Wisconsin Independent Agent | January 2024 by Independent Insurance Agents of Wisconsin

wisconsin INDEPENDENT AGENT JANUARY 2024

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CONTENTS wisconsin INDEPENDENT AGENT

COVER STORY: The IIAW Celebrates 125 Years 2024 marks the IIAW's 125th anniversary! Join our anniversary celebration at InsurCon2024 and take a walk down memory lane with our "In the Archives" magazine segment recurring all year long.

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

2023-2024 EXECUTIVE COMMITTEE President:

Mike Ansay | Ansay & Associates

President-Elect:

Joanne Lukas Szymaszek | Risk Strategies Company

Secretary-Treasurer:

FROM THE ARCHIVES............................................................8-9 A Measure of Accomplishment (Originally Published in 1974)

INSURANCE BARTENDER......................................................11-12

Dan Lau | Robertson Ryan Insurance

Chairman of the Board:

Nick Arnoldy | Marshfield Insurance Agency, Inc.

State National Director:

125 Years of Excellence: Celebrating the Legacy of Independent Insurance Agents in Wisconsin

Steve Leitch | Leitch Insurance

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

Janel Bazan | Avid Risk Solutions/Assured Partners

4 Common Mistakes Customers Make With Off-Road Vehicle Insurance

RISKY BUSINESS.......................................................................18 The Power of Coverage Rejection Forms

INDUSTRY RELATIONS.........................................................20-21

New Survey From Trusted Choice Reveals Consumer Uncertainty

Justin Staebler | Risk Strategies Company

EMERGING LEADERS.............................................................22

IIAW Staff

COMMERCIAL LINES.............................................................24-25

Matt Banaszynski | Chief Executive Officer 608.256.4429 • matt@iiaw.com

Cyber Trends to Watch in 2024

HUMAN RESOURCES.............................................................27 The Importance of an Employee Handbook

MARKETING...............................................................................30 Embracing Video Marketing: Engaging Clients in 2024

GOVERNMENT AFFAIRS.......................................................32 Misha Lee Represents IIAW During Bill Signing SB 115/AB 109

AGENCY MANAGEMENT......................................................34-35

Mallory Cornell | Vice President 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 Evan Leitch | Agency Solutions Advisor 608.210.2971 • evan@iiaw.com

Blowing Up the Benchmarks

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

MEMBERS IN THE NEWS.......................................................36-37

Jeff Thiel | Director of Agency Success 608.256.4429 • jeff@iiaw.com

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

ADVERTISERS INDEX Berkshire Hathaway GUARD...................29 IMT.......................................................................40 JM Wilson..........................................................17 Penn National..................................................13 Robertson Ryan & Associates.................39 SECURA.............................................................26 UFG......................................................................2 West Bend.........................................................6 Western National...........................................10

Andrea Michelz | Education & Membership Engagement Coordinator 608.210.2972 • andrea@iiaw.com Diana Banaszynski | Events Coordinator and HR Business Partner 608.256.4429 • diana@iiaw.com Ali Smeester | Accounting Specialist 608.256.4429 • ali@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. © 2024 For information on advertising, contact Kaylyn Staudt, 608.210.2977 or kaylyn@iiaw.com. wisconsin INDEPENDENT AGENT

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©ÓäÓÎ Church Mutual Insurance Company, S.I. CM Regent Insurance Company is a wholly-owned subsidiary of Church Mutual Holding Company, Inc. This material may include only a general description of insurance coverages and does not include all rates, terms, conditions, and limitations found in CM Regent Insurance Company (“CM Regent”) policies. The insurance policy, not any general descriptions of coverage that may be found in this material, will form the contract between the insured and CM Regent, and is subject to approval from the state. Neither CM Regent nor its employees, representatives, or agents shall be liable to any party for the use of any information or statements made or contained herein. NAIC # 12356

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FROM THE ARCHIVES This article was originally featured in the IIAW's 75th Anniversary Yearbook, published in 1974.

8 | JANUARY 2024 |

wisconsin INDEPENDENT AGENT

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makes you smile.

At Western National Insurance, nice is what’s guided us for over 100 years. And we’re just getting started. Western National Insurance. The power of nice. www.wnins.com

INSURANCE BARTENDER

125 YEARS OF EXCELLENCE: CELEBRATING THE LEGACY OF INDEPENDENT INSURANCE AGENTS IN WISCONSIN In the heartland of America, where community values and resilience run deep, the Independent Insurance Agents of Wisconsin (IIAW) has been a steadfast pillar for 125 years. As we celebrate this momentous occasion, it is a time to reflect on the legacy, commitment and unwavering dedication of the independent insurance agents who have played a vital role in protecting Wisconsin's families, businesses and communities. A lot has changed since the article titled, “A Measure of Accomplishment” (pg. 8-9) was written 50 years ago, but many strategic areas of focus, such as Education, Events and Government Affairs remain paramount to our mission while we look to evolve to meet the needs of the modern independent agent. A Legacy of Service: Established in 1899, the IIAW has been an integral part of Wisconsin's insurance landscape, providing a platform for independent agents to collaborate, share knowledge and enhance their expertise. Over the past 125 years, these professionals have navigated through economic shifts, technological advancements and evolving industry landscapes, all while remaining dedicated to their clients and communities. One of the defining characteristics of independent insurance agents in Wisconsin is their strong connection to the communities they serve. Beyond offering insurance policies, these agents are active participants in local events, charitable initiatives and community development projects. Through thick and thin, they stand beside their fellow Wisconsinites, embodying the spirit of community support and resilience. The principles, traditions and ideals of independent agents across Wisconsin have withstood the test of time

and despite challenges from new entrants and technology, independent insurance agents are as relevant and as important as they have ever been. Adaptability and Innovation: The insurance industry has undergone significant transformations over the past century, with technological advancements and changing consumer needs driving innovation. Independent insurance agents throughout Wisconsin have consistently demonstrated their adaptability; embracing new technologies and evolving their practices to meet the demands of a dynamic market. The IIAW has helped its members to stay ahead of the curve, providing invaluable service to their clients while leveraging vital technology. We are excited to continue to drive innovation through education via Catalyit. IIAW members receive a free full-access subscription to Catalyit, and can take advantage of this member benefit at iiaw.com/catalyit. Professional Development and Education: A key aspect of the IIAW's contribution to the insurance landscape is its commitment to the professional development of its members. Through ongoing education, training programs and networking opportunities, the Association has empowered independent agents to enhance their skills, stay informed about industry trends and deliver the highest level of service to their clients. Advocacy for Members: One of the primary roles the IIAW has played in government affairs is advocating for the rights and interests of its members. wisconsin INDEPENDENT AGENT

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Throughout its long history, the association has actively engaged with policymakers at the local, state and national levels to ensure that insurance regulations and policies are fair, transparent and supportive of the needs of Wisconsin residents. By participating in legislative processes, the IIAW has been a powerful voice for its members, influencing positive changes and safeguards in the insurance industry. The IIAW's commitment to government affairs extends to fostering collaborative relationships with policy makers and regulatory bodies. By working closely with state and federal agencies, the association has contributed to the development of policies that promote a healthy and competitive insurance market. These collaborations have not only benefited independent insurance agents but also ensured that consumers receive quality services and protections. In addition to regulatory advocacy, the IIAW has been instrumental in educating policymakers about the intricacies of the insurance industry. Through informational campaigns, seminars and direct engagement, the association has provided valuable insights to legislators, helping them make informed decisions that balance the interests of insurers, agents and policyholders. This commitment to advocacy has been crucial in fostering a regulatory environment that encourages fair competition and consumer protection.

Celebrating Achievements: As we mark this significant milestone, it is essential to celebrate the achievements of the Independent Insurance Agents of Wisconsin. From advocating for policyholders' rights to fostering a sense of community among agents, the IIAW has played a pivotal role in shaping the insurance landscape in the state. We sincerely hope you will join us at we look to celebrate 125 years at Lambeau Field, May 15-16, 2024. Register today at iiaw.com/insurcon. As the IIAW enters its next chapter, there is a sense of optimism and anticipation for the continued success of the Association. The legacy of community service, adaptability and commitment to excellence established over the past 125 years will undoubtedly guide our organization and its members as they navigate the challenges and opportunities of the future. The 125th anniversary of the Independent Insurance Agents of Wisconsin is a celebration of more than a century of service, resilience and community impact. As we honor the past and look toward the future, we express our gratitude to the independent agents who have made a lasting impression on the Association and a difference in the lives of Wisconsinites. May the next 125 years be marked by continued success, innovation and the unwavering dedication to our members and the customers they serve.

> Matt Banaszynski, CEO, IIAW

Matt’s Mixology Cranberry Mimosa Champagne and cranberries come together to make this great cocktail, perfect for celebrating the start of a new year and our125-year anniversary! Join us in celebrating our 125th anniversary at InsurCon2024. Register today at: iiaw.com/insurcon.

Ingredients • • • • • •

2 oz. cranberry juice 1 oz. pineapple orange juice 3 oz. champagne or sparkling white wine 3 frozen cranberries 1 orange twist (for garnish) 1 mint sprig (for garnish)

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wisconsin INDEPENDENT AGENT

Directions 1.

In a champagne flute, combine the cranberry and pineapple orange juices. Top with sparkling wine and garnish with frozen cranberries, an orange twist and a small sprig of mint. Photo and recipe courtesy of thepioneerwoman.com.

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

• 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

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

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Join Us In Celebrating

This Year’s Special Guests:

Charles Woodson

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Matt LaFleur

wisconsin INDEPENDENT AGENT

EVENT SCHEDULE INSURCON2024 • MAY 15-16, 2024 • LAMBEAU FIELD, GREEN BAY

WEDNESDAY, MAY 15TH

10:30AM-12:30PM

Champions Club Room

AGENCY APPRECIATION LUNCHEON Celebrate the heart of our industry at the exclusive Aaron Popkey, Green Bay Packers

*This event is open to agency personnel and those receiving a special invite.* Limited space available on a firstcome, first-serve basis.

1PM-4PM

Legends Club Room

4:30PM-9PM

Johnsonville Tailgate Village

E&O RISK MANAGEMENT (ETHICS) Mallory Cornell, IIAW Vice President

MEET GREEN BAY PACKERS HEAD COACH

Matt LaFleur, Packers Head Coach

Agency Appreciation Luncheon, a gathering dedicated to recognizing our valued agency personnel and esteemed invitees. Hear how the Packers prepare for the 2025 Draft, their marketing strategy and how they respond to challenging events from Green Bay Packers Director of Public Affairs, Aaron Popkey. We’ll also feature a fast-paced CEO Q&A.

Earn 3 Ethics CE credits during Mallory’s Less Risk. More Reward. E&O Risk Management course. This course will be full of storytelling, statistics and E&O risk mitigation tips and it is premium credit approved by Swiss Re. Gear up for an exciting tailgate party, featuring an exclusive Meet and Greet with Packers Head Coach, Matt LaFleur, an exhilarating cornhole tournament, tailgate games and dinner!

THURSDAY, MAY 16TH 8AM-9AM

Pre-Function Area

9AM-9:45AM

Legends Club Room

10AM-11:15AM

Legends Club Room

11:30AM-12:30PM

Legends Club Room

12PM-1:30PM

Pre-Function Area

12:30PM-3:30PM

North Balcony and Pre-Function Area

5PM-6PM

Atrium Floor

6PM-9PM

Atrium Floor

CONTINENTAL BREAKFAST

Stop by the registration desk outside of the Legends Club Room to pick up breakfast before the panels begin.

IIAW PAST PRESIDENTS’ PANEL

We’ll engage in insightful discussions with our four esteemed former presidents of the IIAW, delving into their experiences and perspectives on the industry’s evolution.

Mary Hosmer, Paul Leitch, Darrel Zaleski and Marc Petersen

RISK MANAGEMENT PANEL Local Green Bay Leaders of Risk and Crisis Management

To Be Announced

CEO PANEL

Gain valuable insights into the insurance industry’s future trajectory from top CEOs in our CEO Panel, as they discuss emerging trends, challenges and innovative strategies shaping the landscape.

GOURMET LUNCH

Join us for a gourmet lunch prior to our Exhibitor Showcase.

EXHIBITOR SHOWCASE

Network and connect during our Exhibitor Showcase on the North Balcony, overlooking the Lambeau Field Atrium. Agency attendees can win great prizes during Blackout Bingo and exhibitor Super Door Prize giveaways.

COCKTAIL RECEPTION HONORING IIAW PAST PRESIDENTS

Join us for a cocktail hour preceding the evening’s celebration as we set the stage for a spectacular night with a photo opportunity overlooking Lambeau Field.

EVENING CELEBRATION

Prepare for an unforgettable evening of celebration and inspiration, as we commence with an esteemed awards ceremony and a presentation from Charles Symington, IIABA CEO. We’ll enjoy a delicious dinner and journey through the rich history of the IIAW over the last 125 years. Charles Woodson will lead a keynote presentation that promises to leave a lasting impact. Cap off the night with an exclusive Meet & Greet session, offering the chance to connect with Woodson up close and personal.

Open to Everyone

Charles Woodson, Former NFL Defensive MVP, Heisman Trophy Winner and ESPN Analyst

FRIDAY, MAY 17TH 9AM-NOON

Join us as we listen to local leaders in risk management and crisis management and how they mitigate their exposures. Hear how professionals plan for Packer game day events and other potential hazards that face the city and events in Green Bay.

HALL OF FAME/STADIUM TOURS

Enjoy your Guided Lambeau Field Stadium Tours and Hall of Fame Tours (included w/ registration) during this time!

PERSONAL LINES

4 COMMON MISTAKES CUSTOMERS MAKE WITH OFF-ROAD VEHICLE INSURANCE With cold weather setting in, there are plenty of people eyeballing off-road vehicles to traverse the snow. With the season's uptick in sales of vehicles such as dirt bikes, snowmobiles, sideby-sides and all-terrain vehicles (ATVs), there's a stronger need for off-road vehicle insurance. But many customers don't realize they need it until it's too late. Here are four common insurance mistakes that befall many off-roaders: 1) Not insuring an off-road vehicle. Everyone knows you need auto insurance to legally drive, but the requirements for off-road vehicles are ambiguous at best. Unless you're in one of the handful of states that requires insurance, your customers are probably lukewarm about insuring them.

But what happens when there's a serious accident? What if the accident is the other driver's fault and they're uninsured? Ambulances aren't off-road vehicles, so getting medical assistance could involve a helicopter. Compound this with potential delays in receiving medical treatment. All this means that it's critical to have great liability and UM/UIM protection. 2) Believing off-road vehicle insurance is expensive. The other reason people don't insure their off-road vehicle is because they think it's expensive. In reality, they'll likely spend more on gas. A liability-only policy could be as little as $100 a year while the average premium is more like $350 per year. For ultimate protection, recommend high limits plus an umbrella policy.

Why? They think it's covered by their homeowners policy and don't think the vehicles are valuable enough to insure separately. They haven't contemplated the real reasons you insure an off-road vehicle—liability protection and uninsured motorist and underinsured motorist coverage.

3) Thinking customizations will be covered. A lot of off-roaders invest in customizations, from brush guards to hand warmers, heavy-duty tires and rims, and everything in between. For purposes of insurance, customizations are anything that isn't original manufacturer equipment (OEM), including equipment added by the dealership or a previous owner.

Much like auto accidents, fender benders happen on the trails with great frequency. That's why you install brush guards, after all.

This can be a real gotcha for insured who think that customizations are covered because they're part of the vehicle.

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wisconsin INDEPENDENT AGENT

Some companies include a nominal amount in the base policy for just this reason. If your customer has invested in extensive customizations, you can purchase high limits for an additional premium. And they may also receive coverage for their safety gear such as helmets, boots or riding jackets. 4) Assuming roadside assistance will provide coverage. Some people never leave their property, but many ride or trailer their vehicles to the tens of thousands of miles of designated ATV and snowmobile trails across the U.S. However, many Americans believe having auto roadside assistance coverage means they can get a tow whenever and wherever they need it. What they don't realize is that towing coverage is generally for declared vehicles or specific vehicle types such as cars, motorcycles and recreational vehicles (RVs), which could leave ATVs,

2023 JM Wilson Wisconsin Independent OUTLINES-v2.indd 3

side-by-sides and snowmobiles out in the cold. The good news is that if you insure these vehicles on a motorcycle or off-road-vehicle insurance policy and add roadside assistance, they'll be able to get fuel delivery, flat tire assistance or a tow. There's just one caveat: They must be close to a public road. Tow trucks are not off-road vehicles, after all. By addressing these common insurance pitfalls, you increase your chances of ensuring your customers are protected. This article was originally published on iamagazine.com in December 2023.

wisconsin INDEPENDENT AGENT

11/28/23 9:29 AM

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RISKY BUSINESS

THE POWER OF COVERAGE REJECTION FORMS In Wisconsin, failure to procure coverage leads the way as the most frequent (25% of all claims reported) and most severe (39% of total claims incurred) type of error or omission, according to Swiss Re claims data. When you combine failure to procure with recommending adequate values and limits, the result equals 75% of total incurred claims. How can an agency reduce their risk as it relates to the most common cause of an E&O claim? Coverage checklists and coverage rejection forms. In the Wisconsin Independent Agent October 2023 issue, I wrote about the importance of coverage checklists. When checklists are combined with coverage rejection forms, they create powerful evidence of what coverage the client was looking for and give an opportunity for clients to increase their limits by requesting higher limits on their underlying policy or inquire about an umbrella policy. While you can use individual coverage rejection forms for different coverage options/policies, it is more efficient and streamlined to incorporate all options into one rejection form. What does this look like? In its most basic instance, it could be presented in the same format as shown below where you provide the client with X’s in the columns of coverage options that they currently carry and options that were rejected. The client that has the opportunity to select “Please Quote” if they would like additional information about any of the coverage options.

Coverage Options

Currently Carried

Most importantly, like shown below the chart, there should be a signature line where the named insureds acknowledge their rejection of the above options which may result in the denial of a claim in the future. When can it be used? Coverage rejection forms can be sent at the same time the application is sent to the client for signature. Since all applications should be signed, adding one additional page that can significantly mitigate your E&O exposure is worthwhile. The above example highlights personal lines, however, a similar version can be created for commercial lines clients. It's also important to note that having the rejection in writing rather than a verbal rejection provides a stronger defense, if needed. Some courts may argue whether or not verbal rejections are valid or if a verbal rejection actually occurred. When there is a signature acknowledging the rejection of coverage in writing, it’s more difficult to refute the evidence. The IIAW is happy to offer our members sample Coverage Rejection Form Templates for personal and commercial lines. You can download them at: www.iiaw.com/page/ RejectionForms or contact me (evan@iiaw.com) and I can email them to you. We’re always happy to help our members with E&O risk management questions, so never hesitate to reach out.

> Evan Leitch, Agency Solutions Advisor, IIAW

Coverage Declined

Please Quote

Increased Auto Liability Limits Uninsured/Underinsured Motorists Umbrella Insurance Flood Insurance Valuable Possessions I acknowledge my rejection of these options may result in the denial of claims in the future. Named Insured: ___________________ Title:____________________________ Signature: ________________________ Date:____________________________ 18 | JANUARY 2024 |

wisconsin INDEPENDENT AGENT

INDUSTRY RELATIONS

NEW SURVEY FROM TRUSTED CHOICE REVEALS CONSUMER UNCERTAINTY Extreme natural disasters. Daunting supply chain challenges. Surging inflation. Runaway litigation. Soaring reinsurance costs. These compounding challenges are profoundly affecting Americans' insurance premiums in unprecedented ways. According to a new survey released today by Trusted Choice—the national consumer brand representing the members of the Independent Insurance Agents & Brokers of America (the Big “I")—a full one-third of Americans (32.8%) say they are unaware that external economic factors are affecting insurance rates. Over twothirds (69.3%) have put their insurance policies under review, with nearly half (45.8%) citing rising premiums as the catalyst. "Consumers are grappling with increased insurance costs, yet many of them don't realize the extent that economic pressures and market dynamics are affecting their rates," said Charles Symington, Big "I" president & CEO. "Because independent insurance agents work with multiple insurance companies, they are uniquely positioned to work with consumers to help them take a good hard look at their policies, offer various coverage solutions and approach the challenging market with a holistic perspective to help ensure their clients aren't left vulnerable." Among the study's key findings: • Higher Deductibles: 46.6% of Americans 20 | JANUARY 2024 |

wisconsin INDEPENDENT AGENT

• • •

have considered or already taken a higher deductible to save money on insurance Going Uninsured: 22% have considered going uninsured to save money Making a Switch: 83% would switch insurance providers for lower cost premiums, while 59.5% would switch for better coverage Call My Agent: 56.3% buy insurance through an insurance agent versus 36.3% who buy online through an insurance company's website

"We acknowledge that the current environment is prompting consumers to opt for higher deductibles, switch coverage solely based on cost, or even go uninsured. However, these are not often the wisest or most effective strategies," said Kevin Brandt, executive director of Trusted Choice. "It's crucial for consumers to ask the right questions, engage in close collaboration with their independent insurance agents, and learn about what's affecting their coverage. At this time, it's more important than ever to work with an agent who offers choice, solutions, and advocates for their clients so policyholders can be empowered to make informed decisions to chart a path forward." In the face of the changing and complex insurance landscape, consumers are encouraged to take an active role in safeguarding their

financial well-being. Trusted Choice recommends that individuals stay in touch with their agents not only to ask questions to assess their current coverage, but also to inquire about current market dynamics, evolving premium pricing, and seek guidance on optimizing their insurance portfolios. This proactive approach helps consumers make informed decisions aligned with their unique needs and financial goals. “During periods of increased uncertainty, people need to review their coverage wisely. Having the right professionals by your side is crucial in navigating through these turbulent times," added Symington. “Independent agents bring added value, fostering genuine connections with their clients and the communities they work in. They offer personalized guidance, unwavering customer support, and a diverse range of options from multiple carriers—all geared toward prioritizing the unique needs of their clients above all else." To learn more about the survey, visit trustedchoice.com. Methodology National survey via mobile targeting ages 25+ who have home, auto and/or business insurance. About Trusted Choice and the Big "I" Trusted Choice® is the national consumer brand representing the members of the Independent Insurance Agents & Brokers of America (the Big “I"). Founded in 1896, Big “I" is the nation's oldest and largest national association of independent insurance agents and brokers. Trusted Choice independent agents offer consumers all types of insurance— property, casualty, life, health, employee benefit plans and retirement products—from a variety of insurance companies. There are over 25,000 member agencies nationally offering customized advice and solutions to families and businesses. Learn more at trustedchoice.com and independentagent.com.

This was originally shared on independentagent.com on December 12, 2023. wisconsin INDEPENDENT AGENT

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EMERGING LEADERS

IIAW EMERGING LEADERS UPDATE The IIAW Emerging Leaders had a busy holiday season gathering members for a volunteer event and raising funds for their annual holiday fundraiser. IIAW Emerging Leaders Sorted Over 20K Pounds of Food at Hunger Task Force On December 13th, the IIAW Emerging Leaders volunteered at Hunger Task Force to sort nonperishable food donations. In total, over 20,000 pounds of food were sorted into stockboxes to be delivered to food pantries across the state. This was a fun and exciting way to give back to our local community, and help those in need during the holidays. Goal Achieved! $650 Donated to UW Hospital's ICU for Memory Makers With the help of over 15 IIAW members, we were able to achieve our $500 donation goal! The IIAW Emerging Leaders Fundraiser donated $650 to UW Hospital's TLC ICU for the purchase of additional "memory makers" These memory makers are heartbeat recorders placed in handprint molds or stuffed animals. They're then gifted to kids and young adults who are losing a family member in the ICU. While the unit averages one death per day, this donation 22 | JANUARY 2024 |

wisconsin INDEPENDENT AGENT

should supply enough memory makers (heartbeat recorders, handprint molds and stuffed animals) for over a year! Thank you to everyone who supported this fundraiser and for making a difference to a major hospital (and its patients) in Wisconsin. As we celebrate the IIAW's 125-year anniversary and usher in a new year, it's a great time to consider joining the IIAW Emerging Leaders. The IIAW Emerging Leaders is a statewide network of insurance professionals striving for professional growth through education, leadership development, legislative involvement and insurance career perpetuation. The group hosts a variety of in-person and virtual events throughout the year to allow members to learn, network and grow professionally. Don't miss the chance to be a part of this group visit iiaw.com/emergingleadersgroup to join and discover more about our vision, goals and the enriching experiences awaiting you.

> Evan Leitch Agency Solutions Advisor, IIAW

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

wisconsin INDEPENDENT AGENT

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COMMERCIAL LINES

CYBER RISK TRENDS TO WATCH IN 2024 It's impossible to find a business today that isn't internet-connected or doesn't leverage technology to uplevel its operations and improve its efficiency in some way. While buying into our interconnected economy absolutely has its benefits, it also means that businesses increase their exposure to inherent cyber risks.

Here are some key trends to watch for as we close out 2023 and look ahead to 2024:

Inherent cyber risks stem from unpatched vulnerabilities in organizations' networks, outdated software, and even direct attacks like phishing attempts in employees' inboxes. And these risks evolve over time—as companies take steps to reduce these exposures, threat actors adapt their techniques.

1) The agent and broker role evolves alongside cyber claims trends. Businesses are getting hit harder and more often with cyberattacks. Cyber insurance claims frequency rose by 12% in the first half of 2023 from the second half of 2022, according to Coalition's mid-year 2023 report. Both claims frequency and severity rose across businesses in all revenue bands. Companies with over $100 million in revenue saw the largest increase in the number of claims at 20%, as well as more substantial losses: a 72% increase in claims severity.

In the first half of 2023, the overall rate of cyber claims increased, as did the severity of these claims, with an average loss amount of more than $115,000 per claim, according to Coalition's “2023 Cyber Claims Report: Mid-Year Update." Now, more than ever, it's vital that insurance agents and brokers keep pace with the fluctuating threat landscape to effectively support policyholders, especially small businesses.

When there are significant changes in claims trends, it can make agents' and brokers' jobs more difficult. On a single account, there may be three quotes for the same risk, with extreme differences in coverage, pricing and security requirements—resulting in more time spent investigating the differences in coverage, balancing the tradeoffs between quote options, guiding clients through contingencies, and then closing the bind.

Agents and brokers have the opportunity to educate their clients on the importance of working with insurers who understand cyber risk and offer services to help mitigate that risk.

That said, agents and brokers can use changes in the cyber risk landscape to their advantage. Mandatory security controls can be an opportunity to promote good cyber hygiene, encourage better risk management decisions,

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wisconsin INDEPENDENT AGENT

and help clients understand the financial impact of their decisions. 2) As ransomware grows, threat actors demand more money. Ransomware claims severity increased 61% to an average loss of more than $365,000, according to the Coalition report. Amid the spike in activity, there have also been increases in ransom demands. The average ransom demand in the first half of 2023 was $1.62 million, a 47% increase over the previous six months and a 74% increase over the past year.

In this case, the provider will work to get as much money back to the policyholder while also paying out whatever is covered by their policy. Also, businesses rarely change their bank accounts, so alarm bells should ring whenever a vendor wants to “update" its banking information. Agents and brokers should advise their clients to always call a trusted contact at the company to verify the change before sending any money. Finally, agents and brokers should remind their clients to keep a close eye on all money transfers and to notify their insurer if they see something suspicious; that way, the odds of recovering some or all of the funds are much higher.

As ransomware attack frequency and severity have increased, Coalition has also observed threat actors getting savvier in their attacks. Cyberattackers are finding new and different ways to infiltrate and gain access to private data. And no business is immune, as demonstrated by the recent high-profile attacks 4) Don't forget about third-party vendors. on MGM and Clorox. Business email compromise (BEC) and FTF continue to drive cyber insurance claims, However, the situation isn't all bleak. The best and both typically begin with poor email avenue to ensure businesses are secure is to security—a third-party vendor risk. As minimize their risk from the onset. Agents and brokers help their clients search for coverage, brokers can help their clients take the necessary it's a good opportunity to encourage clients to steps to prevent digital risk before it strikes by review their vendors and their security features, encouraging them to protect their sensitive as well as research their past exposures to data. This means maintaining strong backups cyber risk. and keeping those backups offline from the primary network so the business can quickly By starting discussions about the vendors a restore data in the event of a cyber incident. policyholder uses, agents and brokers can better explain the additional risks a company 3) Look for a road to recovery from funds might incur and how those risks will likely affect transfer fraud (FTF). FTF claims severity their cyber premium. The best risk advisor is increased 39% to an average loss of more than the one who is prepared with data to help $279,000, according to Coalition's report. As inform their clients' decisions. threat actors become more patient and harder to detect, it becomes even more important for This article was originally featured on iamagazine.com policyholders to partner with an insurer that will in December. act quickly to secure sensitive information and recover stolen funds. > Chris Hendricks, Head of Coalition Incident Response No policy on the market will cover a sevenfigure wire transfer loss, so choosing a cyber insurance provider that prioritizes recovery is the best choice for a business. wisconsin INDEPENDENT AGENT

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Commercial | Farm | Agribusiness | Specialty

HUMAN RESOURCES

THE IMPORTANCE OF AN EMPLOYEE HANDBOOK In the daily grind of building a business, managing customer needs, and working to attract and retain the right talent, the value of creating and maintaining an employee handbook can be lost on employers. Maintaining an updated employee handbook is crucial for the success of both employers and employees. An employee handbook serves as a comprehensive guide, outlining the organization's policies, procedures, and expectations. What’s included in an employee handbook? An employee handbook is a compilation of the policies, procedures, working conditions and behavioral expectations in your organization. It’s a valuable communication resource as it provides guidance and information related to the organization’s mission, values, policies, procedures, and benefits. A well-maintained handbook promotes consistency in the application of policies across the organization. This consistency is crucial for fostering a fair and equitable workplace. It helps prevent misunderstandings, conflicts, and potential legal issues that may arise when policies are unclear or inconsistently applied. Benefits of an employee handbook for employees. For new hires, the employee handbook is often the first formal document they encounter. An updated handbook facilitates the onboarding process by providing new employees with valuable information about the organization’s culture, policies, and procedures. This not only helps them integrate into the organization more smoothly but also sets the tone for a positive and informed employee experience.

For existing employees, the handbook serves as a point of reference they can turn to whenever they need certain workplace information, such as payroll procedures or their employment rights. Regularly review your handbook. Employee handbooks are not a one-time process. A handbook is a living document that needs to be consistently maintained to ensure it reinforces your organization’s practices and policies that are compliant with federal and state laws. Having an outdated employee handbook can be just as risky as not having a handbook at all. A good cadence is to review and update your employee handbook on an annual basis. The Society for Human Resource Management (SHRM) advises that Employers not only distribute a copy (electronic or hard copy) of the employee handbook to all employees when they are first hired and any time the handbook is updated. But to make every effort to receive a signed handbook acknowledgment of having received, read, and will follow the rules outlined in the employee handbook. Whether it’s providing policy updates or creating a handbook for the first time, IIAW will work with you to craft and brand your employee handbook to your organization. For more information, reach out to diana@iiaw.com.

> Diana Banaszynski HR Business Partner, IIAW

wisconsin INDEPENDENT AGENT

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TECHNOLOGY

8 THINGS TO DO IMMEDIATELY AFTER A CYBER ATTACK You are a professional, manager, or IT team member who has just realized that your business has been hacked. Maybe you see signs of a hacked account, you realize that an infected file was downloaded, you receive an alert that files have been accessed – or perhaps you see the blank ransom message of a ransomware infection. What do you do? Taking the right actions immediately after a cyber attack can change the course of the disaster. Acting quickly and knowing the right steps of a cybersecurity disaster plan can minimize the damage and exposure while protecting your company from spreading malware infection. We can break down your immediate cyber attack response into eight essential steps. 1. Assess the Infection/Infiltration Spread If possible, determine whether the cyber attack is isolated to a single device, network, or file system. If you just clicked an infected link, or if no other devices have shown hacked behavior, there’s a chance that the malware hasn’t spread beyond the first device. Ransomware is more likely to spread because it is designed to cripple organizations, while spyware and adware are more likely to attack a single device. Hacked websites might be limited to just one web server, while hacked accounts can potentially put anything that that account might access at risk. 2. Disconnect the Infected System(s) Isolate the infected or infiltrated system. If just one computer or mobile device, disconnect from the network. Pull the network cable and/or turn off your Wi-Fi and data link. If you think a local cluster network is infected, disconnect the network from the internet and isolate each machine to be assessed and cleaned 28 | JANUARY 2024 |

wisconsin INDEPENDENT AGENT

separately. If a cloud server is infected, take it down and check any parallel server resources for signs of infection. 3. Determine What Data Could Have Been Accessed or Stolen Next, determine what the hacker or malware may have been able to steal. Ideally, your end-to-end encryption will make stolen files unreadable, but a hacked account might have gained read access. Were client files or employee files compromised? Are there files that are not backed up, or sensitive information that could hurt people/the company if exposed? Document the proven and possible extent of exposure for damage control. 4. Perform a Wipe and Restore from Backup Once the isolated systems have been assessed for damage and exposure, wipe them back to factory settings. For virtual servers, delete the server and remake it using the same settings. Then restore everything you can with backups. Hopefully, you have both install/infrastructure backups to quickly restore your system setup alongside frequent live-data backups to restore your active data back to the most recent uninfected copy. At this point, your systems should be restored and safe to bring back online. For most businesses, this is your necessary recovery point to resume operations with an uninfected network. However, work closely with IT to make sure that there is no lingering or lurking malware in the most recent backups. 5. File a Criminal Report Use the data you collected during the assessment

to report the cyber attack to the government. Cyber attacks and releasing malware are crimes. Whether or not the hacker is caught this time, the more information is sent in, the more likely those using black-hat tactics can be tracked based on IP addresses, domains, and other identifiable patterns from one cyber attack to the next. The right authorities will depend on your industry and the nature of the cyber attack. 6. Blacklist the Source If you can identify a source, like the domain and IP of the infected email, phishing contact, or any signatures of the malware, blacklist. There are several ways to add a bad actor blacklists that are shared by IT departments and the overall internet security infrastructure. You might be able to protect others by ensuring that future emails and websites from the same origin are flagged as dangerous before anyone has a chance to be fooled or click the wrong link. 7. Alert Affected Persons & Provide Compensation, If Necessary If any sensitive data is exposed, now is the stage in which damage control is enacted.

Report the breach to any regulatory bodies involved and deliver a safety alert to any people whose data may have been exposed. This includes customers, business partners, and your employees who could potentially be affected. If personal or financial information was accessed in the attack, you may also need to issue identity monitoring services to each person whose data was involved. 8. Improve Your Defense and Response Plan The last step of any cyber security breach response plan is to improve your response plan. What could your company have done better to prevent the cyber attack? What part of the response plan could have gone better, and how can you improve your protections to better avoid or mitigate this kind of attack in the future? Every challenge is also a learning experience in the business world, and a chance to thwart the next hacker or malware that tries to challenge your defenses.

> Trave Security, Catalyit Solution Provider

Thank You! Agents

We appreciate your continued support and wish you all the very best for the new year.

WWW.GUARD.COM

MARKETING

EMBRACING VIDEO MARKETING: ENGAGING CLIENTS IN 2024 Let's explore a pivotal tool transforming the landscape for independent insurance agencies - video marketing. As we step into 2024, the strategic utilization of video content is important to foster stronger client relationships and stand out in a competitive market. The Significance of Video Marketing for Independent Insurance Agencies 1. Personalized Engagement: Videos offer a unique opportunity to establish personal connections. Crafting concise introductory videos or informative snippets helps humanize the agency and cultivates trust among clients. 2. Simplifying Complexity: Insurance can be intricate, but videos simplify complexities remarkably well. Developing explanatory or FAQs in video format helps to demistify insurance jargon for clients, empowering them with clearer insights. 3. Demonstrating Knowledge Base: Video content serves as a platform to showcase your knowledge. Producing informative content discussing policy nuances, claims procedures or industry insights reinforces credibility and positions yourself as a knowledgeable resource.

Adapt your content strategy based on these insights. Understanding your audience is key to refining your approach. Video marketing stands as an important tool for independent insurance agencies in 2024. Embracing video content creation, while emphasizing simplicity, relevance and client-centricity, can significantly strengthen client relationships, increase trust and set your agency apart in a competitive industry. Remember, the core of your video's importance lies not in the production quality but in the value and authenticity showed throughout your video content. Need some video topic ideas for the start of the year? Here are a few to get you rolling: •

•

Practical Steps to Implementing Video Marketing 1. Start with Simplicity: Initiate video creation using available resources. Begin with authentic, smartphonerecorded content. Authenticity and relevance resonate far more than overly polished productions. 2. Value-Oriented Content: Ensure each video delivers concrete value to the audience. Address client concerns, provide solutions and offer insights while maintaining conciseness and relevance. 3. Utilize Platforms Efficiently: Leverage social media platforms like LinkedIn, Facebook or YouTube to share your video content. These platforms offer extensive reach or engagement potential. Consider hosting live sessions to directly interact with clients. 4. Analyze and Adapt: Employ analytics tools available on these platforms to gauge audience engagement. 30 | JANUARY 2024 |

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•

Introduction and Agency Overview: Create a welcome video introducing your agency, your mission, values and team behind the scenes. Highlight what makes your agency unique and showcase the human side of your business. Explainer Videos on Policies and Coverage: Develop short, easy-to-understand videos that break down coverage options. Explain deductibles, coverage limits and different policy types in simple terms, helping clients understand their options better. Just be sure to include a disclaimer since policy provisions can vary. FAQ Series: Address common client questions through a series of FAQ videos. Cover topics like how to file a claim, understanding insurance terminology or what to do in case of specific emergencies. This helps alleviate client concerns and establishes your agency as a go-to resource. Testimonials and Client Stories: Feature satisfied clients sharing their positive experiences with your agency. Testimonials humanize your services and build trust. Real-life stories resonate deeply and can influence potential clients' decisions.

> Kaylyn Staudt Marketing & Communications Director, IIAW

GRAPHIC DESIGN SERVICES FOR YOUR AGENCY Who Is Best Fit For Our Services Our services are best fit for agencies lacking a graphic designer on staff or agencies looking for additional design knowledge and support.

About Our Designer As an experienced graphic designer, Kaylyn is the point-of-contact for the IIAW’s Graphic Design Services. Kaylyn has a Bachelor’s Degree in Journalism as well years of print and digital marketing experience. She is our in-house designer and she has also worked with other state associations on their graphic design projects.

Our Services • Business papers (business cards, letterhead, envelopes, etc.) • Flyers • Brochures • Digital ads • Social media graphics • Print ads • Banners • Custom Projects

CONTACT Kaylyn Staudt Phone: 608-210-2977 Email: kaylyn@iiaw.com

GOVERNMENT AFFAIRS

MISHA LEE REPRESENTS IIAW DURING BILL SIGNING SB 115/AB 109 DOA Secretary Kathy Blumenfeld, Dave Mancl Department of Financial Institutions, Misha Lee and Governor Tony Evers During the Bill Signing Ceremony

We sincerely thank Dave Mancl, Director at the Office of Financial Literacy, Department of Financial Institutions, for his instrumental role in bringing this bill to fruition. We would also like to thank Rep. Alex Dallman and Sen. Joan Ballweg for authoring the bill. On December 6, 2023, Misha Lee, IIAW Lobbyist, represented the Association during the bill signing of SB 115/AB 109. This bill requires high school students to earn onehalf credit of personal financial literacy for high school graduation including financial mindset, education and employment, money management, saving and investing, credit and debt, and risk management and insurance. The IIAW is an active supporter of this bill, starting back when the IIAW's CEO, Matt Banaszynski served on the Wisconsin Department of Financial Institutions Governor's Council of Financial Literacy & Capability.

2023 Assembly Bill 109

Date of enactment: December 6, 2023 Date of publication*: December 7, 2023

2023 WISCONSIN ACT 60 AN ACT to create 118.33 (1) (a) 1. f. of the statutes; relating to: requiring one−half credit of personal financial literacy for high school graduation. The people of the state of Wisconsin, represented in senate and assembly, do enact as follows: SECTION 1. 118.33 (1) (a) 1. f. of the statutes is created to read: 118.33 (1) (a) 1. f. At least 0.5 credit of personal financial literacy that includes financial mindset, educa-

tion and employment, money management, saving and investing, credit and debt, and risk management and insurance. SECTION 2. Initial applicability. (1) This act first applies to pupils graduating from high school in 2028. 0

NEED ACCOUNTING SERVICES? The IIAW is here to help with all your agency accounting needs.

WHAT WE DO •Day-to-Day Bookkeeping •Payroll Processing • Direct & Agency Bill Reconciliations • Financial Statement Preparation • Annual Budget Preparation • Work With Your External Accountants For Tax and Auditing Needs

WHO IS BEST FIT FOR OUR SERVICES Our services are best fit for agencies lacking financial acumen on staff, agencies with mature staff looking forward to retiring and agencies looking for additional bookkeeping knowledge and support.

WHO WE ARE Our team of dedicated agency accounting specialists are ready to assist you! Kim Kramp Agency Supervisor kim@iiaw.com

Ali Smeester Agency Accounting Specialist ali@iiaw.com

CONTACT

Matt Banaszynski, IIAW CEO Phone: 608-254-4429 Email: matt@iiaw.com

AGENCY MANAGEMENT

BLOWING UP THE BENCHMARKS There are several key benchmarks that independent insurance agencies use to measure their success. They include retention rate, sales velocity, profitability, and revenue per employee – just to name a few.

Sales Roles

There are three main roles within an agency – sales, service, and administration. How can new metrics have impacts in each of these roles?

Service Roles

Agencies that think through the tasks required to complete the sales process are identifying the repetitive tasks that can be automated, eliminated, or transferred to another person In many cases, the historic metrics for each in order to increase the capacity and overall of these benchmarks are being redefined by productivity of their producers. This includes agencies that are thinking differently about how the data entry that is required to set up a new the work within each role inside an agency is customer in their system, data collection to accomplished. Those that are able to rethink quote a new prospect, appointment setting, “the way we have always done it” at the task and remarketing legwork just to name a few. level are finding ways to drive efficiency, unlock capacity, and drive up the profitability inside Leveraging technologies like InsurGrid to their agency. collect accurate policy data for prospects or utilizing virtual assistants to complete The core metric that measures efficiency is administrative tasks that are embedded in revenue per employee, and the following are the sales process is a game changer. Utilizing some examples of how thinking differently commercial raters or tools like SALT to is blowing up this metric. The revenue per streamline the personal lines quoting process employee ranges from $135K-$257K according are all examples of how technology can drive to the 2022 Best Practices Study published efficiency into the sales process. Knowing by IIABA and Reagan Consulting. This metric what resources and technology will drive the varies based on the agency’s size, book of best results for your agency is key, as it is not business makeup, staffing, technology, and a one-size-fits-all but instead depends on your infrastructure. agency’s makeup.

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Everyone knows that being responsive to our customer’s needs - especially in a claim situation - is critical to the success of any agency’s performance.

Providing great service to customers is what drives high retention rates and customer satisfaction scores, so this is a huge area of need. Leveraging tools like Ask Nicely that provide a Net Promoter Score and insights into which customers need extra time and attention to maintain a high retention rate is incredibly impactful for your service staff. As an agency, we want to be proactive in our efforts and this is one example of how to find ways to determine the best way to allocate our limited resources. Utilizing tools like Glovebox allows your customer to self-serve, access their insurance documents, and answer common service and administrative requests when they want to and how they want to. This improves the customer experience and also creates internal capacity. Administrative Roles Streamlining parts of the administrative process can be accomplished with RPA automation or bots to perform repetitive tasks such as downloading carrier reports, reconciling statements, and entering information into your agency management system. In situations with agency billed policies, solutions like Ascend can help automate labor intensive and costly financial operations such as collections, financing, carrier and commission payables allow agencies to operate without incurring large back office associated costs. It also reduces the chances of human error by relying on software to handle these repetitive and manual tasks while increasing the speed at which carriers are funded and commissions are received. Rethinking these kinds of tasks can be most impactful as agencies grow and these costs build up (whether via hiring additional headcount to manage or through increases in external bookkeeper hours) as you sell more policies, eating away at your margins.

In every role inside an agency, there is an opportunity to think differently about how to go about completing specific tasks that are only small parts of each role but have a massive impact on the performance of the agency when you add up all of the time they require to complete those tasks. By removing, eliminating, and/or automating these types of tasks you will create the capacity to focus on the high-impact tasks that require expertise and drive performance, growth, and profitability inside the agency. Agencies that are doing this have higher retention rates, growth, profitability, and revenue per employee metrics. In addition, they also tend to have higher staff retention. No one enjoys completing monotonous work, so identifying and minimizing those parts of the process can make a significant difference in the overall job satisfaction of your team. Time is money. There is no question about it, there are tasks inside every role that can be optimized. These are just a few examples of how thinking differently and utilizing technology, tools, and alternative staffing resources can have an incredible impact on the agency’s performance, capacity, profitability, and VALUE. By talking to your staff to find out what tasks they do each and every day that are timeconsuming, repetitious, and low impact, you can identify the right options for you to consider. Every agency is estimated to spend 60% of its time on administrative and repetitive tasks, reducing the time, and cost, and redirecting that time will change your performance, efficiency, and the value of your agency.

> Carey Wallace, Founder & Consultant, AgencyFocus wisconsin INDEPENDENT AGENT

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SECURA INSURANCE DONATES $39,000 TO NONPROFITS

News Members in the

JOEL KATSMA NAMED ACUITY'S VICE PRESIDENT OF MARKET STRATEGY AND COMMUNICATIONS

Sheboygan, WI (11/14/23) - Acuity announced that Joel Katsma is promoted to the newly created role of Vice President - Market Strategy and Communications. In this new role, he will oversee Acuity’s product development, branding, and full cycle market strategy across all states and products. Joel began his career at Acuity in 2011 as a Commercial Lines Underwriter and was later named Staff Commercial Underwriter. In April 2015, Joel joined the Branding Department as a Branding Specialist, focusing on initiatives ranging from Lead Generation and Quoting to Acuity's qualitative and quantitative digital brand research and development. He was named Digital Sales Director In 2017 and General Manager - Sales in 2020. Prior to joining Acuity, Joel worked for an independent agency in a multitude of roles. He holds the Chartered Property Casualty Underwriter (CPCU) and Associate in Underwriting (AU) designations and earned a bachelor’s degree from Northwestern College in Business Administration Finance and Computer Information systems. 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 31 states. Rated A+ by AM Best and S&P, Acuity employs more than 1,600 people.

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Neenah, WI (11/29/23) - SECURA Insurance will donate $39,000 to 13 nonprofit organizations as part of the annual SECURA Gives Back campaign. This year, 390 agents participated by nominating the nonprofit of their choice to win a $3,000 donation. “This campaign is our way of saying thank you to our agents for the work and philanthropy they do throughout the year,” said Mike Campbell, SECURA Insurance Director–Specialty Lines Underwriting. “Together with our agency partners, we can support several nonprofits across the U.S. We love the opportunity to give back to the organizations that make our communities a great place to live, work, and play.” Since 2017, a total of $210,500 has been donated to 78 nonprofits through the SECURA Gives Back campaign. This year, each winning nonprofit will receive a $3,000 donation to help support their mission. The winning agencies and the nonprofits benefiting from the 2023 SECURA Gives Back contest are: • Arizona - Premier Choice Insurance benefiting Sacred Sorrows • Colorado - TAG — RH Agency benefiting The Bug Performance and Media Arts Center • Iowa - Burg Insurance Agency benefiting Fight with Flash • Illinois - Michael Koch Insurance Agency benefiting Keeping Families Covered • Indiana - Shepherd Insurance benefiting Turning Point Domestic Violence Services • Kansas - Johnston Fiss Insurance benefiting Ivanhoe Neighborhood Council Inc. • Kentucky - Old Kentucky Insurance benefiting Beaver Lick Baptist Church Food Pantry • Michigan - The Salvati Insurance Group, Inc. benefiting House of Providence • Minnesota - North Risk Partners benefiting Armstrong Youth Football Association • Missouri - Insurance Plus benefiting Love

• • •

Coffee North Dakota - Farmers Union Insurance — Twardoski Agency benefiting Soul 57 Pennsylvania - Bowman’s Insurance Agency benefiting The Caring Cupboard, Inc. Wisconsin - CRB Insurance benefiting Beleaf Survivors Inc.

For additional information about SECURA’s charitable giving and community support, visit our website’s community involvement page at secura. net/about/community-involvement. 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 agencies represent the group, which provides a broad range of competitive commercial, agribusiness, 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 five-year period, and it is a certified Great Place to Work. Visit secura.net to learn more. SOCIETY INSURANCE PROMOTES RYAN HAASE AND DENNIS SALDANA ON EXECUTIVE TEAM

Fond du Lac, WI (12/11/23) - Society Insurance has promoted Ryan Haase to vice president – change management and marketing and Dennis Saldana to vice president – chief sales and underwriting officer on its executive team. As vice president – change management and marketing, Haase supports employees on Society’s marketing, change management and corporate communications teams. Additionally, he leads the company’s digital transformation process, continuous improvement initiatives and customer experience efforts. Haase joined Society Insurance in 2004.

Haase is a graduate of the University of Wisconsin Oshkosh, with a bachelor’s degree in business administration (human resources). He has earned the Certified Change Practitioner, Society for Human Resource Management – Certified Professional (SHRM-CP) and Professional in Human Resources (PHR) certifications. He serves on the board of directors at Fond du Lac County United Way and Oshkosh Youth Baseball. In his role as vice president – chief sales and underwriting officer, Saldana aligns the underwriting, sales and agency-services teams to drive profitable growth across the nine states Society does business in, ensuring that products, coverages and rates match customer demands in each market. Saldana joined Society Insurance in 2003. Saldana holds a bachelor’s degree in marketing from Drake University. He has earned the Associate in Insurance (AINS) and Certified Insurance Counselor (CIC) designations. He serves on the board of directors at Boys & Girls Club of Fond du Lac. “Dennis and Ryan are valuable members of our executive team who have earned the opportunity to lead additional key teams at Society,” said Heather Boyer, Society Insurance president & CEO. “They’ve played instrumental roles in our recent expansion into Colorado, Georgia and Texas, implementation of a new policy administration system and conversion to the new system, as Dennis headed our underwriting strategy and Ryan worked with employees throughout the company to oversee successful change-management initiatives. Their talents and voices will continue as strong assets on Society’s executive team.” ABOUT SOCIETY INSURANCE: Headquartered in Fond du Lac, Wis., Society Insurance has been a leading niche insurance carrier since 1915. Society focuses on the small details that make a big difference to its policyholders while offering topnotch insurance coverage, service and competitive pricing to businesses in Wisconsin, Illinois, Indiana, Iowa, Minnesota, Tennessee, Colorado, Georgia and Texas.

wisconsin INDEPENDENT AGENT

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IIAW CONTINUING EDUCATION

2024 ONLINE EDUCATION & CE CLASSES

J A NUARY C OU RSE SC H EDU L E DATE

TIME

JANUARY

COURSE

1/8

8AM-10AM

Insight on Modern Day Cyber Exposures & Risk Mitigation

1/8

9AM-11AM

3 Keys to Getting the Named Insured Correct

1/8

10AM-11AM

Claims-Made Policies - The Most Dangerous Policies in our Industry

1/8

10AM-12PM

4 Key Personal & Commercial Lines Exposures Every Agent Must Understand

1/9

1PM-3PM

9 Rules for Reading an Insurance Policy Based on the Law of Insurance Contract

1/9

10AM-12PM

Properly Calculating & Insuring the Business Income Exposure

1/9

12PM-2PM

Rules for Developing the Correct Premium

1/9

3PM-4PM

E&O Exposures: Websites & Social Media

1/10

9AM-12PM

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

1/11

8AM-10AM

Why Business Income is the MOST Important Property Coverage

1/11

8AM-10AM

Farm and Insurance Issues - Top Ten Cases of the Last Decade (Or So)

1/11

9AM-11AM

Why Certificates of Insurance - Just Why?

1/11

1PM-4PM

1/16

7AM-10AM

Agency Management Based E&O and Ethics

1/16

9AM-12PM

E&O - Roadmap to Homeowners Insurance

1/16

1PM-4PM

Commercial Lines Claims That Cause Problems

1/18

9AM-12PM

E&O - Roadmap to Homeowners Insurance

1/18

10AM-11AM

Builders Risk and Contractors Equipment

1/18

11AM-1PM

Business Auto Claims That Cause Problems

1/18

11AM-2PM

Adding Value in Personal Lines

1/19

11AM-2PM

Ethics - Creating a Winning Culture in the Agency

1/19

12PM-3PM

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

1/19

3PM-6PM

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

1/23

10AM-12PM

Understanding the Largest Government Benefits: Social Security

Those Kids and Their Cars - UPDATE

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

FOOD FOR THOUGHT

Searching for Wisconsin insurance prelicensing? wisconsin insurance prelicensing

The IIAW offers in-person and online options for insurance prelicensing in Wisconsin. Upcoming courses: Property & Casualty - January 22-25, 2024 Life & Health - February 5-8, 2024 Property & Casualty - March 18-21, 2024

iiaw.com/education

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Robertson Ryan Insurance Join our Team - More Markets. Bigger Return. Proven Success Learn More: Chris Illman | cillman@robertsonryan.com | 800-258-0277 | www.robertsonryan.com/agentowner

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PERSONAL | BUSINESS The information presented here is intended for informational purposes only and does not supersede any provisions in your insurance policy and related documents. See applicable terms and conditions or your policy provisions for details.