $10K . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26

On The Cover…

Swiss Re’s Professional Liability Program is already the best in the marketplace.

With the company’s continued vision of “by and for independent agents,” Swiss Re works with local program managers and agent members to review how agencies are evolving the services they offer clients.

What this produces is a better E&O policy for You. The IIAW is proud to announce that Swiss Re’s coverage, effective Sept.

1, 2016, has expanded without increasing premium! The best policy just got better.

See Meggen Gagas’ article on page 23 for the coverage enhancements.

Marketing Why the Internet Insurance Shopper Is a Growth Opportunity . . . . . . . . . . . . . . . . 28 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 100 North Corporate Dr., #100, Brookfield, WI 53045 President-Elect................................. Lise Meyer Kobussen P.O. Box 633, Sauk City, WI 53583 Secretary-Treasurer ............................................ Jason Bott 330 East Kilbourn Ave., Milwaukee, WI 53202 Chairman of the Board .................................. Steve Leitch P.O. Box 85, River Falls, WI 54022 State National Director ................................ Linda Steiner 555 Main Street #320, Racine, WI 53403 2016-2017 Board of Directors Mike Ansay 101 East Grand Ave. #11, Port Washington, WI 53704 Cindy Burns 500 South Central Ave., Marshfield, WI 54449 Gerald Couri 379 West Main Street, Waukesha, WI 53186 Jack Demski 101 East Grand Ave. #11, Port Washington, WI 53074

Jack Riesch P.O. Box 1610, Waukesha, WI 53187-1610 Pam Utpadel 100 West Lawrence St. Suite 313, Appleton, WI 54911 Darrel Zaleski 4233 Southtowne Drive, Eau Claire, WI 54701 2016-2017 Committee Chairs Agency Services ............................................ Kim Dandrea N19 W24200 Riverwood Dr., Waukesha, WI 53188 Automation/Technology ............... Cathleen Christensen P.O. Box 949, Fond du Lac, WI 54936-0949 Emerging Leaders ...........................................Jack Demski 101 East Grand Ave. #11, Port Washington, WI 53074 Employee Benefits.......................................... Mike Farrell 1300 South Green Bay Rd., Racine, WI 53406 Government Affairs .......................................Skip Hansen 100 North Corporate Drive #100 Brookfield, WI 53045 Carrier Relations ......................................... Kevin Murray 525 Junction Road, Madison, WI 53717

Ryan McClone 150 Main St. Suite 102, Menasha, WI 54952

Marketing & Membership Development ........... Jeff Thiel P.O. Box 1610, Waukesha, WI 53187-1610

Marc Petersen 15171 W. National Ave., New Berlin, WI 53151

Technical ...............................................Timothy Kakuska P.O. Box 547, La Crosse, WI 54602-0547

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> ADVERTISERS & INFORMATION AAA Wisconsin ................................................ 30 Acuity Insurance ............................................. 31 Arlington/Roe .................................................. 4 Badger Mutual .................................................. 5 Berkshire Hathaway/Guard .............................. 9 Burns & Wilcox ................................................. 6 Erickson-Larsen, Inc....................................... 24 IIAW Continuing Education .............................. 12 IIAW Prelicensing............................................ 27 InVEST ..............................................Back Cover J.M. Wilson ...................................................... 14 Pekin Insurance.............................................. 24 Robertson Ryan & Associates ......................... 15 Save The Date: David Spade ............................ 21 SECURA Insurance ........................................... 16 Society Insurance.............................................11 The IMT Group .................................................18 West Bend ....................................................... 2 Western National ........................................... 22 SEPTEMBER 2016 | 3

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OPEN DOOR POLICY

HIGHLIGHTS OF THE IIAW COMPREHENSIVE E&O PROGRAM This month, we are highlighting the expanded features of our superior errors & omissions insurance program from Swiss Re/ Westport. Meggen Gagas’ article on page 23 goes into more detail about the liberalized policy and added endorsements.

As the IIAW’s Director of Agency Services, Meggen has written extensively about E&O over the past year. I wanted to take a few minutes to highlight three of the pertinent topics she has brought to light that are deserving of an independent agents’ attention.

First, in her July article, Meggen discussed how language on agency websites could lead to allegations of negligence and E&O claims.

This has really become an emerging issue that agencies should be aware of. As an example of this, the article cites a current case where Swiss Re is defending against a $2 million plus claim in Florida stemming mainly from website language that conveyed a special relationship.

Meggen wrote: Agencies need to be careful of “language involving promises made to prospects or clients via agency websites.

It’s not the language itself that is drawing the claim; rather, lawyers are referring to statements on agency websites that could be misleading or interpreted as broken promises.”

Same

She continued: “Wisconsin, however, is an ‘order taker’ state. As a base, Wisconsin agents are only responsible for binding the exact coverage requested by a client. The key takeaway is to thoroughly review your website and other marketing materials and ask yourself:

a Could any representations create unrealistic customer expectations?

a Does the content make promises the agency may not be able to fulfill?

a Does the agency inadvertently create a heightened standard of care through its written commitments?

a Would you want your website statements blown up on a poster board as a trial exhibit?”

Ultimately, if you have verbiage on your website that could infer a higher standard of care beyond your scope of service as an agent, you should consider making a few NEW LOGO modifications.

Wording on the website should be “aspirational” like it’s your goal to provide the client with customized insurance.

Commitment to the Independent Agent Language such as this would go a long way to mitigating your potential exposure 800/837-7833 badgermutual.com Milwaukee, WI and prevent a claim.

WISCONSIN INDEPENDENT AGENT

A second point worth reiterating is in regards to E&O limits and scope of services. When evaluating your agency’s E&O limits there are exceptions to this rule (i.e., consequential damages) but for the most part, the worst day in court is set at the limits of the policy that was not properly procured. Ideally, an agent should have E&O limits high enough to cover the largest policy it sells.

The final point is that your agency E&O policy is intended to cover your operations as they relate to insurance services. Operations outside of what is required as an insurance agent may not be covered in your policy by definition.

A good rule of thumb to use when evaluating if a service may be included in your E&O policy is to ask, “Does this service require an insurance license”? If it doesn’t, then there is a chance you won’t have coverage under your E&O policy. Some activity, like HR consulting services, can be endorsed to your policy.

As always, the experts at the IIAW stand ready to assist you and ensure you have the proper insurance coverage and policies and procedures in place to protect your most valuable asset — your business.

Please take a moment and contemplate these three key takeaways and the potential impact they could have on your agency. Remember to read Meggen’s monthly column to ensure you are staying up-to-date on the latest E&O happenings.

> Matt Banaszynski is the Executive Vice President of the Independent Insurance Agents of Wisconsin.

Contact him at matt@ iiaw.com.

SEPTEMBER 2016 | 5

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GOVERNMENT AFFAIRS

THE TRUMP FACTOR:

HOW WILL IT IMPACT WISCONSIN?

CANDIDATE TRUMP: What impact will he have on Wisconsin’s political races in November? Only time will tell but he has been a lightning bolt of controversy through his entire campaign.

Since 2010, Wisconsin has been at the forefront of national politics and 2016 promises to be no different. From the presidency to control of the U.S. Senate and House of Representatives, Wisconsin will once again play a major role in the national landscape.

Most notably, the Badger State has a competitive race for one of the coveted U.S. Senate seats that could flip control of the Senate from Republicans to Democrats. With former Democratic Senator Russ Feingold running to reclaim his seat from incumbent Republican Ron Johnson, Democrats could inch closer to the five-seat pickup they need to regain a majority.

In 2010, Johnson defeated Feingold, riding a Republican wave that also paved the way for Republican Governor Scott Walker and large majorities in the state Assembly and Senate. But this year, Johnson faces an antiRepublican headwind caused, in part, by the unpopularity of the party’s presidential nominee, Donald Trump. A recent Marquette University Law School poll has Johnson losing to Feingold by a 53% to 42% - a stark reversal from Johnson’s five-point victory in 2010.

It was only a few years ago that Wisconsin was seen as a swing state politically — George W. Bush lost the state by extremely narrow margins in both 2000 and 2004. But since 2008, the state has voted reliably for Democrats in presidential elections. President Barack Obama won by 13% in 2008 and 7% in 2012.

Unless things turn around quickly for the Republican presidential nominee, Donald Trump, that trend appears as if it will continue. If the election were held today, the Marquette poll has the Democratic presidential nominee, Hillary Clinton, beating Trump by 15 percentage points (52% to 37%) among likely voters. And that kind of dominant margin makes it nearly impossible for a statewide candidate in a close election to overcome the downward pressure from the top of the ticket. If Trump were to lose Wisconsin by double-digits and Ron Johnson were to win his Senate seat, it would be nearly unprecedented in recent political history.

If Trump does poorly in Wisconsin, it’s likely to negatively affect other WISCONSIN INDEPENDENT AGENT

races further down the ballot. There are few competitive congressional races in Wisconsin this election cycle, but the 8th Congressional District in the Northeastern part of the state is one that has a tendency to swing back and forth between political parties.

In 2016, Mike Gallagher, Republican and former U.S. Marine, is running against Democratic Outagamie County Executive Tom Nelson in what promises to be a close and expensive race. But if Republicans in the Green Bay area decide to stay home rather than vote for Donald Trump, that could spell trouble for the 32-year old Gallagher’s chances.

The Trump factor could also affect state legislative races being held in November. Republicans currently hold 63 out of 99 seats in the State Assembly, but if Trump were to depress Republican voter turnout, the Republican majority could shrink by several seats.

The State Senate, where Republicans hold a 19-14 advantage, appears to be safe for the GOP. Republican leaders believe the only seat that may be in jeopardy is a seat in the Fox Valley being vacated by Senator Rick Gudex who is retiring at the end of this year.

But in unpredictable wave elections, anything is possible, especially in a swing state like Wisconsin.

In 2006, Republicans held a similar 19-14 advantage in the Senate, then proceeded to lose four seats and control of the Senate. If things end > Misha Lee is Owner/ up going badly for Republicans in November, even Founder of Lee more seats could be in jeopardy.

Government Relations, LLC and lobbyist One thing is for certain – this election year is for IIAW. Follow Lee not like the others. Remember to vote on Tuesday, Government Relations November 8th. on Twitter@mishavlee.

SEPTEMBER 2016 | 7

SALES

ARE YOU WILLING % TO JOIN THE 1 ?

Those with natural talent can achieve a basic level of

success, but only those that pour everything into maximizing this talent will become top performers.

You have natural God-given strengths that allow you to offer greater value to your prospects and clients. These natural strengths also allow you to differentiate yourself from the competition.

accompanied by hard work and effort to rise and remain at the top.

Think back to grade school. Did you ever know (or maybe this was you) a student who was just naturally good at academics?

Yes, they may have studied a bit, but school seemed to come easy for them.

“If gifted and you do nothing, you will be in the top 50%. If gifted and you do something, you will be in the top 10%. If gifted and you do everything, you will be in the top 1%.”

The same could be said for certain kids in athletics. There was always a young athlete that was naturally taller, faster or stronger than the other kids.

I recently heard leadership expert, John C. Maxwell, say this:

Finding and using your natural talent is only half the battle. From there, it’s up to you to put in the work to stay at the top of your profession.

Wasted Potential This natural talent allowed them to succeed… for a while.

I think two of the saddest words are “wasted potential”.

As these naturally talented kids grew older and went to better schools or joined better teams, the schooling became more challenging and the competition became stronger. More work was involved to stay at the top.

When the NFL holds its annual football draft, experts and teams analyze and rank college football players to decide which players to draft.

long-term expectations.

Over time, some of these players live up to the expectations while others simply fade away.

Why is it that some of the most naturally gifted athletes with all of this “potential” don’t make it? It could be a number of reasons, but many times, they discover that their natural talent isn’t enough. Maybe Godgiven ability got them through high school or even college, but to get to the top 1%, it takes more than talent combined with SOME effort.

To be in the top 1%, you must combine your natural talent with ALL of your effort.

Be the 1% in Your Profession

Being naturally skilled or gifted in a certain area can take you to a certain point, but sooner or later, that natural talent must be

The word used over and over from draft experts and analysts is the word potential.

Before any of these amateur players have ever stepped on an NFL field, they label athletes with certain natural talents, skill sets and

Finding and using your natural talent is only half the battle. From there, it’s up to you to put in the work to stay at the top of your profession.

8 | SEPTEMBER 2016

Don’t sell yourself short and have people talk about your potential. Don’t take shortcuts.

Just because something comes naturally to you, doesn’t mean that it requires less work.

In fact, it’s quite the opposite. Success is no accident. It is hard work, perseverance, learning, studying, sacrifice and most of all, love of what you are doing or learning to do.

To be in the top 1%, focus on your strength and do EVERYTHING to maximize those strengths.

> Brent Kelly is the CEO of BizzGrizz.

He coaches, speaks and trains insurance agency professionals to stand up, stand tall and stand out!

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VIRTUAL UNIVERSITY

INSURANCE IMPLICATIONS OF BUILDING YOUR OWN HOME It is not uncommon for a homeowner to serve as his or her own general contractor when building a new home. When doing so, there is an exposure to claims made by contractors and their employees if injured during construction.

Does an individual that is contracting construction of his own home need to buy workers compensation coverage? He will buy an ISO HO 00 03 10 00 policy with a builders risk endorsement.

Would you suggest he purchase any additional liability coverage?

This is a very common homeowners insurance question and often

exemption from WC liability (check

arises when an HO insured is acting as their own general contractor or even when they have hired a general contractor but fear suits from subcontractors and/or employees.

There are a number of issues that arise when building a new home, not the least of which is theft and the limitations contained in the HO policy. (As Thomas Jefferson once said, “To build is to be robbed.”)

However, in this article, we’ll focus on the issue of liability claims for BI to workers that might arise during construction.

To answer the question above, depending on the situation, we’d say “maybe/possibly/probably.” But, seriously, it all depends on the state’s workers’ compensation laws with regard to whether or not a homeowner “needs” to buy WC coverage. On the other hand, even if he doesn’t have to, it doesn’t mean that buying it isn’t a good idea... even where WC isn’t mandated by law, it is often still a good idea to purchase it.

com for laws, or call Josh Johanningmeier at the IIAW Legal Services Hotline, at 877.236.1669). If so, the insured can usually rely on their HO policy if it’s an ISO-equivalent form. In general, the HO policy will respond to claims from injured workers if no WC coverage is provided or “not required by law to be provided.”

The problem is that, even if the HO policy responds, the base liability limit is usually $100,000 or so. Obviously, someone falling off a roof and breaking his neck could file suit for millions. Of course, absent any absolute liability imposed by a WC law, the injured party would have to prove that the homeowner is legally liable. But who knows what a jury will decide? At a minimum, if the owner is going to rely on HO coverage, they’d better have a personal umbrella in place with pretty good limits.

The “insurance” option is to purchase WC coverage and, in many (if not most) cases, that’s what should be done if someone is building his or her own home. (Actually, since I know several people who have built their own homes, I’d spring for the extra bucks to hire an independent GC who knows what they’re doing...for many reasons.)

As you know, when you’re buying a WC policy rated largely on the construction trade (framers, roofers, etc.), you could be talking about a

In most (if not all) states, a general contractor and/ or property owner is liable for workers’ compensation benefits to the employees of uninsured subcontractors.

In most (if not all) states, a general contractor and/or property owner is liable for WC benefits to the employees of uninsured subs. Some (if not many) states exempt someone building their own home from this requirement (e.g., in Tennessee and Florida, there are specific statutes exempting someone who is acting as their own general contractor in building their own home from the law). In other states, this exemption may exist in statute, by case law, or by edict of the governing regulatory agency such as the department of labor.

So, the first step is to find out whether your state has a similar legal

out workerscompensation.

sizeable premium, but that’s part of the cost of building a home. If you got quotes from a general contractor, once you take a look at what you may have to pay just for the WC coverage, their bid might not seem so bad.

To keep the audited premium as low as possible (and for other reasons), the insured should also require every sub to provide WC coverage and retain the certificates for the WC carrier in order to deduct their payroll/costs from the premium basis. Meticulous, welldocumented record keeping is critical. In addition, it is a good idea for the insured to follow up with the agent or company on every single certificate to verify its accuracy...fraudulent and inaccurate certificates seem to be on the rise.

There should also be a real good construction contract in place with solid hold harmless agreements. > Various members of As you can see, when you start getting into all the Virtual University of these issues (and many noninsurance issues), a faculty wrote this good general contractor might pay for him/herself. article.

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 IIABA does not assume and has no responsibility for liability or damage which may result from the use of any of this information.

10 | SEPTEMBER 2016

WISCONSIN INDEPENDENT AGENT

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Delivering more by focusing on less.

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Rather than attempt to be all things to every kind of business, we focus on the ones we know best—restaurants and bars, supermarkets, convenience stores, hotels and motels, medical clinics, artisan contractors and auto service shops—to deliver outstanding property, casualty and workers compensation insurance. Deep niche expertise, with insight into unique business risks, is how we cover the details that make the biggest difference to our policyholders.

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

CONTINUING EDUCATION

ABEN ONLINE CLASSES

IIAW WEBINARS

Affordable Care Act: Update 2016 & Beyond 3 CE Credit Approved Date: September 20, 2016 Location: ABEN Online – iiaw.aben.tv Time: 12:00 – 3:00 PM

Annuity Basics and Where They Fit 1 CE Credit Approved Date: September 21, 2016 Location: ABEN Online – iiaw.aben.tv Time: 11:30 AM – 12:30 PM

Commercial Property Endorsements That Can Make You Money 2 CE Credits Approved Date: September 22, 2016 Location: ABEN Online – iiaw.aben.tv Time: 1:00 – 3:00 PM

Directors and Officers Liability Insurance 2 CE Credits Approved Date: September 22, 2016 Location: ABEN Online – iiaw.aben.tv Time: 2:00 – 4:00 PM

Rental Cars: More Than Meets the Eye 2 CE Credits Approved Date: September 22, 2016 Location: ABEN Online – iiaw.aben.tv Time: 12:00 – 1:50 PM

Data Privacy Insurance 2 CE Credits Approved Date: September 27, 2016 Location: ABEN Online – iiaw.aben.tv Time: 10:30 AM – 12:30 PM

Hot Topics in Personal Lines 2 CE Credits Approved Date: September 27, 2016 Location: ABEN Online – iiaw.aben.tv Time: 2:00 – 4:00 PM

Cyber Liability 3 CE Credits Approved Date: September 19, 2016 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Ethical Dilemmas: Making the Right Choices 3 CE Credits Approved Date: September 22, 2016 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Condominiums 3 CE Credits Approved Date: September 22, 2016 Location: IIAW Webinar – iiaw.com/events Time: 8:00 – 11:00 AM

Farm Liability Coverages 3 CE Credits Approved Date: September 23, 2016 Location: IIAW Webinar – iiaw.com/events Time: 8:00 – 11:00 AM

Commercial Property Coverages 3 CE Credits Approved Date: September 26, 2016 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

It’s Not My Fault, or Is It? Liability Issues in Personal Lines Policies 3 CE Credits Approved Date: September 27, 2016 Location: IIAW Webinar – iiaw.com/events Time: 8:00 – 11:00 AM

Insuring Trusts: Protecting Your Client’s Wishes 3 CE Credits Approved Date: September 28, 2016 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

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

IIAW LEADERSHIP

MEET MATT WEIMER, 2016-17 IIAW PRESIDENT Steve Leitch did an incredible job over the past year as the president of the Independent Insurance Agents of Wisconsin. He presided over one of the most successful annual conventions ever and handled his many duties with grace and humor. As we thank Steve for his past service, let’s welcome Matt Weimer as the new leader of the Independent Insurance Agents of Wisconsin.

A work ethic is a lot like common sense. Most people think they have it when, in reality, they don’t.

Matt Weimer knows the importance of hard work and he learned that lesson early on.

“My first job was being caddie at 13,” said Matt, director of strategic solutions at Diversified Insurance Solutions in Brookfield.

“But the first job that really influenced me was working in residential construction.”

Matt started working in construction at 16 and kept at it through his time at Carthage College in Kenosha. Beyond learning the value of hard work, he also learned that the faster and better he completed his assigned tasks — “which were not always fun” — the more time he would have for his employers to teach him new skills. They wouldn’t let him just sit around.

“As I have managed people through the years I have tried to take that same approach and teach those same principles,” said Matt.

“There are always new skills to be learned and challenges to be faced and, if you put yourself in the right spot, someone will be there to help you grow and develop.”

That’s great wisdom to learn at a young age and even better when you can put it into practice in your professional life. Matt has already had a successful career — he’s still under 40 — and that can be attributed to his own drive and focus and key professional guidance.

“When I was in college I realized that many of the jobs I was looking at, especially in sales, had something to do with insurance,” he said. “So, during my senior year, I got my Life & Health license thinking it would help my chances in finding a job.”

WISCONSIN INDEPENDENT AGENT

brief stint he was offered an opportunity at Diversified Insurance Services (later Diversified Insurance Solutions) and he has been with the agency ever since. Diversified, one of Wisconsin’s leading insurance and HR services brokers, was founded in 1982 by James McCormack and Raymond “Skip” Hansen.

For the past 16 years, Matt has worked in a number of positions at Diversified, all of which were vital for his current success as director of strategic solutions. Earlier this year, Matt was given the opportunity to buy into the agency and become a shareholder.

His thinking was right on target.

In 2000, he found a job right out of college selling insurance to self-employed individuals but realized that he wanted to be more in the business-to-business world. After this

IMPORTANCE OF FAMILY At a young age, Matt has accomplished a great deal in his professional life. Rising to an executive management position with a respected agency while still in his 30s is an impressive feat.

But Matt’s professional achievements take a distant second to the importance of family in his life and one tragic event taught him to cherish all that he has.

On August 31, 2014, Matt and Brica, his wife, lost their almost 5-year old daughter Maizy. It was sad and life changing, and the family had painful, difficult emotions to sort through.

On September 1, 2016, Matt Weimer began his tenure as President of the Independent Insurance Agents of Wisconsin.

“Brica and I had a choice. We could let this tragedy consume us and we could fall apart, or we could work harder than ever to strengthen our marriage, and continue loving and supporting our daughter Zahri (9) and son Khai (8).”

This powerful determination set the family on a life-affirming course into the future.

“We chose to strengthen our marriage and family. It has not been easy and Maizy is always on all of our minds, but we try to make the most of everything.”

Matt and Brica will celebrate their 15th wedding anniversary at the end of September.

“This is something that I had long hoped would happen,” said Matt.

He credits a colleague with giving him sound advice when he was just starting out.

“David Stark (senior VP and shareholder) has been instrumental in my success,” said Matt.

“When I started working at Diversified, he and I worked together closely as I helped manage his accounts and as l learned the business.

Even though it’s been a number of years since I’ve worked on David’s accounts, he and I still work together and he continues to be an invaluable resource.”

As Matt assumes the presidency of the IIAW (it was official on September 1), he will draw on all of his experiences to lead the Association over the next 12 months. Fall Planning is the Association’s kickoff event and he knows who is responsible for setting the tone for the year.

CONTINUED ON NEXT PAGE

SEPTEMBER 2016 | 13

IIAW LEADERSHIP

MEET MATT WEIMER, 2016-17 IIAW PRESIDENT CONTINUED FROM PREVIOUS PAGE

“Our volunteer committee members make the IIAW the premier association that it is,” said Matt. “Fall Planning is the one and only time of year when all of our great volunteers get together to share ideas and plan for the upcoming year. This is really important. As our industry continues to transform, so must the IIAW. As an association we want to make sure we are bringing value to our members. The committees serve as the voice of our membership and I hope that we can continue to work with all of them to hear their needs and help create programs and services that will help our members grow.”

In order to stay current on the latest issues and trends, education must be a priority.

Part of the industry’s transformation is due to the highly regulated and technical environment that is the norm. There are myriad coverage and form changes that make the job at hand more complex. There is more competition from direct writers, tech startups and independents.

Technology changes seemingly on a daily basis. It can be overwhelming to think of all the questions that need to be asked.

It’s always been interesting to me to work with clients in varied industries. It’s very rewarding when you take the time to really understand your client — their needs, goals and challenges — and you find the right coverage that fits for them. That drives me every day. As the world around us changes we need to make sure we keep up with those changes. It’s what’s best for our clients. That’s why education is an important part of an independent agents career.”

For Matt, being involved in the Association provides a network of likeminded professionals with a vast pool of knowledge.

“We are more powerful together. As a group, we can overcome the many challenges facing our industry. It is very challenging to go at it on your own. The IIAW serves as a catalyst for independent agencies to not only keep up with these challenges but to compete and thrive.”

“Continued improvement and education are necessary to do the best job we can for our clients,” said Matt, a Group Benefits Associate (GBA) and soon-to-be Certified Employee Benefit Specialist (CEBS).

“Our clients look to us for guidance and support and part of that is understanding the risks that exist and knowing what coverages are available to help mitigate those risks.

Fall Planning is September 22 at Blue Harbor Resort in Sheboygan.

63

40%

DECADES of combined underwriting experience

SURETY TRANSPORTATION PROPERTY & CASUALTY PERSONAL LINES BROKERAGE / PROFESSIONAL

MGA and E&S Broker since 1920

(800) 666-5692 | JMWILSON.COM

> Eric Schwartz is the IIAW Communications Supervisor.

of J.M. Wilson underwriters play a musical instrument

KNOWLEDGE MORE THAN JUST A PRETTY FACE

1 in 2

J.M. Wilson associates have earned an insurance designation

TECHNOLOGY

TRANSFORM YOUR INSURANCE WEBSITE WITH AN SEO AUDIT

SEO (search engine optimization) helps to get your website higher up the search results page when a user types something into Google or Yahoo.

It’s an essential part of modern business, and all forward-thinking insurance professionals should be performing regular SEO audits on their websites. As well as improving brand visibility and creating a better user experience, an SEO audit can also help to effectively communicate the most important messages on your site.

“It also gives you a benchmark, so you know where you are and which direction you need to go in,” explains Becky Schroeder, Vice President of Marketing at Insurance Technologies Corporation (ITC). “It gives you something to measure back against, so that if you do try to improve your SEO you know whether or not it’s working.”

The first steps of the audit involve typing your full agency name, city and state into Google and then hitting search.

RRA_IIAW_Ad_March_16_Outlines.indd 1

“If you find that you’re not in the local results, you need to edit your information,” says Schroeder. “Go through the different parts of your website and make sure that your URLs contain keywords, are short and are structured correctly. Also, edit your page titles so that they’re less than 70 characters long and update your meta descriptions, that’ll help you gain backlinks from other websites.”

Schroeder believes that any insurance firm who is committed to doing an SEO audit twice a year can expect to see increased traffic to their website. “If you do an SEO audit properly, you > Joe Rosengarten should definitely feature more in local results, wrote this for and that will be sure to help drive people to Insurance Business America. your site,” she says.

2/2/2016 8:31:25 AM

© SECURA Insurance

Let’s make sure they always dig what they do.

Building working relationships since 1900 Commercial • Personal • Farm-Ag • Specialty

When you partner with SECURA, you’re family.

Watch: secura.net/partners

COMMENTARY FROM COUNSEL

AVOID THE PITFALLS OF COMPUTING FMLA LEAVE The Family and Medical Leave Act (FMLA) entitles eligible employees who work for covered employers to take unpaid, jobprotected leave for specified family and medical reasons. Covered employers are required to compute and track the leave taken by their employees to ensure that their employees are afforded their rights under the FMLA. Computing the time taken as leave can get messy in some situations (when the employee works an irregular schedule, for example). Because the failure to compute FMLA leave time constitutes interference with the employee’s rights under the Act, it is critical to understand how to properly compute (and record) all employee leave time.

right provided by the Act. Likewise, it is illegal for an employer to discharge or discriminate against any employee for any reason related to the exercise of rights under the FMLA. An employee who believes that his or her rights under the FMLA have been interfered with or otherwise violated may file a complaint with the Wage and Hour Division of the Department of Labor. Employees may also file private lawsuits against their employers in federal court for violation of the FMLA.

Computing Leave

FMLA applies to all private sector employers who employ 50 or more employees for at least 20 workweeks in the current or preceding calendar year.

The Basics FMLA applies to all private sector employers who employ 50 or more employees for at least 20 workweeks in the current or preceding calendar year. An employee of a covered employer becomes eligible for FMLA leave if that employee has worked for the employer for at least 12 months, has worked at least 1,250 hours during the 12 months immediately preceding the start of the leave, and if the employee works at a location where at least 50 employees are employed or within 75 miles of such a location. An eligible employee is entitled to take FMLA leave for up to 12 workweeks for most qualifying reasons. Employees eligible for military caregiver leave may take up to 26 workweeks. The employee’s actual workweek provides the basis for determining the employee’s FMLA leave entitlement.

FMLA leave is unpaid, although employers may choose to pay employees during their leave time. An employee may request (and an employer may require) that the employee use accrued paid vacation leave, sick leave, personal time, or other leave for some or all of FMLA leave time.

FMLA Enforcement The Family and Medical Leave Act prohibits any employer to interfere with, restrain, or deny the exercise of (or the attempt to exercise) any WISCONSIN INDEPENDENT AGENT

Covered employers are responsible for accurately recording and computing the FMLA leave taken by their employees. Courts have held that the improper calculation of an employee’s FMLA leave interferes with the employee’s rights under the FMLA. All leave time actually taken by an employee must be counted against the total amount of leave entitlement—not the total time approved for leave. An employer may convert the FMLA leave usage into hours as long as the conversion fairly represents the employee’s actual workweek.

FMLA leave may be taken in periods of whole weeks, single days, hours, or, in some instances, leave can be taken in increments of time less than one hour. Covered employers must permit employees to use FMLA leave in the smallest increment of time the employer allows for other forms of leave, as long as it is no more than one hour. If a covered employer uses different increments for different types of leave (for example, accounting for sick leave in 15 minute increments and vacation leave in one day increments), the employer must allow FMLA leave to be used in the smallest increment used for any other type of leave. Similarly, if an employer allows for use of leave in different increments during specific times of the day (for example, requiring a one hour increment of leave at the start of the shift and using 15 minutes increments for leave at other times), the employer may use the same increments for FMLA leave at those specific times of the day. An employer may allow FMLA leave in shorter increments than used for other forms of leave but no work may be performed during any period of time counted as FMLA leave.

Where an employee takes FMLA leave for less than a full workweek, the amount of FMLA leave used is determined as a proportion of the employee’s actual workweek. The amount of FMLA leave taken is divided by the number of hours the employee would have worked if the employee had not taken leave of any kind (including FMLA leave) to determine the proportion of the FMLA workweek used. For example, an employee who normally works 30 hours a week but works only 20 hours in a week because of FMLA leave would use one-third of a week of FMLA leave. > Josh Johanningmeier An employer is not allowed to count time is the IIAW’s General that the employee was not scheduled to Counsel. Call the Legal report to work as FMLA leave. For example, Services Hotline at (877) CONTINUED ON NEXT PAGE

236-1669.

SEPTEMBER 2016 | 17

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AVOID THE PITFALLS OF COMPUTING FMLA LEAVE CONTINUED FROM PREVIOUS PAGE

if an employer temporarily ceases business activity such that employees are not expected to report for work for some length of time (for inclement weather, for example), those days the employer’s business activities have stopped do not count against the worker’s FMLA leave. When a holiday falls during a week in which an employee takes the remainder of the week as FMLA leave, the entire week is counted. If, however, a holiday falls during a week when the employee takes less than the full week of FMLA leave, the holiday is not counted as FMLA leave unless the employee was scheduled and expected to work on the holiday.

When an employee’s scheduled shifts are so irregular that the employer is unable to calculate how many hours the employee would have worked during a week in which the employee takes FMLA leave, the employer may use a weekly average to calculate the leave. The weekly average is determined by looking at the hours scheduled over the 12 months prior to the start date of the leave and includes any hours for which the employee took any type of leave during that one year period.

Overtime is tricky too—required overtime

18 | SEPTEMBER 2016

hours that are not worked by an employee due to FMLA leave may be counted as leave time. However, voluntary overtime hours not worked due to FMLA leave may not be counted as leave.

When it is physically impossible for an employee using FMLA leave to work a partial

An employee of a covered employer

where it is physically impossible for the employee to return to work after an FMLAqualifying absence. For example, if a railroad conductor takes FMLA leave for a doctor’s appointment and is unable to board his train before it leaves for its scheduled trip, the whole day must be counted as FMLA leave even though the time for the appointment may be much less than a full day.

becomes eligible for FMLA leave if

Conclusion

that employee has worked for the

As you can see from these numerous examples, the calculation of FMLA leave can be complex at times, and when in doubt either in creating a leave policy or managing it, you should consult with competent counsel. The U.S. Department of Labor’s website also contains some helpful guides and resources for employers including a “Compliance Guide” available at https:// www.dol.gov/whd/regs/compliance/1421. htm. FMLA claims brought by employees can be a costly distraction from your business and your clients’ business—and may well be covered under EPL policies. Therefore, it is important to ensure that you are complying with your FMLA obligations and up-to-speed if called upon regarding a claim.

employer for at least 12 months, has worked at least 1,250 hours during the 12 months immediately preceding the start of the leave, and if the employee works at a location where at least 50 employees are employed or within 75 miles of such a location.

shift, the entire period that the employee is absent is designated as FMLA leave. “Physical impossibility” refers to only those situations

WISCONSIN INDEPENDENT AGENT

AGENCY MANAGEMENT

AMAZON NOW CATERS TO BUSINESSES In the news recently was a report that Walmart purchased the online retailer Jet.com for $3 billion. Walmart has struggled with online selling and sees value in spending that amount of money to have a better position to break into the online retail shopping space.

Walmart needs to find a better way to compete with Amazon.

Like you, when researching the purchase of a product, I almost always check out the product on Amazon first for price and product reviews.

It is easier than ever to just click on the buy button and have that product show up on my doorstep any day of the week, including Sundays, now that Amazon has an agreement with the United States Postal Service to deliver on Sundays.

I recently discovered that Amazon also has a complete section — using a separate account — specifically designed to cater to a business that needs to purchase items for their organization. You may have already known this but I figured that if I didn’t, then you might not.

a Payment methods, such as a debit or credit card, or Amazon line of credit, can be set up to be used by one or multiple people in your organization. a Assign different employees different purchasing roles. a Require purchase approvals before the orders are finalized. a Add purchase order (PO) number information.

To set up an Amazon business account, you need to own a business that can be verified by Amazon. This may be by location address or by providing an EIN number.

To set up an Amazon business account, you need to own a business that can be verified by Amazon. This may be by location address or by providing an EIN number. Once the account is set up, the administrator can add their designated associates (users) to the account and allow them to shop for business supplies on Amazon.

Your employees can then make purchases on Amazon.com.

Some of the options the account administrator can manage include: WISCONSIN INDEPENDENT AGENT

Some of the benefits of having a separate Amazon business account include: a Different business pricing discounts that are only available to registered business account customers. a Quantity discounts are available on a select set of items for higher volume purchases. a Free two-day shipping to addresses in the U.S. (this would be similar to Amazon Prime) with a minimum $49 order. a More extensive order history reports that are available on your account.

Setting up an Amazon business account may just help you save a bit of money and streamline the ordering of routine office supplies.

> Steve Anderson provides information to insurance agents about how they can use technology to increase revenue and/or reduce expenses.

SEPTEMBER 2016 | 19

WS E N E H T N I S R E B M ME Jay Fishman, Travelers’ Executive Chairman of the Board and Former CEO, Dies at 63 The Travelers Companies, Inc. announced with great sorrow the passing of Jay S. Fishman, its Executive Chairman of the Board and former Chief Executive Officer, who transformed Travelers into one of the best-performing companies in the financial services industry and the only property Jay S. Fishman casualty insurer in the Dow 30. Jay died August 19, 2016, at the age of 63.

“We are greatly saddened by the loss of our esteemed colleague and friend. Our thoughts are with his wife Randy and the entire Fishman family during this difficult time,” said John H. Dasburg, who succeeds Mr. Fishman as non-executive Chairman of the Board. “Jay was an inspirational leader, and he built a management team that has established Travelers as a clear industry leader. Jay will be missed by the entire Travelers family.”

Alan Schnitzer, Chief Executive Officer of Travelers, said, “Jay led Travelers with an eye towards more than just success as it is traditionally measured. In part because of that philosophy, he led Travelers to unprecedented success by every measure. Though he would be too humble to admit it, Jay was an icon among corporate leaders. As his friend, I’m grateful to Jay for his mentorship and counsel. As his successor, I’m grateful to Jay for everything he did to set the stage for our company’s future success. I’ll miss my dear and close friend, and on behalf of all of us at Travelers, our hearts go out to his wife of nearly 40 years and childhood sweetheart Randy Fishman, Jay and Randy’s children and their beloved grandchildren.”

About Jay S. Fishman Jay Fishman served as the Executive Chairman of the Board of Travelers from December 2015 until August 2016. He previously held the position of Chief Executive Officer from the April 2004 merger of The St. Paul Companies, Inc. with Travelers Property Casualty Corp., and he assumed the additional role of Chairman in September 2005.

From October 2001 until April 2004, Fishman was Chairman, Chief Executive Officer and President of The St. Paul Companies.

QBE North America Names Lange Senior VP, Regional Executive for Midwest QBE North America has appointed Jeff Lange as senior vice president, regional executive – Midwest region. He is based in Chicago.

20 | SEPTEMBER 2016

Lange will lead QBE’s go-to-market activities in the 13-state region consisting of Iowa, Illinois, Indiana, Kansas, Kentucky, Michigan, Minnesota, Missouri, Nebraska, North Dakota, Ohio, South Dakota and Wisconsin.

Jeffrey Lange

He will be accountable for the region’s profitable growth across QBE’s specialized insurance business portfolio, as well as the development of all agent and broker relationships in the region.

Lange has more than 20 years of experience in building and leading teams to exceed growth and profitability objectives across multiple product and customer segments in the insurance industry. He comes to the company from Hartford Financial Services Group, where he spent 14 years in leadership roles of increasing responsibility. Most recently, he served as division executive of The Hartford’s Midwest Division. Lange also has held leadership and client relationship roles at CONSECO, Channelpoint Inc., Deloitte & Touche, Hewitt Assoc. and Marsh & McLennan Inc. For more about QBE, please visit qbena.com.

Hallenbeck to Retire, Freese to Become President at EMC Reinsurance Ron Hallenbeck, who has served as president of Des Moines, Iowa-based EMC Reinsurance Co. for nearly 22 years, retired on Aug. 19. Vicki Freese, assistant reinsurance manager, will assume the position of president of EMC Reinsurance upon Hallenbeck’s retirement.

Ron Hallenbeck

Vicki Freese

Hallenbeck has been with EMC Insurance Companies for more than 42 years. When he took over as president of EMC Re in 1994, it was licensed in 11 states with business concentrated in domestic property lines. EMC Re was rated “B+” by A.M. Best with premiums earned of $37 million and approximately $25 million in statutory surplus. During his tenure, Hallenbeck was able to stabilize and grow the business into an “A” A.M. Best rated insurer.

The company now has a statutory surplus of over $190 million and an average combined ratio of approximately 94 percent over the last 10 years.

Freese has been with EMC for nearly 40 years and in reinsurance for about 30 of those. She has significant reinsurance WISCONSIN INDEPENDENT AGENT

WS E N E H T N I S R E B M ME underwriting expertise on domestic and international reinsurance programs, and on all lines of business. She has earned her CPCU and ARe designations. Freese is currently assistant vice president of Employers Mutual Casualty Co. and vice president/secretary of EMC Reinsurance Co. She will continue to serve on the board of directors.

Melissa began her career at Acuity in January 1998 as an Inside Claims Representative and was promoted to Central Claims Manager in April 2001. She was named a Claims Consultant in November 2005 and promoted to General Manager - Staff Claims in June 2010. As General Manager, Melissa was responsible for Melissa Winter overseeing training, auditing, and resource support for Acuity’s claims department.

For more about EMC Insurance, please visit emcins.com.

Acuity Names New VP of Business Consulting Acuity announces that Melissa R. Winter is promoted to Vice President - Business Consulting. In that role, she will lead the business systems and staff function areas that focus on training, auditing, best practices and line support, workflow and system design, productivity and metrics staffing, and corporate strategic planning.

A graduate of Cardinal Stritch University with a major in sociology, Melissa has earned the Casualty Claim Law Associate designation and a Strategic Leadership Certificate from the University of Milwaukee - Lubar School of Business Executive Education. She has also completed the Advanced Management and Leadership program at the University of Wisconsin Executive Education Center and The Institutes’ Executive Education training at the University of Virginia Darden School of Business.

For more about Acuity Insurance, please visit acuity.com.

SAVE THE DATE

DAVID SPADE LIVE! 2017 IIAW ANNUAL CONVENTION MAY 3, 2017 MADISON MARRIOTT WEST MADISON, WI

WISCONSIN INDEPENDENT AGENT

SEPTEMBER 2016 | 21

ERRORS & OMISSIONS

BREAKING NEWS: SWISS RE EXPANDS COVERAGE, ADDS ENDORSEMENTS

Swiss Re is one of the world’s largest reinsurers and a Forbes 2000 leading global company for 2016. The company has been in business since 1863. To have that level of longevity and success, Swiss Re has had to innovate to remain a force in the industry.

The company continually looks to lead in coverage improvement in the Independent Insurance Agent E&O marketplace. With the continued vision of “by and for independent agents,” Swiss Re has worked with local program managers and agent members to review how agencies are evolving the services they offer clients.

Is your agency involved in selling Benefits Coverage or offering Human Resources (HR) services?

Swiss Re and the IIAW continue to offer the HR Consultant Endorsement. This valuable endorsement offers coverage for consultation, training or counseling with respect to employee motivation and incentives, personnel record keeping, compensation plans administration, policies concerning hiring, termination, conduct, supervision, advancement, discipline or other treatment of employees.

Along with this trusted coverage, we also are offering expanded coverage and new endorsements.

Effective September 1, Swiss Re will offer the Employee Benefits Specialist Endorsement. This endorsement broadens Other Related Services to include expanded Employee Benefit Plan services like TPA & COBRA administration, wellness provider referrals, HR Consultants, General Health and Wellness Management Services, verifying a health care provider’s credentials, advice regarding ACA regulation and legal advice in connection with Professional Services or Other Related Services offered by the WISCONSIN INDEPENDENT AGENT

Named Insured or In-House Lawyer.

If your agency is active in any of the above, please contact me (meggen@iiaw.com or 608.256.4429) to discuss endorsing your policy.

Effective September 1, 2016, the following coverage has been broadened and liberalized to Swiss Re/Westport policyholders: Increased Deductible Waiver - To 100% with a $25,000 max for claims based on negligence to offer coverage or higher limits where the agency has documentation they have offered the coverage.

Catastrophe Extra Expense* - Increased sub limit to $25,000/$50,000.

Breach of Data* - Increased to $25,000 per incident for First Party coverage.

Regulatory Defense* - Increased coverage to $60,000 per policy period.

Crisis Management Coverage - Increased to $20,000 per policy period.

Softened Hammer Clause - 40% of any judgment in excess of the settlement demand and 40% of the claim expenses incurred after the settlement demand was rejected.

Loss of Earnings - Amount for reimbursement for loss of earnings or temporary staff for attending depositions or

trials increased to $750 per insured per day/ maximum of $30,000 per policy period.

Fraudulent Entity - Definition previously added by endorsement, now incorporated in policy form.

Insured vs. Insured Exclusion - Amended Insured vs. Insured exclusion for claims submitted by an enterprise that has a ten percent (10%) or more equity interest in an Insured. Added caveat: This exclusion does not apply if the enterprise that received services did not influence the Insured or intervene in the rendering of such services.

Termination of Coverage - Other than for nonpayment of premium, we will no longer cancel coverage mid-term after 60 days.

Acquisitions and Mergers/Material Changes Increased reporting time to 120 days.

Broader coverage for no increased premium.

Win. Win. *Coverage is excluded on basic policy form.

Please contact me if you would like to further discuss these coverage enhancements and look for them on your renewal policy.

> Meggen Gagas (meggen@iiaw.com) is the IIAW’s Director of Agency Services.

SEPTEMBER 2016 | 23

EVERY DAY. EVERY HOUR. ALWAYS.

Beyond the expected.

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YOUR PARTNER IN BUSINESS Your business clients make hard decisions every day, but now you can make selecting the right insurance coverage easy with a Pekin Insurance® Commercial policy that is specifically designed for preferred property risks.

CHECK OUT SOME OF THE PREFERRED PROPERTY RISKS THAT WE HAVE INSURED: • $24,760,000 total property value for a Public Library • $15,181,800 total property value for a Farm and Home Store • $21,267,000 total property value for a Lessor’s Risk Shopping Center We go Beyond the expected® with valuable services like Loss Control, a Return to Work program, a Special Investigations Claim Unit, and much more.

Partner with a company that offers some of the most innovative products available in the industry today and is continually searching for ways to become the easiest company for you to do business with.

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AUTO 24 | SEPTEMBER 2016

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BUSINESS WISCONSIN INDEPENDENT AGENT

IN MEMORIAM

IN MEMORIAM: BRIAN SCHWARZ APRIL 14, 1956 – AUGUST 28, 2016 Were the last 31 years a beautiful dream? With proof of our wonderful life, our three sons, I can’t dream of a better love and life with my most generous, kind and loving husband.

Brian Raymond Schwarz of Prairie du Sac, Wisconsin passed away on Sunday, August 28, 2016, at his home surrounded by his loving family.

Brian was born on April 14, 1956, the first child of Rosemary (Richter) and Don Schwarz.

Brian’s childhood in Prairie du Sac involved days playing with his siblings, neighbors, and many childhood friends. They spent every day outside, playing baseball, playing kickball, swimming at the outdoor pool, and always returning home just in time for dinner.

Growing up, his grandparents lived across the street, solidifying that throughout his entire life, family always came first.

Most important to Brian were his beloved wife, Lisa Bryant Schwarz, and their three beloved sons, Brandon, Mitchell and Garrett. Brian is survived by his beloved siblings Susan, Mary, and Tom, their wonderful spouses Frances Tsao, Scott Husby, and Pat (Vernon) Schwarz, and loving nieces and nephews Raya, Maurice, Taylor, Megan, Lauren, Tyler, Jack, Nic, Cam, and Ali. Brian is also survived by many aunts and uncles: Betty and Dick Fore, Kay Warner, Dave Richter, and Great Aunt Grace Barton and his stepmother, Mary Harris Schwarz. He treasured Lisa’s family, his father-in -aw Ken Bryant, Lisa’s sister Lynn and her husband Gary Hebl, their children Andy (and wife Rita, Lucas and Victor), Matt and Jenny. His parents preceded him, as did his stepfather Bob Van Loenen, and his mother-in-law, Bev Bryant.

Our love of traveling has connected us forever with Irish family and friends for over 26 years.

He also deeply appreciated his friends and colleagues in the insurance industry, college friends at UW-Eau Claire and University of Arizona, and co-workers at Bobby McGee’s Restaurant in Tucson. We enjoyed many years with his longtime childhood friends, our WISCONSIN INDEPENDENT AGENT

dinner club friends, our sons’ friends, the parents of our sons’ friends (who also suffer from many years of bleacher butt), and last, but definitely not least, Brian’s golf buddies. Brian loved you all and valued each moment with you!

His heart was with the insurance industry, specifically Schwarz Insurance. This family business was established by his grandfather Ray over 93 years ago and expanded by Brian’s father Don. When Brian started in 1980, Schwarz Insurance only had one other location and now has seven locations.

Brian worked on every acquisition since 1982, leading to its current success. In addition, Brian led as Treasurer (1996) and President (2003) at the company. Brian always came home happy because he loved his career.

Today, our son Mitch is the fourth generation at Schwarz Insurance working alongside Brian and Uncle Tom. Since 1980, Brian was an active committee member of the Independent Insurance Agents of Wisconsin. He served as President, was elected to the Board of Directors, and served on the Executive Financial Committee for the past 15 years. He also contributed his expertise to numerous insurance company advisory boards.

In addition to his immense contributions to the insurance industry, Brian was also active in his community. His passions included serving the Lake Wisconsin Country Club

Board, the Jaycees board, and local athletic and educational organizations.

Brian thanks the staff at UW Hospital and Clinics and Carbone Cancer Clinic, especially Dr. Leal, Dr. Wood, Dr. Chang, Dr. Baschnagel, Dr. Baskaya and nurses Jen and Laura Dee. In addition, we thank Agrace Hospice for their compassionate care over the past six weeks. Brian always looked on the bright side of life and encouraged those around him to do the same.

In celebration of his joyous life, a visitation was held at the River Arts Center in Prairie du Sac, 105 9th Street, Prairie du Sac on Wednesday, August 31st from 4 p.m. to 7 p.m.

On Thursday, Sept. 1st, a visitation continued from 4 p.m. to 5:30 p.m. with a Memorial Service following the visitation, also at the River Arts Center.

Memorials may be made in Brian’s name to the Sauk Prairie Historical Society.

SEPTEMBER 2016 | 25

COMMUNITY SERIVCE

Participants pass the Sheboygan South High drum line on the Acuity Health Challenge course.

Runners of all ages helped support pediatric emergency care.

ACUITY HEALTH CHALLENGE RAISES OVER $10K FOR PEDIATRIC EMERGENCY CARE Acuity, the Sheboygan-based property and casualty insurer that operates in 25 states, announced that the 2016 Acuity Health Challenge raised over $10,000 to benefit pediatric emergency care in Sheboygan County.

Now in its fifth year, the Acuity Health Challenge featured nearly 550 participants who completed either a 5K or 2-mile run/walk.

Proceeds will support the creation of treatment and resuscitation rooms dedicated to pediatric patients. These rooms will have space for families, specialized equipment, and supplies to ensure young patients are able to access state-of-the-art care.

Michael Kelley from Jackson, Wisconsin, took first place in the men’s division, and Laura Schmitz from Oshkosh, Wisconsin, captured the top spot in the women’s division. The Health Challenge also included the Acuity Health Village, which featured more than 30 vendors who volunteered their time to promote various aspects of health, wellness and safety. Participants received a well stocked goodie bag and a custom dry-wick T-shirt.

“The Acuity Health Challenge reflects our commitment to wellness and community outreach,” said Ben Salzmann, President and CEO, Acuity. “We are proud to sponsor this event, which provides support to the vital care that children facing serious medical conditions need.”

“The Acuity Health Challenge is a family-friendly, low-cost event that brings the community together in support of important healthcare initiatives,” said Wally Waldhart, Vice President - Sales & Communications, Acuity.

26 | SEPTEMBER 2016

WISCONSIN INDEPENDENT AGENT

INDEPENDENT INSURANCE AGENTS OF WISCONSIN

2016 PRELICENSING CLASS SCHEDULE Conducted at the 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: ! 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.

2016 CLASS DATES

PRICING & CLASS D E S C R I P T I O N S

Life & Acc./Health

Property & Casualty

Sept. 12-15

Sept. 26-29

Oct. 3-6

Oct. 17-20

Oct. 31-Nov. 3

Nov. 14-17

Dec. 5-8

Dec. 12-15

To register, click the Education tab on IIAW.com.

For Wisconsin exam info, visit prometric.com.

NON-MEMBER PRICING: $335 You may also take individual classes. Class descriptions and prices are below.

Life & Accident/Health Day One (Monday) 8:30 a.m. - 4:00 p.m. ($80) SECTION A: Principles of Insurance & General WI Insurance Law Ethics Day Two (Tuesday) 8:30 a.m. - 4:00 p.m. ($85) SECTION B: Life Policies, Terms & Concepts Day Three (Wednesday a.m.) 8:30 - 11:30 a.m. ($42.50) SECTION B: Life Policies, cont. & WI Life Insurance Law Day Three (Wednesday p.m.) Noon - 4:00 p.m. ($42.50) SECTION B: Accident & Health Policies, Terms & Concepts

CLASS SITE/DIRECTIONS The IIAW is located at 725 John Nolen Dr. in Madison, WI. Take the Rimrock Rd. exit (north) off of Highway 12/18 (Beltline), turn right on to John Nolen Dr., then turn right immediately into the driveway. Located near the Alliant Energy Center.

Day Four (Thursday) 8:30 a.m. - 4:00 p.m. ($85) SECTION B: Accident & Health, cont. & WI Health Insurance Law

Property & Casualty Day One (Monday) 8:30 a.m. - 4:00 p.m. ($80) SECTION A: Principles of Insurance & General WI Insurance Law Ethics Day Two (Tuesday) 8:30 a.m. - 4:00 p.m. ($85) SECTION B: Property Policies, Terms & Concepts Day Three (Wednesday a.m.) 8:30 - 11:30 a.m. ($42.50) SECTION B: Property Policies, cont. & WI Property Insurance Law

INCLEMENT WEATHER If weather conditions are questionable, use your own judgment regarding your personal safety.

However, any missed class time will have to be made up.

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.

R EGISTER

IIAW MEMBER PRICING: $320 Member pricing given for full class registrations.

FOR

Day Three (Wednesday p.m.) Noon - 4:00 p.m. ($42.50) SECTION B: Casualty Policies, Terms & Concepts Day Four (Thursday) 8:30 a.m. - 4:00 p.m. ($85) SECTION B: Casualty Policies, cont. & WI Casualty Insurance Law ! Please contact Katie at 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 Insurance Licensing Candidate Handbook. This provides all the necessary information to obtain a license.

C LASSES

AT

IIAW. COM

MARKETING

WHY THE INTERNET INSURANCE SHOPPER

IS A GROWTH OPPORTUNITY “We don’t want shoppers.”

time. There are a few different reasons independent agents give for their dislike of insurance shoppers:

I can’t tell you how many agents have shared this perspective with me over the last six years. Today I call BS.

a Price sensitive

But before we get there, let’s first agree on what an insurance shopper is.

a Do not value relationship

Insurance Shopper: Consumer (interested in personal, business or life insurance) without a strong current agent relationship, requesting quotes from multiple sources before making a buying decision.

a Not interested in coverage

(Do you agree on this definition? If not, email me at ryan.hanley@ trustedchoice.net and let me know how you would define insurance shopper.)

The above definition will serve as the baseline definition of “insurance shopper” for this article.

In essence, insurance shoppers are low quality prospects. At face value these reasons seem valid.

From my own experience as a producer, I remember the twinge of anxiety that followed the statement, “I’m just looking for a quote.” No insurance agent likes to hear those words.

For a long time I believed the anxiety was the result of the three reasons listed above. It’s not.

Why Insurance Agents Hate Shoppers There is no doubt independent insurance agents HATE, (notice the capital letters to capture the degree of hate), insurance “shoppers.”

The “why” of this hate is something I’ve misunderstood for a long

28 | SEPTEMBER 2016

Insurance shopper induced anxiety is the result of our awareness that we might not get the business. We might do the work and not get the sale. We’re afraid of wasting time. Ego is the reason independent agents hate insurance shoppers.

WISCONSIN INDEPENDENT AGENT

MARKETING There is inherent risk in working with an insurance shopper so we make excuses, using return on investment as our crutch. This has to stop.

The Shared Risk of Shopping Insurance

professionals, no one should ever “shop” them.

Wait. If you needed a new car, would you go to only one dealer? If you needed an attorney, would you call only one for their guidance? If you needed an engagement ring, would you visit just one jeweler?

I’m not arguing that insurance shoppers come without risk.

No. You would be crazy to not shop for these products.

There is no doubt, compared to a referral, an inbound lead, “shopping” their insurance will often demand a more skilled sale. This is why we build our businesses on referrals. Referrals are easy to sell.

The trust and relationship building aspect of the sale is already done before we talk to the prospect. Referrals come with significantly less risk. The mistake is believing agents are the only ones at risk.

As Seth Godin explains, “For many people, shopping is nothing but a risk. The risk that one might buy the wrong thing, waste money, waste time, become indebted...”

Yet, every car salesman will tell you their cars are not a commodity, every attorney will tell you legal services are not a commodity, and every jeweler will tell you engagement rings are not a commodity. And each would argue they provide professional services.

Here’s the question: If, over the course of a lifetime, consumers are conditioned to shop for everything they need in their lives, how can we expect them not to shop insurance?

We can’t. We can embrace the shopper culture or die fighting it.

The insurance shopper feels the same anxiety telling you they’re shopping for insurance as you feel hearing about it.

Insurance Shopper as Growth Opportunity

Herein lies the opportunity.

James Altucher recently wrote about fear versus growth-based decisions making: “A growth-based decision becomes the story of your life later.

A fear-based decision turns into regret.”

Isn’t our value proposition as independent agents to be the Trusted Advisor? Yet we’re so willing to discard insurance buyers who are feeling the anxiety of risk in making the wrong insurance purchase.

This has to stop.

Why do we fight the shopper culture? Fear.

My concern, (the impetus for article), is that we’re allowing fear to limit our access to modern insurance consumers.

Sue Ray (of the Florida Association of Independent Agents) wrote an article titled, How-to Put Yourself in Your Customers’ Shoes. Go to AgencyNation.com and enter “How-to Put Yourself in Your Customers’ Shoes” in the Find Resources search bar at the bottom of the home page. Everyone needs to read this.

a Insurance shopper does not mean price is all that matters.

Shopper Culture

The insurance shopper is an opportunity.

Though shopping malls are on the decline in the U.S., the shopper culture built over the last hundred years is not.

We shop. Consumerism is woven into the fabric of America. The idea of making one call to one provider and NOT questioning their proposal is ludicrous.

If over course of a lifetime, consumers are conditioned to shop for everything they need in their lives, how can we expect them not to shop insurance?

Yet this is what insurance agents believe consumers should do when considering doing business with their agency. Why is this?

“Because insurance is not a commodity.”

I’ve heard this gem even more often over the last six years. So, the logic goes, since insurance is not a commodity and insurance agents are WISCONSIN INDEPENDENT AGENT

a Insurance shopper does not mean relationships don’t matter. a Insurance shopper does not mean coverage doesn’t matter.

Insurance shoppers have an insurance problem. That is why they’re shopping. Independent insurance agents solve insurance problems.

Who better for an independent insurance agent to talk with than an insurance buyer with an insurance problem?

We must think of ourselves as insurance problem solvers and not just insurance salespeople. This is where growth happens.

However, growth means work. Growth means failure. Growth means fear.

But growth also means abundance and longevity.

The question we must ask ourselves in regards to insurance shoppers is this: Will growth or fear dictate our future?

What will you choose?

> Ryan Hanley is the senior VP of marketing at TrustedChoic.com.

SEPTEMBER 2016 | 29

FOOD FOR THOUGHT WHATEVER BECAME OF THE DAYTON TRIANGLES? Brett Favre was inducted into the Pro Football Hall of Fame (HOF) last month, along with Marvin Harrison, Tony Dungy, Kevin Greene, Orlando Pace, Eddie DeBartolo, Kenny Stabler and Dick Stanfel. The HOF opened on September 7, 1963, in Canton, Ohio with 17 inductees, including ‘Curly’ Lambeau, George Halas, Jim Thorpe, ‘Red’ Grange, and Johnny ‘Blood’ McNally. Canton was selected as the HOF site in part because the American Pro Football Association (APFA) was founded in Canton. The first APFA teams included the Akron Pros, Canton Bulldogs, Cleveland Indians, Rock Island Islanders, and the Dayton Triangles. The APFA was founded in 1920 and renamed the National Football League in 1922.

Source: Pro Football Hall of Fame & Wikipedia

HAPPY BIRTHDAY ANTHONY BENEDETTO, FAMOUS PAINTER

Born to Italian immigrant parents in Astoria, Queens, on August 3, 1926, Tony Bennett was blessed with a great voice, but his talents aren’t limited to music.

Under his birth name, Anthony Benedetto, he is a respected painter whose works are on permanent display in many art institutions. For example, his painting, Central Park (pictured here), is hanging in the Smithsonian.

Source: trustcollective.com

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