Page 1

THE

Minnesota News

INSIDE President Mark Z. Moores, page 5 Executive V.P. Dan Riley, page 7 Mike Donohoe Becomes IIABA Chairman, page 11 The Minne-soo-da Celebration, page 12 Technically Speaking..., page 27

MN Independent Insurance Agents & Brokers Association

October 2011


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MIIAB Diamond

www.austinmutual.com 2 The Minnesota News • October 2011

Partner


MIIAB BOARD OF DIRECTORS

October 2011

President

The Minnesota News

Mark Z. Moores, CPCU, ARM, AAI

Moores Insurance Management, Inc., St. Paul, MN

Rob Wunderlich

President-Elect

CONTENTS

Wunderlich Insurance Agency, Winona, MN

Chad Bjugan

Vice President

Richfield State Insurance, Richfield , MN

Walter K. Ohl, Jr., CIC Past President

Pioneer Heritage Insurance, LLC, Spicer, MN

David J. Szczepanski

IIABA State National Director

Garry Insurancenter, North St. Paul, MN

Bill Butler, CISR

YIP Representative

Butler & Associates Ins. Agency, Inc., Apple Valley MN

Roberta Gibbons, CISR, CIC

Dyste Williams Agency, Minneapolis, MN

John Keller, CIC

Lindfors Insurance Agency, Fosston, MN

Mark D. Lancaster

The Lancaster Agency, Mankato, MN

Jamie Larson

Inside

The Minne-sooo-da

Celebration! September 12-16, 2011 Minneapolis, MN

12 The Minne-soo-da

Celebration!

5

President’s Message

7

Executive VP Message

27

Technically Speaking...

31

E&O Q&A

46

In the News...

51

Education

58

Power in Partners

Larson Insurance of Fergus Falls, Fergus Falls, MN

Vance Prigge

Atlas Insurance Brokers, Rochester, MN

Bruce L. Sogn

Oakwood Insurance Agency, Inc., Coon Rapids, MN

Hal E. Tiffany Jr., CIC

On the Cover

Hal Tiffany Agency, Inc., Rosville, MN

Scott Wojtysiak

Reliable Agency, Inc., Cloquet, MN Foster Carlson White Agency, Monticello, MN

MIIAB STAFF Daniel D. Riley

Executive Vice President

driley@miia.org

952-253-6072

23 Platinum

Minnesota News

THE

Mark White, CIC, CPCU

Partner Article

MIIAB Donates $5000 to MN Twins Charity Fund

Risk Administration Services, Inc.

Shelley Waldhauser

Director of Insurance Operations 952.253.6089

See page 7 to watch Video

swaldhauser@miia.org

Dominic Sposeto

INSIDE

Government Affairs Director 952-253-6075

President Mark Z. Moores, page 5 Executive V.P. Dan Riley, page 7

dsposeto@miia.org

Mike Donohoe Becomes IIABA Chairman, page 11 The Minne-soo-da Celebration, page 12

Alan Lepley

Technically Speaking..., page 27

MN Independent Insurance Agents & Brokers Association

Chief Financial Officer 952-253-6076

October 2011

alepley@miia.org

April Goodin

Director of Education 952-253-6074

agoodin@miia.org

Michelle Schneider

Asst. Dir. of Education and Communications 952-253-6070

mschneider@miia.org

Bernie Neff

Technical Advice 952-253-6073

neffbj@aol.com

33 Platinum

Partner Article SFM-The Work Comp Experts

Terri Norum

Insurance Coordinator 952-253-6237

tnorum@miia.org

Keith B. Knapp

Director of Communications 952-253-6243

kknapp@miia.org

Reach MIIAB At: 7500 Flying Cloud Drive Suite 900 Eden Prairie, MN 55344 Telephone: 952-835-4180 Tollfree: 800-864-3846 Fax: 952-835-4774 www.miia.org

37

The Independent Agents’ Opportunity to Take Back Personal Lines

MN Independent Insurance Agents & Brokers Association

October 2011 • The Minnesota News 3


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4 The Minnesota News • October 2011

9/8/11 2:02 PM


Mark Z. Moores, CPCU, ARM, AAI mmoores@Mooresinsurance.com

President’s Message

LESSONS LEARNED and LIVED Try them on for size

Over my vast insurance career (yes… vast), there are three concepts that I have learned, tried to live by and would like to share with you. 1) Invest in yourself. It’s pretty easy to pay attention to your business, your kids, what you have and what you wish to have. But, I find it’s often difficult for people to pay attention to/invest in themselves—i.e. how they’re doing in terms of balance and feeling fulfilled. There are the usual recommendations to embrace: get “enough” sleep, eat well and move. They’re important and they work—so investing time in these is smart. But, there’s another part of the equation that’s worth trying. Step outside the profession and tap into other interests that energize you. I contend that if you do, you can actually do your job better. Find the fun things that intrigue you, make you laugh and simply tap into other parts of your personality that help you think differently. Put a bucket list down on paper, and get busy checking it off. I’ve signed up for classes (Brews and Breweries of the Upper Midwest is this fall—“all in” on that one), lessons, weekend trips, shows, etc. Find things that get you out of the usual channel, inspire you and nudge you in a new direction. 2) When you come into contact with negative people… Stop, turn, run -- in the opposite direction. This is such a great lesson to heed. My son Jack graduated last December from Iowa State. The commencement speaker was Ric Jurgens, CEO of HyVee grocery stores (he’s an alum). He started his speech by telling us how he got into the business (as a bag boy for HyVee in high school), then went on to offer 10 lessons for success to the graduates. Every lesson was great, but half-way through his list he pulls out my favorite… “Surround yourself with positive people who have a glass-is-half-full approach to life.” He went on to tell the audience that they may find themselves in front of negative people and that those people will suck the energy right out of you if you hang around them. “When you see these people (and yes, you know who they are)” – he said, “stop, turn and run as fast as you can.” Amen. 3) Appreciate young people, especially in our business. Young people are the future of our industry. They have energy, enthusiasm and ideas. Lots of ideas. I’ve been living with one such person (my son) and it’s been really fun to listen to him, his experiences and his ideas. It’s energizing and encouraging to see him get excited about the insurance business. Though much has stayed stable in our industry, the ways of doing business have changed dramatically and continue to do so. I’d love to believe that personal connections, personalized approaches and face-to-face conversations with clients will be a constant, but my guess is that way of doing business will become less prevalent. How younger generations learn about products and services, choose products and services and make buying decisions is significantly different than previous years. Young people can help us learn how to grow our business, stay relevant and use media and technology to connect with younger generations. They have great ideas for increasing efficiency, finding data and researching topics. Their skill sets can nicely complement ours and help keep our industry alive and thriving. Next month you will be my lessons learned. I am headed around the state to meet with the various regions. I look forward to meeting you and leaning from you the challenges and interests you have.


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www.auto-owners.com 6 The Minnesota News • October 2011


Executive VP Message

Dan Riley driley@miia.org

Mike Donohoe’s Minne-soo-da Celebration- A Huge Success

Last week the National Association held its Leadership Conference in Minneapolis and at that time, Mike Donohoe from the Weir Insurance Agency in Mankato, Minnesota, was installed as the National Chairman. This was an honor for our state to have Mike installed to the leadership of the association. Also, it was our pleasure to cohost the meetings with the National Association in which we showcased the great state of Minnesota, the cities of Minneapolis and St. Paul, our members, and the insurance company partners who support our industry as well as the Weir Agency. Our company sponsors helped support a golf outing for the National Board Members at Hazeltine National Golf Club, as well as a reception for Mike and tickets to the Twins baseball game on that Friday night. There were over 650 insurance professionals throughout the country and in Minnesota who joined in this celebration. At the installation luncheon on Friday there were over 700 insurance executives and family members from the Donohoe clan who witnessed the swearing in of Mike as the National Chairman. This was an emotional time for the Donohoe family and a proud time for our association and its membership. One of the events during this celebration was to promote the independent insurance agents and the Trusted Choice brand at the Minnesota Twin’s Target Field. At that time, we provided the Twins with a check from MIIAB for $5,000 for the Twins Community Fund. Below is the link to view the video clip of this presentation that I know you will enjoy watching.

http://MN.iiaa.org/video/twins_charity.wmv

A Big Thank You To The Sponsors of Mike’s Minne-soo-da Celebration

Richard McKenny, from the Advance Insurance Agency in Edina, and Dave Szczepanski, from the Garry Insurancenter in North Saint Paul, were the Co-Chairs of this event. These two individuals worked hard to plan and fundraise for this national event. On behalf of Dick and Dave, the MIIAB Board of Directors, and the members of the association, we would like to recognize and thank the following insurance companies for their support of this event. • AAA Insurance

• Harleysville

• Advanced Insurance Solutions Group

• North Star Mutual Insurance Companies

• Allied Insurance

• Premco Financial Corporation

• Austin Mutual Insurance Company

• Progressive

• Auto-Owners Insurance

• RPS Schneider Agency

• Cincinnati Insurance • EMC Insurance Companies • Encompass Insurance

• Risk Administration Services • Secura Insurance Companies • SFM-The Work Comp Experts

• Foremost Insurance Group

• State Auto Insurance Companies

• GMAC Insurance

• Swiss Re

• Tomsche, Sonnesyn & Tompsche, PA • Travelers • West Bend Mutual Insurance Company • Western National Insurance • Westfield Companies


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www.zisinternet.com 8 The Minnesota News • October 2011


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MIIAB Diamond

Partner

October 2011 • The Minnesota News 9


SAVE THE DATE... s in r o nd !!! e V 80+ e Room On

MIIAB/Trusted Choice Convention & Exhibit Hall

April 4-5

2012 MN Independent Insurance Agents & Brokers Association

Staying Downtown! Samewn © 2011 SECURA Insurance

to Down on!!! i Locat

Hyatt Regency Minneapolis 1300 Nicollet Mall, Minneapolis, MN

Larges t Insura n ce Conve ntion i State w n ith ove the attend r 1000 ees

Put your hands together for Mike Donohoe. Congratulations Mike Donohoe on your new role as IIABA Chairman, from your friends at SECURA. Your vision and exceptional leadership will benefit us all.

secura.net

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10 The Minnesota News • October 2011


Michael “Mike” R. Donohoe of Mankato, Minn. was installed as the Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) chairman at the conclusion of the Big “I” Leadership Conference Sept. 13-17 in Minneapolis, Minn. Donohoe is an owner of the James R. Weir Insurance Agency, an independent agency in Mankato, Minn. “Mike has lead by example and is a true champion of the independent agency system in his home state of Minnesota and across the country,” says Robert Rusbuldt, Big “I” president & CEO. “The Big ‘I’ is proud that he will now head the association’s leadership team as the chairman of the executive committee.” Donohoe’s numerous contributions to the independent agency system have spanned several decades and include serving as president of the Minnesota Independent Insurance Agents & Brokers (MIIAB) and representing the North Star State on the Big “I” board of directors. He was twice named Minnesota “Young Agent of the Year” and was the 1994 “Minnesota Agent of the Year.” At the national level, Donohoe was elected to the Big “I” executive committee in September 2006. He has been instrumental to the success of the Big “I” Virtual University and served as the chair of the VU oversight task force from 2001 to 2006. Donohoe was instrumental in founding the Big “I” Eagle Agency, an independent agency created exclusively for Big “I” members. In 2005, Donohoe received the Woodworth Memorial award, the highest honor that can be earned by a Big “I” member for outstanding service benefiting independent insurance agents and the entire insurance industry. Donohoe grew up in Lake Forest, Ill., and is a graduate of St. Mary’s College in Winona, Minn. He has been married to his wife Mary for more than 30 years, and they have four children: Katie, Gina, Meghan and Patrick.

CONGRATULATIONS TO MIKE DONOHOE OF THE JAMES R. WEIR INSURANCE AGENCY IN MANKATO

Mike Donohoe --------

The Minnesota Independent Insurance Agents & Brokers would like to congratulate Mike Donohoe, the new national Big “I” Chairman. Mike Donohoe is a Trusted Choice® independent insurance agent. Trusted Choice® agents provide consumers, choice of companies, customization advocacy support. Donohoe will of policies and ad lead the more than 27,000 agency locations and 300,000 professionals that comprise the Independent Insurance Agents & Brokers of America, Inc.

October 2011 • The Minnesota News 11


The Minne-sooo-da

Celebration! September 12-16, 2011 Minneapolis, MN

Golf Outing September 12th, 2011 Hazeltine National Golf Course

12 News • • October October 2011 2011 12 The The Minnesota Minnesota News


October 2011 2011 • • The The Minnesota Minnesota News News 13 13 October


The Minne-sooo-da

Celebration! September 12-16, 2011 Minneapolis, MN

Mike Donohoe Installation Luncheon September 16th, 2011 Hyatt Regency Minneapolis

14 The Minnesota News • October 2011


October 2011 • The Minnesota News 15


The Minne-sooo-da

Celebration! September 12-16, 2011 Minneapolis, MN

Mike Donohoe Reception September 16th, 2011 Seven Steak House

16 News • • October October 2011 2011 16 The The Minnesota Minnesota News


October 2011 2011 • • The The Minnesota Minnesota News News 17 17 October


The Minne-sooo-da

Celebration! September 12-16, 2011 Minneapolis, MN

Twins Game September 16th, 2011 Target Field

18 News • • October October 2011 2011 18 The The Minnesota Minnesota News


October 2011 2011 • • The The Minnesota Minnesota News News 19 19 October


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October 2011 • The Minnesota News 21


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22 The Minnesota News • October 2011

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Controlling Workers’ Compensation Lost Time Claim Costs By Belinda Seitzer, AVP, Business Development Manager Cindy Mikolajczyk, Business Development Manager

No matter the status of the economy, most employers are looking for ways to lower costs. One of the best ways to achieve that goal is to understand how important controlling Workers’ Compensation claim costs, particularly lost time claim costs, are to increasing the bottom line. Several factors are key to the process: understanding the basics of a lost time claim, understanding how a claim affects the experience modification, the importance of prompt reporting of injuries, the role of Stay at Work/Return to Work programs, the role of the physician and trending and tracking the claim. Understanding the Basics of a Lost Time Claim A lost time claim begins when an injured employee misses time from work as a result of a work injury. The injured worker must be authorized totally or partially off work by a physician. Also, the employee must lose more than three days from work in order to be eligible for compensation benefits. For the first three days of lost time, benefits are not payable. This period of time is called the waiting period. If the injured employee loses more than ten calendar days of work, then the first three days of lost time would be payable. The initial compensation is due to the injured employee fourteen days from the first date of lost time or when the employer is notified, whichever is later. If compensation benefits are initiated after fourteen days, the MN Department of Labor and Industry will likely impose a penalty on the employer that will be charged to the claim. If the injured employee is unable to work while recovering from an injury but is expected to recover, the injured employee would be eligible for Temporary Total Disability (TTD). The TTD benefit is calculated by taking 2/3 of the employee’s average weekly wage over twenty-six weeks prior to the injury date. In MN, the TTD minimum weekly rate is $130 and the maximum weekly rate is $850 (Effective 10-01-2008). Understanding How a Claim Affects the Experience Modification The majority of employers in Minnesota have an experience modification (e-mod). E-mods are determined by the Minnesota Workers’ Compensation Insurers’ Association (MWCIA) by reviewing a three year look back at claim history for the particular employer. An employer’s experience modification is impacted by: • History, Payroll and Classification Codes • Frequency of Workers’ Compensation Claims • Severity of Workers’ Compensation Claims • Claim Dollars: Medical and Lost Time continued on page 24

October 2011 • The Minnesota News 23


continued from page 24

Workers’ Compensation claims consist of two types: Medical Only and Indemnity (Lost Time). Medical only claims have no lost time wages and when reported to the MWCIA, the claims are discounted by 70%; only 30% of the medical only claim costs are reported. An indemnity claim has lost time wages paid after three lost work days and/or payment of permanent partial disability benefits. There is no discounting of indemnity claim costs when reporting to the MWCIA. Currently in the voluntary market, the estimated amount of medical only claims is 60% and indemnity claims is 40%. How does an e-mod affect premium costs? The Good News is that claims with zero lost time result in the MWCIA discounting the impact of the claim cost by 70%. The Bad News is that one high claim cost can negatively impact the e-mod for three years. The Best News is that employers have control over their experience modifier by controlling and managing their Workers’ Compensation claims activity. For example (simplified version for demonstration purposes only): Base Price $50,000 $50,000 $50,000

X X X X

E-Mod 0.90 1.00 1.50

= = = =

Impacted Price $45,000 $50,000 (Average) $75,000

Prompt Reporting of Injuries Both the employee and employer have responsibilities regarding the prompt reporting of injuries. The employee should report the injury immediately, at the time it occurs. They should never leave their shift without informing their supervisor of their injury, no matter how insignificant. Timely reporting of the injury is critical as the sooner the claims examiner is aware of the injury, the quicker resolution you can anticipate! There are timeframes whereby the employee must notify the employer and consequences if the time frames are not met as shown below. Employee must notify employer: • Within 14 days of injury- no compensation due until notice of injury is given • Within 30 days of injury- claim may be barred if employer can show prejudice due to failure to report • Within 180 days of injury- for coverage, employee must show that late notice was due to employee’s own mistake, in advertence, ignorance of the law, inability, or fraud, misrepresentation or deceit by the employer • After 180 days of injury- absolute bar of the claim • Exception is given for Gillette injuries for reporting- the timeline begins when employee has sufficient information which causes him/her to believe they may have a compensable claim The employer’s responsibility regarding the prompt reporting of injuries includes educating staff on reporting procedures and providing prompt notice of injury to the Workers’ Compensation carrier, ideally given the same day as the notice of injury was received. Stay at Work/Return to Work Did you know that after twelve weeks the likelihood of an injured employee returning to work drops by 50% or greater? Did you know that an average of 75% of all lost time claims are not medically necessary? In most cases, work absence is seldom medically required following a workplace injury and/or beyond just a few initial lost days. These facts highlight the need for

24 The Minnesota News • October 2011


employers to have a procedure in place to immediately deal with lost time cases to ensure prompt return to work. There are several things that employers can do to help reduce the impact of lost time cases. First, the employer can prepare pre-injury strategies for each job position. It is helpful to have written job descriptions in place in advance as well as identifying possible transitional jobs or tasks in various locations and departments. Return to Work options that are the same job and the same shift are the most preferable followed by same job with modifications and the same shift; different job task with the same shift; different job task with different shift and hours; and finally, off-site options with a non-profit. Secondly, the employer can prepare post-injury strategies for injured workers as this will help to create a culture of caring and fairness among employees. It is beneficial to communicate regularly with the injured worker as they are probably worried about their situation. When offering the injured worker a temporary transitional job, do so in writing. The written job offer should include medical restrictions, schedule, wages, and expected duties and instruct the injured worker to respectfully decline job tasks that causes them to work outside of their medical restrictions. If the injured worker declines the job offer, it may impact their workers’ compensation benefits. Finally, the employer can prepare a Stay at Work/Return to Work (SAW/RTW) program. The company’s goal should be communicated as ZERO Indemnity Claims. A company-wide SAW/ RTW strategy should be communicated to all staff including expectations, written policies and procedures. Transitional job offers and employment agreements should be written and transitional work release or restrictions from the treating physician requested. By instituting these policies, work will become a part of the medical treatment and rehabilitation process. Recovery time will be shortened as compared with employees who remain off work. Injured workers will remain active and productive, and will benefit from regular employee-employer communication. Physican’s Role The physician’s are viewed as a valuable member of the SAW/RTW team. It is important to provide them with education about the job descriptions and requirements before a potential lost time claim ever occurs, and work with them if a lost time claim does occur. The employer has a responsibility to designate a clinic to send the injured workers to after the worker reports an injury. In addition to providing job descriptions, it is important to have physicians from the designated clinic visit the employers’ facility to gain a better understanding of work performed by employees. Trending and Tracking In order to implement cost cutting strategies, it is important to know the key causes of injury and where those injuries are occurring. Identify where the losses are coming from by location, by department and by position. Identify the leading cause of claims such as whether the claims and strains are due to lifting, strains by repetitive motion or struck by incidents. Also identify the leading nature of the claims whether they are strains (all types combined), contusions or lacerations. Finally, identify the body part injured most frequently whether it’s the lower back, fingers/arm, or shoulders. Understanding how your claims are trending and tracking will help you direct your efforts towards controlling Workers’ Compensation claim costs. Understanding the basics of a lost time claim, understanding how a claim affects the experience modification, prompt reporting of injuries, stay at work/return to work programs, understanding the physician’s role and identifying trending and tracking of your claims are all techniques that will help employers control workers’ compensation program costs while taking care of their most valuable asset…their employees.

October 2011 • The Minnesota News 25


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www.alliedinsurance.com 26 The Minnesota News • September 2011


Bernie Neff, CIC, CPCU neffbj@aol.com

Technically Speaking...

WHAT HAPPENS WHEN WE HAVE TO MOVE OUT?

I thought I would share some of the issues and questions that have been coming up lately from you good folks out there. It always keeps me busy. What about people who have to leave their homes because of the fires, floods, tornadoes, hurricanes, etc.? As I am writing this, for example, there are lots of people who have been evacuated from their homes because of the large fire burning in northern Minnesota. The answer to this is good old Coverage D - Loss of Use, in the Homeowners policy. I have to admit that I sometimes run through this coverage pretty rapidly when I am conducting a class on the Homeowners, but it can be a really big help for people who are forced out of their home and have to live somewhere else, sometimes for very long periods of time. We tend to think of this pertaining to those insureds who lose their home in a tornado or in a fire, but it can also apply to those who are asked (forced?) to leave during a large brush fire or hurricane, until the danger is over. Coverage D actually provides three different coverages. The limits provided are usually 20% of the Coverage A – Dwelling amount. For example, if the dwelling is insured for $300,000, the Homeowner would have $60,000 as a limit for the three possible coverages. The three coverages are: 1. Additional Living Expenses – this is the coverage that has been in the Homeowners policy the longest. It requires a “loss covered under Section I”, or a “peril insured against.” This, unfortunately, leaves those who have to move because of a flood, earthquake, or some other peril not insured against, without coverage. It covers any necessary increase in living expenses and allows an insured household to maintain its normal standard of living. This would allow the family to live in a comparable motel or hotel (but not in $2,500 a night resort). It would pay for the additional costs for food, travel, laundry, etc. (For those of you who work mostly in commercial lines, this is very comparable to the Extra Expense coverage form). It agrees to pay for the “shortest time” to repair or replace the damage to the residence premises, or whatever is required for the insureds to settle elsewhere. 2. Fair Rental Value – this coverage will pay for the “fair rental value” that is lost because the insured residence premises that is actually rented, or held for rental, is not fit to live in. Any expenses that do not continue will not be covered. Again, it is for the shortest time required to repair or replace the premises. An example would be the rental the insured receives from renting a room to a college student, or to a family member. Technically Speaking...continued on page 29


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Frank Whitcomb GMAC, Business Development Manager Frank.Whitcomb@GMACInsurance.com 1-612-210-0518 www.gmacinsurance.com

MIIAB Diamond

Partner

Eligibility, benefits, discounts and coverages may vary. Underwritten by these member companies of GMAC Insurance Personal Lines (Integon National Group), Winston-Salem, NC: Integon Indemnity Corp., Integon General Ins. Corp., New South Ins. Co., Integon Preferred Ins. Co., Integon National Ins. Co. and Integon Casualty Ins. Co. © 2011 GMAC Insurance. All Rights Reserved. GMAC Insurance is a registered service mark.

28 The Minnesota News • October 2011

www.gmacinsurance.com

1114-AGY-MS-526


Technically Speaking...continued from page 27

3. Civil Authority Prohibits Use – this third coverage is designed for a short absence from the residence premises. Civil Authority can be the federal government, the state, county, city, etc. Most often this is done by the local fire and police departments. Should they prohibit you from staying and using the residence premises, and provided the problem is direct damage to neighboring premises, and caused by a covered peril, this coverage will provide both Additional Living Expenses and Fair Rental Value for a period of up to two weeks. Once again, this coverage does not cover floods, earthquakes, etc.

Is that the best you can do?

Coverage D ends with two statements. 1. There is no coverage due to a cancellation of a lease or agreement. For example, should a renter cancel a lease and move out, the resulting loss of rents would not be covered. 2. The expiration of the Homeowners policy period does not end the coverage. This coverage allows an insured family or individual to keep going after a covered peril damages/destroys their place of residence. While their residence is being rebuilt, or while arrangements are being made to live elsewhere, the family or individual can continue to enjoy their accustomed style of living. The thing to emphasize here to your clients is that it will pay for additional expenses only – it will not pay for the family’s or individual’s normal budgetary items.

Could your customers use RLI’s PERSonAL UMBRELLA PoLICY? • Very affordable • Easy for your customer — Quotes with 10 quick questions • Limits of $1, $2, $3 and $5 million available • Rated A+ “Superior” by A.M. Best Company • Available nationwide!

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client requests a coverage change and needs the updated policy immediately. But it will take a couple of hours. Is that the best you can do? Could your custome Real Time speeds upUMBR PERSonAL policy changes and many other customer-service • Very affordable processes. And, Time— Qu • Easy for yourReal customer • Limitson of your $1, $2, $3 and $5 m is already agency’s • Rated A+system! “Superior” by A.M. automation • Available nationwide!to Visit getrealtime.org get started!

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I’m celebrating our 100th year by planning for our next 100 years. Chad Veach, Engineering Services Supervisor Today we’re expanding the use of new technologies to identify risks and train workers on how to avoid them. Tomorrow it could be the use of nanotechnology needing monitoring in the workplace or the development of smart systems to better match employees with their responsibilities. EMC Insurance Companies is committed to investing in the necessary resources to achieve our vision of being the best in loss control—today, tomorrow and in the future.

MIIAB Diamond

Minneapolis Branch: 800.362.4670 | Home Office: Des Moines, IA

Partner

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www.emcins.com © Copyright Employers Mutual Casualty Company 2011 All rights reserved

30 The Minnesota News • October 2011


Agent’s questions about Errors and Omissions, and how E&O losses can be prevented. By Mary LaPorte, CPCU, CIC, LIC, CPIA

Q:

We have always maintained our customer terminated files for seven years. Now that we are paperless, what is the standard for maintaining our paperless files? Susan, Florida

A:

Susan, in the past, I have always recommended that the agency maintain personal lines files for 5-7 years, and commercial lines files for 7-10 years. First, check to see if your state has a requirement as to how long customer records should be maintained. Keeping files longer than required is usually motivated by a desire to uphold a higher standard of customer service. Some agencies relay success stories of being able to provide coverage for claims from policies which had been in force over five or seven years. However, choosing to maintain files longer than required can be a double edged sword. Information in older files can create a nightmare for agents in some E&O situations. Thanks to newer technology, the streamlined processes and documentation practices of today may make older files seem lax by comparison. Any difficulty in locating complete records may make it appear that there were coverage gaps. If an agent “brags” to their customers that they are keeping policy records for a long period of time, and that it is not necessary for the customer to retain their policy records, the agent then creates additional duty for themselves. If the policy record cannot be located in the future, the agency could be liable. In short, retaining older policy records may be more of a detriment than a help. Today, maintaining records electronically is nearly effortless, since the physical requirement for storage space is no longer a concern. It is a simple matter to retain archived records for longer periods of time, if not indefinitely. For this reason, many agencies have not been destroying older archived policy records. The E&O concern remains unchanged: keeping records longer than needed may create more liability for the agent. Over time, the fact that some agents are retaining files for longer periods of time in electronic format may influence an agency’s standard of care in the future. Meanwhile, it is still a prudent decision to use the same time standard for electronic files as used for paper files in the past. One more word of caution: if you have assumed the responsibility to retain the original underwriting files for some of your carriers, make sure you verify with the carrier how long the records must be retained, and whether it is acceptable to retain in electronic rather than paper format. Ask the carrier to put their requirements in writing.

Mary LaPorte is a consultant and educator with a strong background in Errors & Omissions loss prevention. Forward your E&O questions to marylp@lpinsuranceconsult.com 2011 LaPorte Consulting, LLC. All Rights Reserved

October 2011 • The Minnesota News 31


Trust the

experts.

SFM–The Work Comp Experts Claims, legal and medical expertise. Optimal results in preventing injuries and controlling costs. Highest levels of customer satisfaction and retention. A leading regional insurer, specializing in workers’ compensation.

Let SFM quote your workers’ compensation business. Call (800) 937-1181 or visit www.sfmic.com

www.sfmic.com 32 The Minnesota News • October 2011


Minnesota Independent Insurance Agents & Brokers Association

Power in Partners

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MN Independent Insurance Agents & Brokers Association

Platinum Partner

Online services from SFM State-of-the-art services from the workers’ comp experts give you and your clients extensive tools to manage costs “No kidding. You offer that?” “Wow. I never knew there was so much here.” “Wage reporting—just what one of my clients needs.” Many agents are impressed by the breadth and value of SFM’s online technology. For clients, they improve productivity, help control business expense, and offer the advantage of state-of-the art risk management functions. Online policy rating, quoting and binding system SFM Application Manager (SAM) is a state-of-the-art, efficient way to submit workers’ compensation business. Agents say it is one of the best they’ve seen. More than half of all applications submitted to SFM are submitted through SAM. Bind some policies immediately. Submit accounts of any size, class and type. Fine-tune on the fly. Attach documents. Underwriting authority tailored to your agency. More at www.sfmic.com/agents/agn_os_sam.cfm continued on page 34

October 2011 • The Minnesota News 33


continued from page 33

CompOnline® Risk Management System Your client’s secure access to its workers’ compensation data. An exclusive, proprietary online system, recently upgraded, enabling the employer to—

Build customized claims and loss reports for the management team or for further analysis.

• Custom-build claims and loss reports. • Receive loss runs weekly, monthly or quarterly via email. • Receive notice of changes in claims status and reserves via email alerts. • Customize the dashboard for overviews of claims and other data. • Track developments on specific claims. • Look up premium, e-mod, class code, billing, policy terms and more. More at www.sfmic.com/employers/er_os_componline.cfm

Charts and graphs help identify trends, analyze losses, and focus injury prevention efforts.

Coming: Improved agent access to these same client functions. Online injury reporting To get started, all the employer needs is its SFM policy number. If the employer reports through CompOnline, then he can also save unfinished First Reports and look up prior First Reports. Injury reporting starts here: www.sfmic.com/employers/er_mc_report_injury.cfm Premium e-payments Secure electronic check transactions. The employer can make one-time payments, or set up automatically recurring payments. Installment fees are waived. More at www.sfmic.com/employers/er_os_epay.cfm Annual payroll reporting and audit Gives policyholders with premiums up to $10,000 the ease of completing their annual payroll report and premium audit online. Through SFM’s “MyPayroll.” More at www.sfmic.com/employers/er_os_my_payroll.cfm Pay-as-you-go wage reporting Ideal for organizations with cash-flows that fluctuate during the year. Report payroll monthly, quarterly or semiannually. Pay premium online. For employers with more than $1,000 in premium. www.sfmic.com/employers/er_os_wage_reporting.cfm 34 The Minnesota News • October 2011


Resource Catalog Extensive SFM resources on claims, injury prevention, and managing workers’ compensation. Includes forms, posters, handouts, legal advisories and educational information. Download or order. No charge to SFM policyholders. www.sfmic.com/employers/resource_catalog.cfm

Hundreds of expert resources are available to you and your clients through the SFM Resource Catalog.

Safety training for employees Nearly 100 interactive online courses on safety, employment law, and healthcare. No charge to policyholders. More at www.sfmic.com/employers/er_os_online_safety_training.cfm Safety video lending library Hundreds of safety titles, many in multiple languages. Stream online. Or borrow DVDs for 28 days. No charge to SFM policyholders. www.sfmic.com/employers/er_os_safety_video_lending_library.cfm Employment practices liability resource center Employment handbook policy models, employment forms, best practices, employment law resources. Online employee training courses include tracking reports so the employer can demonstrate proof of compliance. Available to policyholders with employment practices liability coverage through SFM. www.sfmic.com/employers/er_epl_resource_center_login.cfm

MORE INFORMATION ABOUT SFM See the website www.sfmic.com SFM, Minnesota’s largest workers’ compensation carrier, partners with independent agencies interested in working together toward common goals of serving Minnesota employers. If you are interested in doing business with SFM or have questions about its services, please contact Mike Happe at (952) 838-4208 or mike.happe@sfmic.com

October 2011 • The Minnesota News 35


© 2011 SECURA Insurance

Success is finding an advantage. Today, the faster you move, the more likely you are to succeed. Agents know this. That’s why so many choose SECURA to help their business grow. Call 1-800-558-3405. Write your own success story.SM

36 The Minnesota News • October 2011

www.secura.net

Commercial Personal

Farm

Specialty


ACT UPDATE:

Sales and Servicing Strategies to Grow Your Agency’s Business By Jeff Yates

Recent consumer studies provide several insights that can be helpful to independent agencies to attract new personal lines business, as well as to retain current clients. In my article last month, I cited some of the findings in these studies to outline how independent agents can use the technology tools now available to them to attract online auto insurance shoppers and offer them a better value proposition than the direct carriers.1 Below, I drill down further into the comScore and J.D. Power & Associates research2 to ferret out additional trends in automobile and property insurance consumer preferences and behavior that independent agencies can use to gain competitive advantage. Consumer Reasons for Buying Direct or Through an Agent What struck me about the comScore research was that the reasons given by most consumers for buying from an online carrier rather than through an agent were not very compelling and could be effectively overcome by agencies if they were to use available online tools and were able to get across their “value add” message to consumers while they are in the shopping process.3 The top five reasons given by consumers for not using a local agent were: • I found it more convenient to use a website or 24 hour toll free number—29% • It was faster to purchase online or via a toll free number—28% • I got a quote online and decided to purchase online—26% • I prefer to use a website or toll free number—20% • It was cheaper to purchase online or via a toll free number—20%.4 continued on page 39

37


The key to growing your business is

ne policy. Shouldn’t you be selling it? The Encompass® Universal Security Policy can make life simpler for you and your customers. • ONE POLICY for home, car, power sports, umbrella liability and more makes it easier to provide your customers with complete protection. • ONE BILL just once a year means higher customer retention. And your customers will be happy to know they can earn discounts for combining their coverage. • ONE DEDUCTIBLE is all that’s owed in case of a loss to multiple lines. So for example, if a tornado damages your customer’s home and car, they won’t pay twice. Encompass is one company you can bank on. We offer independent agents competitive compensation, profit sharing and a nationwide network of sales and education teams.

To learn more, contact us at www.encompassinsurance.com/newagents.asp

Encompass Insurance Company, Northbrook, IL and its affiliates. Availability from a particular company varies by state. The smaller of the two deductibles is waived.

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www.encompassinsurance.com/newagents.asp 38 The Minnesota News • October 2011

Partner


continued from page 37

In contrast, the top reason given by consumers who buy through an agent would be difficult for the direct carriers to match: • I like having a real person who I can visit with or call—39%. Followed by: • I have always used a local agent—31% • The local agent quoted me the best price—28% • I wanted a local agent from one company to help me with all my insurance needs—25% • Recommended by a family/friend—23%.5 Based upon this research, as well as comScore’s additional finding that 81% of the consumers who use an agent find their agent to be valuable,6 it is no wonder consumers insuring through an agent are more loyal than consumers who use a direct carrier (70% of online purchasers are seriously considering changing their insurance company, compared to 50% of those with a local agent7). While most agency clients value the relationship they have with their agent, their loyalty goes only so far. Client shopping has hit unprecedented levels, even for agency clients, as every independent agent knows. In addition, as consumers get more comfortable doing business online in other areas, they are increasingly willing to try new distribution methods for insurance as well. For example, in 2011, the percentage of agency clients “not likely” to consider using a distribution method other than a local agent (online, toll free number) was down to 25% (versus being “likely” or “neutral”); the “not likely” percentage having been 34% in 2009.8 Communicate Pro-actively & Regularly with Clients A major way for agents to keep clients loyal to them is to communicate with them regularly. When agents interact with their clients often (monthly) or even rarely (a few times a year), the percentage of clients “not likely” to consider an alternate distribution method rises to 26-27%, whereas if the agent never contacts the client, the percentage “not likely” to consider another distribution method drops to 17%.9 Similarly, J.D. Power & Associates found in its research that day to day policy service interactions “most influence a customer’s overall satisfaction with their insurer, and hence their likelihood to both renew their policy and recommend their insurer to others.10 One would expect this finding to apply equally to the client’s satisfaction with the agent. Agencies should use each pro-active outreach to clients and each service interaction to communicate and live the agency’s “brand” to reinforce it with their clients. Every agency employee should be trained to clearly articulate the agency’s special “value add” succinctly and to understand what “living” the brand entails. Agencies will strengthen their client relationships in this way, as well as counter the direct carriers’ efforts to neutralize the agent’s value proposition. The direct carriers understand that many consumers want to deal with a real person in certain situations. This is why GEICO has appointed employee agents in various areas and Esurance has introduced an advertising campaign touting the availability of a person when wanted to supplement the online options it offers.

continued on page 41

39


We jump through hoops for you. Because you jump through hoops for them. For more about how Integrity can help you help your customers contact: Cathy Beaudin at 920-968-8326 or cbeaudin@imico.com integrityinsurance.com

IM-1010-Recrt Hoop 8_5x11 _250in bleed-a.indd 1

10/25/10 4:21 PM

www.integrityinsurance.com 40 The Minnesota News • October 2011


continued from page 39

Offer the Communications Options Clients Want One of the major findings of the research is that clients are now in the driver’s seat and they increasingly expect their agent and carrier to be able to interact with them via the channels they use in everyday life.11 We have seen that this means that direct carriers offer some option for consumers to deal with a “real person.” For agencies, it means supplementing their personal client interactions via phone and in person with increasingly robust online options including email, website portals and social media. Most agency clients still want to talk with the agent when the issue involves counseling, such as policy coverage, obtaining a quote, adding or changing drivers or cars, price changes and billing inquiries. However, there are certain routine transactions where most agency customers’ first preference would be do to do them online such as to make a payment (45% online vs. 31% talk with agency), update contact information (43% online vs. 36% talk with agency), order insurance cards (41% online vs. 37% talk with agency); and with verify payment receipt, agency customers’ top two preferences do not even include talking with the agency (33% online vs. 30% by email).12 It is important for technology providers, carriers and agencies to work together to respond to these changing client preferences by developing agency website portals that provide customers with these online servicing capabilities. Enabling clients to make payments to the company through the agency portal should be the first priority, given that online payments constitute 44% of overall consumer online servicing visits.13 As agencies increasingly offer online quoting and make sales by phone, it is also time for them to begin to offer their clients the convenience of using e-signature tools for required applications and other signed documents. Currently, 87% of all online auto insurance purchasers using other distribution systems have been able to sign all required documents electronically.14 Growing Agency Client Interest in Other Online Communications Email is second only to calling as agency clients’ preferred method of contact to the agency, beating out visits to the office. 77% of agency customers send or receive emails with the agency. As might be expected, greater percentages of younger clients (18-34 years) use email as their first method of contact with the agency.15 While the trend to use social media for business purposes is still emerging, 20% of 18 to 24 year olds would have an interest in interacting with their agents via a social media outlet like Facebook or Twitter. This level of interest contrasts with that of agency clients overall, where 86% express not being interested in interacting with their agents in a social media context.16 One wonders, however, if this overall interest level will change when consumers start to use social media more regularly in their daily lives and begin to see how valuable consumer information can be conveyed to them by their providers. Another emerging trend is for consumers to use their mobile devices to access business accounts. As of 2011, 12% of consumers with the mobile capability to do so have accessed an insurance site via their mobile browser, while 10% accessed an insurance site via an app. Only 9% of insurance consumers have used text messaging to communicate regarding their insurance. With regard to those who have used a mobile device for their insurance, the top functions used in descending order have been to pay a bill, access the insurance continued on page 43

41


Isn’t it time for you to experience the PREMCO difference?

PREMCO has been Financing Insurance Premiums and s u p p o r t i n g I n d e p e n d e n t I n s u r a n c e Ag e n c i e s f o r o v e r 2 1 y e a r s . W e a r e e x t r e m e l y p r o u d t o b e s e r v i n g yo u r M i n n e s o t a As s o c i a t i o n a n d i t s m e m b e r s ! G i v e u s a c a l l a n d e x p e r i e n c e w h y w e a r e t h e c h o s e n p a r t n e r o f yo u r As s o c i a t i o n a n d w h y s o m a n y I n d e p e n d e n t Ag e n t s r e l y o n u s e v e r y d a y .

PR E M CO F i n anc i a l C o r po r a t io n ( 26 9) 3 7 5- 39 3 6 ph y ( 26 9) 3 7 5- 6 9 13 f x B ox 19 3 6 7y K a l am a zo o, M I 4 90 1 9- 03 6 7

w w w . g o - p r e m c o. c o m 42 The Minnesota News • October 2011

www.go-premco.com

Proudly Endorsed by the MIIAB


continued from page 41

policy, text or chat with an agent, find the nearest insurance agent or office, update personal information, find useful tips or tools, find the agent’s contact info, receive an insurance quote, change coverage, limits or deductibles, receive policy alerts, track a current claim, and report an accident.17 Additional Strategies to Grow Personal Lines The consumer research points to additional ways in which independent agents can attract online shoppers and take business from the direct carriers. Consider these possibilities: 1. Sell convenience as part of your agency’s value proposition. As discussed above, most of the shoppers that buy from a direct carrier do so because they believe the online approach is more convenient, when in fact independent agents can shop multiple carriers and take care of servicing needs with a simple phone call or comparative rating portal, along with providing professional guidance at the same time. 2. Bundle auto insurance with a quality property insurance product and provide the discount. Many direct carriers cannot offer consumers comparable property products. Also, 25% of non-bundling consumers said they did not even think about using the same company for multiple policies. In addition, 52% of nonbundlers said they would consider switching to the same company if they received a bundling discount.18 3. Sell renters insurance. 27% of consumers rent rather than buy a home and that percentage is likely to rise in the aftermath of this tough economy. Many renters are currently uninsured, since they represent only 14% of those with property insurance.19 4. Understand that buying a new or used car triggers a lot of shopping by consumers. Next to looking for a lower price, buying a new or used vehicle is the most common reason for shopping and 33% of vehicle purchasers shopped their insurance and chose a new insurer. 53% of these shoppers who switched carriers were agency customers (and may or may not have stayed with the agent).20 5. Offer clients the option for pay as you drive insurance, if you have it available. Of the 25% of consumers who have heard of this type of insurance, 55% said they would “definitely” or “probably” be interested in purchasing it.21 6. Point out the coverage enhancements and optional coverages that your various carriers offer and ascertain which are most important to your clients. This reinforces the benefits of having a professional advisor in your client’s mind and debunks the myth conveyed in most direct carrier advertising that personal lines policies are commodities, where only price and convenience matters. Creating a Strong Online Presence The consumer research discussed above provides valuable guidance on how independent agencies can reshape and refocus their personal lines operations to respond to changing customer expectations and preferences. The challenge remains, of course, that the independent agency has to be able to get the attention of the increasingly online consumer as a first step, in order to convey its value proposition and the better experience it can provide. I believe independent agents finally have the technology tools available to them to create continued on page 45

43


Speak softly and carry

A BIG CLUB

AAA sells insurance products through Independent Agents. What makes us different from other insurance carriers? Simple. We’re a club, not just another company — creating marketing opportunities in select Midwestern markets that aren’t available through other companies. Here’s your opportunity to share in AAA’s brand strength — while enjoying a competitive commission structure, outstanding contingency program and innovative co-op advertising resources. Contact Vicki Hanson at 952-707-4952 or vicki.hanson@mn-ia.aaa.com

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

www.aaa.com 44 The Minnesota News • October 2011


continued from page 43

a strong online presence, particularly in their local communities, along with the needed tools to process personal lines business very efficiently. As I discussed in last month’s article, implementing Real Time, download and going “paperless” can greatly enhance the agency’s efficiency and operations. These technology tools create the time needed for agency employees to reach out to clients to bolster relationships, protect renewals, cross sell and attract new prospects. Finally, agencies now have the tools available to enhance online marketing and service—more effective websites, agent portals for consumers to obtain online comparative rates, free local search and social media sites. Editor’s Note: See “The Independent Agents’ Opportunity to Take Back Personal Lines” at www. iiaba.net/act for the first article in this series. For numerous articles and recorded webinars on how agents can build effective websites, take advantage of local search tools and use social media, once again go to ACT’s website and click on “Websites & Social Media” in the gray shaded area on the left of the page. See also www.getrealtime.org for resources on how Real Time & Download can help you write business more efficiently. Jeff Yates is Executive Director of the Agents Council for Technology (ACT) which is part of the Independent Insurance Agents & Brokers of America. Jeff can be reached at jeff.yates@iiaba.net ACT’s website is www.iiaba.net/act This article reflects the views of the author and should not be construed as an official statement by ACT. End Notes “The Independent Agents’ Opportunity to Take Back Personal Lines,” www.iiaba.net/act The article outlines how independent agents can give consumers a more efficient shopping experience than the direct carriers, where they can get quotes from multiple carriers in one stop. And independent agents can offer prospects the value add of personalized professional counsel and debunk the myth reinforced by massive advertising campaigns that auto insurance is a commodity and that the coverage and limits bought are not important. 1

2 comScore 2011 Auto Insurance Shopping Report (May 2011) & 2011 Auto Insurance Servicing Report (May 2011); comScore 2010 Online Property Insurance Report (November 2010); J.D. Power & Associates 2011 U.S. Insurance Shopping Study (May 2011); J.D. Power & Associates 2011 National Auto Insurance Study, Management Discussion (June 2011). 3 See “The independent Agents’ Opportunity to Take Back Personal Lines” for more details on how agents might do this. www.iiaba.net/act 4

comScore 2011 Auto Insurance Shopping Report, p. 46.

5

Op. cit., p. 43.

6

comScore 2011 Auto Insurance Servicing Report, p. 7.

7

comScore 2011 Auto Insurance Shopping Report, p. 7-8.

8

comScore 2011 Auto Insurance Shopping Report, pp. 44-45.

9

comScore 2011 Auto Insurance Servicing Report, p. 12.

10

J.D. Power & Associates 2011 National Auto Insurance Study, p. 1.

11

J.D. Power & Associates 2011 National Auto Insurance Study, p. 4.

12

Op. cit., p. 3.

13

comScore 2011 Auto Insurance Servicing Report, p. 35.

14

Op. cit., p. 13.

15

Op. cit., pp. 8 & 35.

16

Op. cit., p. 9.

17

Op. cit., pp. 33-34.

18

comScore 2010 Online Property Insurance Report, pp. 7 & 21.

19

Op. cit., pp. 4 & 12.

20

comScore 2011 Auto Insurance Shopping Report, p. 12.

21

Op. cit., pp. 39-40.

45


In The News... BIG “I” APPLAUDS SENATE COMMITTEE PASSAGE OF FLOOD INSURANCE REFORM BILL The Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) today praised the U.S. Senate Committee on Banking and Urban Affairs for their work on the “Flood Insurance Reform and Modernization Act.” The legislation would extend the National Flood Insurance Program (NFIP) for five years and make much needed reforms to the program. The bill now goes to the full Senate for consideration. “The Big ‘I’ commends the Senate Committee on Banking and Urban Affairs for their work on the ‘Flood Insurance Reform and Modernization Act’,” says Charles Symington, Big“I”senior vice president of government affairs. “A five year extension is of the utmost importance, as are reforms to put the program on sound financial footing. The Big ‘I’ strongly supports efforts to extend and improve the NFIP and we urge the full Senate to take up this legislation as soon as possible to avoid the program’s looming expiration on September 30.” The Senate “Flood Insurance Reform and Modernization Act” includes a five year reauthorization of the program. It also phases out subsidies for many properties, provides for greater enforcement of the mandatory purchase requirement, provides for a transition for properties newly mapped into a flood zone, and includes important studies of ways to modernize the program so as to enhance its benefit to policyholders and increase participation. The Senate’s “Flood Insurance Reform and Modernization Act” must still be considered on the full Senate floor, and at this time that consideration has yet to be scheduled. The House passed H.R. 1309, the “Flood Insurance Reform Act of 2011,” before the August recess. Once the Senate passes its legislation the House and the Senate will still have to reconcile the differences between their two bills. “The Big ’I’ very much appreciates the Senate 46 The Minnesota News • October 2011 46 The Minnesota News • October 2011

Committee’s work on this legislation upon their return from the August recess,” says Charles Symington, Big “I” senior vice president of government affairs. “With almost exactly three weeks left before the expiration of the NFIP, we urge Senate leadership to quickly bring this bill to the full Senate floor for consideration to allow both the House and Senate enough time to reconcile their two bills. We are now closer to achieving a long term reform and extension bill than at any point in recent memory and we are hopeful that the House and Senate will finally push this over the finish line.”

Integrity Insurance adds Guertin as underwriter Jill Guertin has joined Integrity Insurance as a personal lines underwriter. In her new role, Guertin is responsible for developing agency relationships and managing a book of personal lines business. She comes to Integrity from the THZ Insurance Group in Seymour, WI where she was a licensed producer for life, property and casualty insurance. Guertin has 12 years of experience in sales, customer service and claims processing in the property casualty business. “I’m excited to have Andrea join us. Her expertise in sales customer service and attention to detail will enhance the service we provide to our agents,” said Julie Walker, Integrity’s Director of Personal Lines Underwriting.

ACUITY Jumps 5 Spots in National Insurer Size Rankings ACUITY has grown to become the 71st-largest company in the latest National Underwriter ranking of Top 100 Property Casualty (P&C)


Insurance Groups, a five-point jump from the previous list. ACUITY’s ranking is based on the company’s year-end 2010 written premium. In 2010, ACUITY recorded the largest positive percentage point shift in its written premium in 14 years. In contrast, the P&C industry saw a meager 0.7% growth rate. Additionally, ACUITY continues to outperform the industry in terms of profitability. The insurer’s 2010 combined ratio finished a full two points better than the P&C industry average. Additionally, ACUITY’s stable combined ratio – 100.7 in 2010 and 100.8 in 2009 – contrasted with a 1.7 point increase in the P&C industry aggregate.

Jeatran, a 1982 graduate of St. John’s, founded RJF Agencies (now RJF, a Marsh & McLennan Agency LLC company) just four years after graduating. He has since devoted significant time and resources to helping St. John’s and its students through alumni association involvement, speaking engagements, and hiring students from the university as interns and employees of RJF. He regularly associates with alumni both professionally and personally. The SJU Board of Regents consists of 44 members-30 lay members, 12 monastic members, one faculty representative and one student representative. Terms are renewable every three years, and board members are able to serve three consecutive terms.

RJF’S BILL JEATRAN BECOMES ONE OF ST. JOHN’S UNIVERSITY’S NEWEST REGENTS St. John’s University in Collegeville, Minn., recently named Bill Jeatran, chief executive officer of RJF, a Marsh & McLennan Agency LLC company, to its Board of Regents. The three-year board term began July 1.

Employment Opportunities Eastern Suburban Agency, Garry Insurancenter looking to add experienced, licensed CSR. for full or part time position, must have excellent people skills for interaction with clients. Contact Dave Szczepanski 651.777.8361 or daves@garryinsurance.com Help wanted: Association owned commercial lines agency is looking for a temporary CSR experienced in P&C business. Familiarity with the InStar Studio agency system and/or bank related coverage a plus. For more information contact: Dkrukowski@icbm.org

Commercial Lines Insurance Producer needed for the Winona branch office of Linda Horihan Agency. If you are driven to achieve sales results and have a demonstrated ability to build strong customer relationships, we would like to hear from you. Please send your cover letter and resume to Linda Horihan Agency, 909 West 5th Street, Winona, MN 55987 or email jackie.larson@horihan.com Commercial Customer Service Associate position open in our Waconia office! Please see the link below to our position, posted on Craigslist. http://minneapolis.craigslist.org/csw/csr/2610076804.html

October 2011 • The Minnesota News 47 October 2011 • The Minnesota News 47


A Personable Company Keeping You on Course Rated “A+ Superior”

Insurance solutions

for home, auto and business We offer personal and business insurance through independent agencies. www.qbeamericas.com QBE and the links logo are registered service marks of QBE Insurance Group Limited. All coverages underwritten by member companies of QBE. © 2011 QBE Holdings, Inc.

Success Takes More Than A Few Ingredients Satisfy your appetite for business with a strong partner. Talk to us about how we can partner with you–and provide the right ingredients to grow and succeed.

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www.nstarco.com Box 48, Cottonwood, MN 56229

1-800-622-5230

Security Life— a leader in ancillary benefits Turn to Security Life for premium products to offer your customers: PrimeStar Personal Dental Plans and GemStar Group Dental and Vision Plans (down to two lives).

8300 Norman Center Drive, Suite 250 Bloomington, MN 55437 (952) 897-3000 www.hanover.com

Visit SecurityLife.com or call 866.847.1120 to learn more Minnetonka, Minnesota

• An MIIAB Power in Partners Gold Partner • Products endorsed by the Big I

48 The Minnesota News • October 2011


MIIAB would LIke to Thank Our Gold and Silver Partners A New Way for Insurance Agents To: Improve Policyholder Retention

Phone 763.521.4499 Fax 763.521.4482 www.tstlaw.com

Increase “Word of Mouth” Referrals Gain a New Competitive Edge, Especially Against Internet Insurance Competition Better Control Loss Ratios To Find Out How Contact Tami at: 651.739.4289 or tami@icchelps.com

Rolf E. Sonnesyn Phone 612-520-8604

Insurance Defense

Our portfolio includes an emphasis on the

SliverPartnerAdfinal.4.11:Layout 1 4/28/11 defense of insurance agents

Proud to be a Trusted Choice® member company

www.westfieldinsurance.com

Full Service Broker with expertise to handle all risks - Large or Small Named Largest MGA/ Underwriting Manager for the third consecutive year by Business Insurance Magazine

Specially designed programs to handle a variety of unique risks Superior technology with the ability to quote, rate and bind numerous products online including Contractors and Workers’ Compensation

6:27 PM

Page

Proud to be a MIIAB sponsor

www.eKemper.com

960 Blue Gentian Road Phone (651) 994-7700

Eagan, MN 55121 Fax (651) 994-3089

1-800-827-4569 Copiers/MFP’s-Color -Fax-PrintersDocument Management SystemsManaged Print Services

Offering both Admitted and Non-Admitted carriers

http://www.copiers.toshiba.com/tbs11/home.html

SCHNEIDER 7300 Metro Blvd, Suite 355 n Minneapolis, MN 55439 952.938.0655 n Toll Free: 800.862.6038 n www.RPSins.com/RAS

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October 2011 • The Minnesota News 49


DON’T GET BITTEN BY AN E&O CLAIM YOU COULD HAVE AVOIDED. Swiss Re policyholders written through the Big “I” Professional Liability Program have access to an exclusive risk management web site.

Thank You to our Trusted Choice Partners in Minnesota

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

www.independentagent.com/EOHappens

AAA Insurance: www.AAA.com Allied Insurance: www.alliedinsurance.com Austin Mutual Insurance: www.austinmutual.com Capital Insurance Group: www.ciginsurance.com

Virtual University

Continental Western Group: www.cwgins.com EMC Insurance Companies: www.emcins.com Encompass Insurance: www.encompassinsurance.com Foremost Insurance Group: www.formost.com Harleysville Insurance: www.harleysvillegroup.com The Hartford: www.thehartford.com Indiana Insurance: www.indiana-ins.com Integrity Insurance: www.integrityinsurance.com Liberty Mutual: www.lmac.com MetLife Auto & Home: www.metlife.com Midwest Family Mutual: www.midwestfamily.com North Star Mutual: www.nstarco.com Ohio Casualty: www.ocas.com Progressive Insurance: www.progressiveagent.com Rain & Hail Insurance Service, Inc.: www.rainandhail.com

MN Independent Insurance Agents & Brokers Association

Online Courses: The VU offers a wide variety of online classes to enhance and expand insurance technical and business skills. When taking an online class through the VU, you can be confident you or your staff is learning the highest quality education available online. You do NOT have to be a member or subscriber to take an online course since a separate fee is charged. Research Library: For those who seek a smarter way to research, the VU provides access to hundreds of insurance, business and technology articles written by volunteer faculty and other contributors. Technical insurance articles often include links to full sample ISO forms. You’ll also find white papers and articles on many issues affecting today’s insurance marketplace.

Western National Insurance: www.wnins.com

Expert Advice: Sometimes you need answers to questions that can’t be found in the research library. To help with these “just in time” issues, we have assembled a faculty of leading experts from around the country. Big “I” Members can submit questions to our “Ask an Expert” service and a response is usually sent within 3-5 business days, but often sooner.

Westfield Insurance: www.westfieldinsurance.com

All of this can be accessed on the web at

Safeco Insurance: www.safeco.com Selective Insurance: www.selective.com State Auto Insurance: www.stateauto.com Travelers Insurance: www.travelers.com

Wilson Mutual Insurance: www.wilsonmutual.com

50 The Minnesota News • October 2011

www.independentagent.com/vu


Please Check your requested Location and Session Choice

Fall Town

Meeting

September 7, 2011 - Eden Prairie Prairie Conference Center 7500 Flying Cloud Dr. STE 125 Eden Prairie, MN 55344 952.835.4180

MN INDEPENDENT INSURANCE AGENTS & BROKERS

September 20, 2011 - St. Paul Session I - 8:00 am – 10:00 am: Workers Compensation – 2 CE’s approved. Glenn Colby, CPCU will begin the discussion with a brief look at who the Minnesota Workers’ Compensation Insurers Association, Inc. (MWCIA) is and what services they provide. He will then delve into the ABC’s of Workers’ Compensation policy and will wrap up with a discussion of key Minnesota Statues. Session II – 10:00 am – 12:00 pm: Agency Perpetuation-Managing and Sustaining Financial Strength – 2 CE’s approved. The team at Advanced Insurance Solutions Group, LLC (AiSG) has spent years helping transfer businesses. Most people tend to react to the term “estate planning” or “ perpetuation planning” in two ways: they become uncomfortable or they show no interest. Either is a huge mistake. If you care about your family, business and everything that you’ve been working to acquire and build, then you need to talk about planning. We invite you to join us for a couple of hours and let us show you a few techniques to plan for the transfer of your business, either internal or external. Plan for and help manage the tax liability. We will show you innovative ways to fund the transaction, create a fully funded deferred compensation program and provide a secure form of substantial long term payout for selling owners.

Best Western Kelly Inn 161 St. Anthony Ave. St. Paul, MN 55103 651.227.8711

September 22, 2011 - Rochester Hilton Garden Inn 225 S Broadway Rochester, MN 55904 507.285.1234

October 12, 2011 - St. Cloud Best Western Kelly Inn 100 4th Ave S St. Cloud, MN 56301 320.253.0606

October 26, 2011 - Duluth Canal Park Lodge 250 Canal Park Dr Duluth, MN 55802 218.279.6000

Box Lunch will be provided – 12:00 pm – 1:00 pm – During Lunch there will be an Association/Legislative Update Session III - 1:00 pm – 4:00 pm: Ethics - It’s the Law II The agents Guide to Minnesota Laws Governing Standards for Fair Settlement of Claims – 3 Ethics CE’s approved - Gloria Thompson, CIC. We work in a highly regulated industry and most of the laws and rules that govern it are for the benefit of the consumer. Customers buy insurance contracts often because they are mandated to do so either by law or because of a contractual arrangement they have entered into. The customer’s financial, physical and emotional state after a loss may cause them to be more vulnerable to nearly anyone seeking advantage. Minnesota statute lays the ground work for the fair settlement of claims. Agents that assist customers in filing claims or resolving conflicts will do a better job if they know the laws and rules for fair settlement of claims.

Check here if you plan on attending Lunch Method of Payment Check Enclosed (Payable to MIIAB) or Charge to: VISA Mastercard CANCELLATION POLICY: Registration fee is fully refundable if cancellation is received seven days prior to class. A $30.00 fee will be charged for cancellations less than seven days before the scheduled class. NO SHOWS will NOT receive a refund. In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in advance of the program you wish to attend

October 27, 2011 - Alexandria Arrowwood Resort 2100 Arrowwood Lane NW Alexandria, MN 56308 320.762.1124

Cost

MIIAB Trusted Choice Members

NonMembers

Full Day 7 Hours

$99.00

$180.00

Session I 2 Hours

$45.00

$65.00

Session II 2 Hours

$45.00

$65.00

Session III 3 Hours

$75.00

$95.00

_______________________________________________________________________________________________________________________ Card Number Expiration Date Signature _______________________________________________________________________________________________________________________ Name on Card Security Code (3 digits) Billing Address _______________________________________________________________________________________________________________________ Name MN Insurance License # Email _______________________________________________________________________________________________________________________ Agency/Company Phone _______________________________________________________________________________________________________________________ Address City State Zip Return to: MIIAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, MN 55344 P: 952.835.4180 F: 952.835.4774 E: tnorum@miia.org www.miia.org

October 2011 • The Minnesota News 51


2011 MIIAB CIC Program Schedule MN Independent Insurance Agents & Brokers Association

It’s easy to register - by fax, phone, mail or on-line! All courses begin Wednesday’s at 8:00 a.m., Thursday’s from 8:00 a.m. until 5:00 p.m., and Friday’s from 8:00 a.m. to 12:00 p.m. Optional Exam: Saturday 8:30 a.m. to 10:30 a.m.

Please select Seminar date 1/12 - 1/15/11 Eden Prairie Commercial Property 2/9 - 2/11/11 Plymouth *Ruble Graduate Seminar 3/9- 3/12/11 Eden Prairie Personal Lines 4/6 - 4/9/11 Eden Prairie Life & Health 5/4 - 5/7/11 Eden Prairie Commercial Casualty 6/15 - 6/18/11 Walker Personal Lines 7/20 - 7/23/11 Eden Prairie Agency Management 8/24 - 8/27/11 Eden Prairie Commercial Casualty 9/28 - 9/30/11 Plymouth *Ruble Graduate Seminar 10/19 - 10/22/11 Eden Prairie Life & Health 11/9 - 11/12/11 Eden Prairie Commercial Property * Must be a dues paid member of CIC or CRM to attend a Ruble Graduate Seminar Dates and locations are subject to change. Before making any travel arrangements, call to verify the dates, location, start time and availablility when registering for a program.

Important Information All participants must present photo identification to the on-site registrar at the institute. Cancellations received within 7 calendar days of a program will incur a $75 non-refundable fee. If you do not cancel and do not attend the program, you will incur a $125 fee. The balance of the registration fee may be refunded or transferred to another course. You may substitute an eligible person for the same event anytime at no charge with notification prior to the course. These courses have been submitted for approval to the MN Commissioner of Commerce for 20 hours of Insurance continuing education.

Cost

Method of Payment Check Enclosed (Payable to MIIAB) or Charge to:

VISA

Mastercard

In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in advance of the program you wish to attend

$421.00 $420.00

Seminar CIC Institutes Ruble Graduate Seminar

_______________________________________________________________________________________________________________________ Card Number Expiration Date Signature _______________________________________________________________________________________________________________________ Name on Card Security Code (3 digits) Billing Address _______________________________________________________________________________________________________________________ Name MN Insurance License # DOB Designations _______________________________________________________________________________________________________________________ Agency/Company Phone Email _______________________________________________________________________________________________________________________ Address City State Zip Return to: MIIAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, MN 55344 P: 952.835.4180 F: 952.835.4774 E: tnorum@miia.org www.miia.org

52 The Minnesota News • October 2011


2012 MIIAB CIC xAMS NoAWy! E FrID N Program Schedule o MN Independent Insurance Agents & Brokers Association

It’s easy to register - by fax, phone, mail or on-line! All courses begin Wednesday’s at 8:00 a.m., Thursday’s from 8:00 a.m. until 5:00 p.m., and Friday’s from 8:00 a.m. to 12:00 p.m. Optional Exam: Friday 2:00 p.m. to 4:00 p.m.

Please select Seminar date 1/11 - 1/13/12 Eden Prairie Agency Management 2/8 - 2/9/12 Plymouth *Ruble Graduate Seminar 3/7- 3/9/12 Eden Prairie Commercial Casualty 4/11 - 4/13/12 Eden Prairie Personal Lines 5/9 - 5/11/12 Eden Prairie Commercial Property 6/13 - 6/14/12 Walker *Ruble Graduate Seminar 7/11 - 7/13/12 Eden Prairie Commercial Casualty 8/1 - 8/3/12 Eden Prairie Agency Management 9/12 - 9/14/12 Eden Prairie Commercial Property 10/10- 10/12/12 Eden Prairie Personal Lines 11/7 - 11/9/12 Eden Prairie Life and Health

Important Information All participants must present photo identification to the on-site registrar at the institute. Cancellations received within 7 calendar days of a program will incur a $75 non-refundable fee. If you do not cancel and do not attend the program, you will incur a $125 fee. The balance of the registration fee may be refunded or transferred to another course. You may substitute an eligible person for the same event anytime at no charge with notification prior to the course.

* Must be a dues paid member of CIC or CRM to attend a Ruble Graduate Seminar Dates and locations are subject to change. Before making any travel arrangements, call to verify the dates, location, start time and availablility when registering for a program.

These courses have been submitted for approval to the MN Commissioner of Commerce for 20 hours of Insurance continuing education. Except for Ruble Graduate Seminar that are only 16 hours.

Cost

Method of Payment

Seminar

CIC Institutes (20 Hours) Ruble Graduate In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any $420.00 Seminar disability and any request for accommodation to that disabily. Please submit your request as far as possible in (16 Hours) advance of the program you wish to attend Check Enclosed (Payable to MIIAB) or Charge to:

VISA

Mastercard

$421.00

_______________________________________________________________________________________________________________________ Card Number Expiration Date Signature _______________________________________________________________________________________________________________________ Name on Card Security Code (3 digits) Billing Address _______________________________________________________________________________________________________________________ Name MN Insurance License # DOB Designations _______________________________________________________________________________________________________________________ Agency/Company Phone Email _______________________________________________________________________________________________________________________ Address City State Zip Return to: MIIAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, MN 55344 P: 952.835.4180 F: 952.835.4774 E: tnorum@miia.org www.miia.org

October 2011 • The Minnesota News 53


2011 MIIAB CISR Program Schedule MN Independent Insurance Agents & Brokers Association

It’s easy to register - by fax, phone, mail or on-line!

Please select Seminar date - These courses have been approved by the MN Commissioner of Commerce for 8 hours of Insurance continuing education (**Dynamics of Service has been approved for 7 hours of Insurance continuing education)

1/5/11 - Rochester Agency Operations 1/26/11 - Eden Prairie Personal Auto 2/2/11 - St. Cloud Commercial Property 2/8/11 - Eden Prairie *WTH Personal Lines 2/16/11 - Eden Prairie Commercial Casualty 3/1/11 - Shoreview Agency Operations 3/22/11 - Eden Prairie Personal Residential 4/5/11 - St. Cloud Personal Residential 4/7/11 - Duluth Agency Operations 4/26/11 - Eden Prairie Commercial Property 5/3/11 - Bemidji Commercial Casualty 5/5/11 - Rochester *WTH Personal Lines 5/17/11 - Mankato Agency Operations 5/25/11 - Eden Prairie *Dynamics of Service 6/2/11 - Shoreview Personal Residential 6/7/11 - Duluth Personal Auto 6/8/11 - Fergus Falls Commercial Property 6/9/11 - Grand Rapids Commercial Casualty

6/22/11 - St. Cloud Commercial Casualty 7/13/11 - Worthington Commercial Casualty 7/14/11 - Brainerd Commercial Property 7/19/11 - Shoreview *Dynamics of Service 7/27/11 - Rochester Commercial Casualty 8/3/11 - Eden Prairie Agency Operations 8/11/11 - St. Cloud *Dynamics of Service 8/16/11 - Thief River Falls Personal Auto 9/8/11 - Alexandria Personal Residential 9/8/11 - Duluth *Dynamics of Service 9/21/11 - Eden Prairie Personal Auto 10/6/11 - Rochester Personal Auto 10/11/11 - St. Cloud *WTH Commercial Lines 10/13/11 - Mankato Personal Residential 10/25/11 - Eden Prairie *WTH Commercial Lines 11/2/11 - Shoreview Commercial Casualty 11/15/11 - St. Cloud Agency Operations 12/1/11 - Eden Prairie Commercial Property

Method of Payment Check Enclosed (Payable to MIIAB) or Charge to:

VISA

Mastercard

CANCELLATION POLICY: Registration fee is fully refundable if cancellation is received seven days prior to class. A $30.00 fee will be charged for cancellations less than seven days before the scheduled class. NO SHOWS will NOT receive a refund. In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in advance of the program you wish to attend

* NEW!!! William T. Hold Seminar and Dynamics of Service Open to All!

You are no longer required to have your designation or to be a dues paying member of the National Alliance to attend the William T. Hold or Dynamics of Service Seminars. You can also use these courses to update your CISR designation.

BONUS!!! William T. Hold Seminar Meets Ethics Requirements

Cost

Seminar

$148.00

CISR Seminar

$158.00

William T. Hold Seminar (WTH)

$158.00

Dynamics of Service

_______________________________________________________________________________________________________________________ Card Number Expiration Date Signature _______________________________________________________________________________________________________________________ Name on Card Security Code (3 digits) Billing Address _______________________________________________________________________________________________________________________ Name MN Insurance License # DOB Designations _______________________________________________________________________________________________________________________ Agency/Company Phone Email _______________________________________________________________________________________________________________________ Address City State Zip Return to: MIIAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, MN 55344 P:952.835.4180 F: 952.835.4774 E: tnorum@miia.org www.miia.org

54 The Minnesota News • October 2011


2012 MIIAB CISR Program Schedule MN Independent Insurance Agents & Brokers Association

It’s easy to register - by fax, phone, mail or on-line!

Please select Seminar date - These courses have been approved by the MN Commissioner of Commerce for 8 hours of Insurance continuing education (**Dynamics of Service has been approved for 7 hours of Insurance continuing education)

1/24/12 - Rochester Commercial Property 1/24/12 - Eden Prairie Commercial Casualty 2/15/12 - St. Cloud Personal Auto 2/16/12 - Eden Prairie Personal Residential 2/22/12 - Shoreview Commercial Property 3/14/12 - Eden Prairie Agency Operations 3/21/12 - Duluth Commercial Property 3/28/12 - St. Cloud Commercial Property 4/12/12 - Rochester Personal Residential 4/18/12 - Shoreview Personal Auto 4/19/12 - Eden Prairie *WTH 5/1/12 - St. Cloud Commercial Casualty 5/15/12 - Eden Prairie Commercial Property 5/24/12 - Mankato Commercial Property 6/5/12 - Grand Rapids Personal Residential 6/7/12 - Thief River Falls *Dynamics of Service 7/10/12 - Duluth *WTH

7/18/12 - Alexandria *WTH 7/25/12 - Brainerd Personal Residential 8/7/12 - Shoreview Agency Operations 8/9/12 - St. Cloud Agency Operations 8/21/12 - Mankato *WTH 8/23/12 - Rochester *Dynamics of Service 9/5/12- Eden Prairie Commercial Casualty 9/6/12 - Willmar Personal Auto 9/11/12 - Detroit Lakes Commercial Casualty 9/18/12 - Bemidji Commercial Property 10/3/12 - Eden Prairie Personal Residential 10/17/12 - Shoreview Personal Residential 10/18/12 - Duluth Agency Operations 10/23/12 - St. Cloud *WTH 10/25/12 - Eden Prairie Agency Operations 11/6/12 - Rochester Commercial Casualty 11/13/12 - Eden Prairie Commercial Property

Method of Payment Check Enclosed (Payable to MIIAB) or Charge to:

VISA

Mastercard

CANCELLATION POLICY: Registration fee is fully refundable if cancellation is received seven days prior to class. A $30.00 fee will be charged for cancellations less than seven days before the scheduled class. NO SHOWS will NOT receive a refund. In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in advance of the program you wish to attend

* NEW!!! William T. Hold Seminar and Dynamics of Service Open to All!

You are no longer required to have your designation or to be a dues paying member of the National Alliance to attend the William T. Hold or Dynamics of Service Seminars. You can also use these courses to update your CISR designation.

BONUS!!! William T. Hold Seminar Meets Ethics Requirements

Cost

Seminar

$148.00

CISR Seminar

$158.00

William T. Hold Seminar (WTH)

$158.00

Dynamics of Service

_______________________________________________________________________________________________________________________ Card Number Expiration Date Signature _______________________________________________________________________________________________________________________ Name on Card Security Code (3 digits) Billing Address _______________________________________________________________________________________________________________________ Name MN Insurance License # DOB Designations _______________________________________________________________________________________________________________________ Agency/Company Phone Email _______________________________________________________________________________________________________________________ Address City State Zip Return to: MIIAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, MN 55344 P:952.835.4180 F: 952.835.4774 E: tnorum@miia.org www.miia.org

October 2011 • The Minnesota News 55


2011 MiiAB Errors & omissions Seminars MN Independent Insurance Agents & Brokers Association

these courses have been approved by the MN Commissioner of Commerce for 6 hours of Insurance continuing education

AgEnCy StAFF SizE

totAL AttEnDEES REquiRED At A (6 houR) SEMinAR

PoSition in AgEnCy

PLuS ADDitionAL REquiREMEntS

1

1

ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER OR OFFICER

NONE

2-7

2

ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER OR OFFICER

ONE PRODuCER OR CSR

4

ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER, OFFICER AnD ONE ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER, OFFICER, OPERAtIONS MANAgER OR PRODuCER

tWO PRODuCER’S OR CSR’S

6

ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER, OFFICER AnD ONE ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER, OFFICER, OPERAtIONS MANAgER OR PRODuCER AnD ONE CSR

tHREE PRODuCER’S OR CSR’S

10

ACtIvE AgENCy PRINCIPAL, OWNER, PARtNER, OFFICER AnD tWO ACtIvE AgENCy PRINCIPAL’S, OWNER’S, PARtNER’S, OFFICER’S, OPERAtIONS MANAgER’S OR PRODuCER’S AnD tWO CSR’S

FIvE PRODuCER’S OR CSR’S

8-20

21-50

51+

Cost per person

$151.00 MIIAB Member Price $166.00 Non-Member Price

Agencies that attend this seminar will receive a 10% loss control credit on their Westport E&O Premium. Once an agency attends the seminar the 10% credit will apply for 3 years if the agency remains claim free during the 3 year period.

Method of Payment Check Enclosed (Payable to MIIAB) or Charge to:

vISA

Mastercard

CAnCELLAtion PoLiCy: Registration fee is fully refundable if cancellation is received seven days prior to class. A $30.00 fee will be charged for cancellations less than seven days before the scheduled class. no ShoWS will not receive a refund.

In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in advance of the program you wish to attend

Please Check Location 1/20/11 - Eden Prairie 8:30am-3:30pm

Prairie Conference Center 7500 Flying Cloud Dr Eden Prairie, MN 55344 952.835.4180 3/8/11 - St. Cloud 8:30am-3:30pm Best Western Kelly Inn Hwy 23 & 4th Ave St. Cloud, MN 56301 320.253.0606 4/21/11 - Eden Prairie 8:30am-3:30pm Prairie Conference Center 7500 Flying Cloud Dr Eden Prairie, MN 55344 952.835.4180 5/12/11 - Fergus Falls 8:30am-3:30pm Best Western/Bigwoods Event Center 925 Western Ave Fergus Falls, MN 56537 800.293.2216 6/21/11 - Morton 8:30am-3:30pm Jackpot Junction 39375 County Hwy 24 Morton, MN 56270 507.644.3000 7/26/11 - Walker 8:30am-3:30pm Chase on the Lake 502 Cleveland Blvd Walker, MN 56484 888.242.7306 8/16/11 - Rochester 8:30am-3:30pm Doubletree Rochester 150 South Broadway Rochester, MN 55904 507.281.8000 9/27/11 - Duluth 8:30am-3:30pm Holiday Inn & Suites 200 West First St. Duluth, MN 55802 218.727.7492 11/16/11 - Eden Prairie 8:30am-3:30pm Prairie Conference Center 7500 Flying Cloud Dr Eden Prairie, MN 55344 952.835.4180

_______________________________________________________________________________________________________________________ Card Number Expiration Date Signature _______________________________________________________________________________________________________________________ Name on Card Security Code (3 digits) Billing Address _______________________________________________________________________________________________________________________ Name MN Insurance License # DOB Designations _______________________________________________________________________________________________________________________ Agency/Company Phone Email _______________________________________________________________________________________________________________________ Address City State Zip Return to: MiiAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, Mn 55344 P: 952.835.4180 F: 952.835.4774 E: tnorum@miia.org www.miia.org

56 The Minnesota News • October 2011


2012 MIIAB Errors & Omissions Seminars MN Independent Insurance Agents & Brokers Association

These courses have been approved by the MN Commissioner of Commerce for 6 hours of Insurance continuing education

AGENCY STAFF SIZE

TOTAL ATTENDEES REQUIRED AT A (6 HOUR) SEMINAR

POSITION IN AGENCY

PLUS ADDITIONAL REQUIREMENTS

1

1

ACTIVE AGENCY PRINCIPAL, OWNER, PARTNER OR OFFICER

NONE

2-7

2

ACTIVE AGENCY PRINCIPAL, OWNER, PARTNER OR OFFICER

ONE PRODUCER OR CSR

4

ACTIVE AGENCY PRINCIPAL, OWNER, PARTNER, OFFICER AND ONE ACTIVE AGENCY PRINCIPAL, OWNER, PARTNER, OFFICER, OPERATIONS MANAGER OR PRODUCER

TWO PRODUCER’S OR CSR’S

6

ACTIVE AGENCY PRINCIPAL, OWNER, PARTNER, OFFICER AND ONE ACTIVE AGENCY PRINCIPAL, OWNER, PARTNER, OFFICER, OPERATIONS MANAGER OR PRODUCER AND ONE CSR

THREE PRODUCER’S OR CSR’S

10

ACTIVE AGENCY PRINCIPAL, OWNER, PARTNER, OFFICER AND TWO ACTIVE AGENCY PRINCIPAL’S, OWNER’S, PARTNER’S, OFFICER’S, OPERATIONS MANAGER’S OR PRODUCER’S AND TWO CSR’S

FIVE PRODUCER’S OR CSR’S

8-20

21-50

51+

Cost per person

$151.00 MIIAB Member Price $166.00 Non-Member Price

Agencies that attend this seminar will receive a 10% loss control credit on their Westport E&O Premium. Once an agency attends the seminar the 10% credit will apply for 3 years if the agency remains claim free during the 3 year period.

Method of Payment Check Enclosed (Payable to MIIAB) or Charge to:

VISA

Mastercard

CANCELLATION POLICY: Registration fee is fully refundable if cancellation is received seven days prior to class. A $30.00 fee will be charged for cancellations less than seven days before the scheduled class. NO SHOWS will NOT receive a refund.

In accordance with Title III of the American with Disabilities Act, we invite all registrants to advise us of any disability and any request for accommodation to that disabily. Please submit your request as far as possible in advance of the program you wish to attend

Please Check Location 1/18/12 - Eden Prairie 8:30am-3:30pm

Prairie Conference Center 7500 Flying Cloud Dr Eden Prairie, MN 55344 952.835.4180 3/13/12 - St. Cloud 8:30am-3:30pm Best Western Kelly Inn Hwy 23 & 4th Ave St. Cloud, MN 56301 320.253.0606 4/5/12 - Eden Prairie 8:30am-3:30pm Prairie Conference Center 7500 Flying Cloud Dr Eden Prairie, MN 55344 952.835.4180 5/17/12 - Fergus Falls 8:30am-3:30pm Best Western/Bigwoods Event Center 925 Western Ave Fergus Falls, MN 56537 800.293.2216 6/19/12 - Morton 8:30am-3:30pm Jackpot Junction 39375 County Hwy 24 Morton, MN 56270 507.644.3000 7/10/12 - Walker 8:30am-3:30pm Chase on the Lake 502 Cleveland Blvd Walker, MN 56484 888.242.7306 8/8/12 - Rochester 8:30am-3:30pm Doubletree Rochester 150 South Broadway Rochester, MN 55904 507.281.8000 9/20/12 - Duluth 8:30am-3:30pm Holiday Inn & Suites 200 West First St. Duluth, MN 55802 218.727.7492 11/14/12 - Eden Prairie 8:30am-3:30pm Prairie Conference Center 7500 Flying Cloud Dr Eden Prairie, MN 55344 952.835.4180

_______________________________________________________________________________________________________________________ Card Number Expiration Date Signature _______________________________________________________________________________________________________________________ Name on Card Security Code (3 digits) Billing Address _______________________________________________________________________________________________________________________ Name MN Insurance License # DOB Designations _______________________________________________________________________________________________________________________ Agency/Company Phone Email _______________________________________________________________________________________________________________________ Address City State Zip Return to: MIIAB, 7500 Flying Cloud Dr, Suite 900, Eden Prairie, MN 55344 P: 952.835.4180 F: 952.835.4774 E: tnorum@miia.org www.miia.org

October 2011 • The Minnesota News 57


Power in Partners

2011 OWER IN PARTNERS PROGRAM

Minnesota Independent Insurance Agents & Brokers Association

MN Independent Insurance Agents & Brokers Association

P

Listed below are the companies who strongly support the Indepenent Agency System and the Minnesota Independent Insurance Agents & Brokers Association

DIAMOND

PLATINUM

General Casualty Companies Grinnell Mutual Reinsurance Company Indiana Insurnace Midwest Family Mutual North Star Mutual Insurance Companies The Hanover Group Security Life Insurance Company

GOLD

SILVER

ACUITY Advanced Insurance Solutions Group, LLC AmTrust North America ICC Restoration & Cleaning Services Kemper Meadowbook, Inc. RPS Schneider Agency Safeco Insurance Selective Insurance Company of America S.H. Smith & Company, Inc.

58 The Minnesota News • October 2011

Solbrekk Business Technology Solutions State Auto Companies The Hartford Tomsche, Sonnesyn & Tomsche, PA Toshiba Business Solutions Travelers Companies, Inc. Westfield Insurance Wilson Mutual Insurance Company Workers Compensation Specialist

The MN News October 2011  

Official Publication of MIIAB

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