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THE

Minnesota News Big “I� National Championship Junior Golf Qualifying Tournament coming to Hazeltine National Golf Club July 11th, 2011 See page 9

INSIDE President Mark Z. Moores, page 5 Executive V.P. Dan Riley, page 7 Gaining Cooperation, page 13 Technically Speaking..., page 21 ACT UPDATE: Combat Cybercrime, page 33

MN Independent Insurance Agents & Brokers Association

June 2011


THE TRUSTED CHOICE COMPANY STORE OPENS! MIIAB is pleased to announce our partnership with BiG (Business Impact Group). They are a leading brand management agency that knows our industry. They will help increase your customer retention, employee retention, and gain new business. BiG can effectively help you utilize your MRP dollars. • Get all your branded merchandise and printed material in one place. • Find all your favorite brand names: adidas, Nike, Callaway, and many more. • Never miss another customer’s birthday... see “Birthday-in-a-Box” • Your agency logo is available on all items... see “Agency Logo Specialty Orders” • Same day shipping and gift boxing on all in-stock merchandise! • The new link is located on our home page: www.tchoicestore.com

To inquire, please email tcsupport@impactgroup.us and a representative can assist you.

Keith B. Knapp

Agency Name

Director of Marketing P: 952.835.4180 x6243 D: 952.253.6243 T: 800.864.3846 F: 952.835.4774 E: kknapp@miia.org W: www.miia.org

123 Main Street Suite 1 City, ST 12345

P: 111.111.1111 x 1111 D: 222.222.2222 T: 800.111.2222 F: 333.333.3333 E: user@email.com W: www.website.com

MN Independent Insurance Agents & Brokers Association

7500 Flying Cloud Dr, Ste 900 Eden Prairie, MN 55344

Keith B. Knapp Agency Name P: 952.835.4180 x6243 P: D: 111.111.1111 952.253.6243 x 1111 D: 222.222.2222 T: 800.864.3846 T: 800.111.2222 F: 952.835.4774 F: 333.333.3333 E: kknapp@miia.org E: W: user@email.com www.miia.org W: www.website.com

Agency Name 123 Main St Suite 1 City, ST 12345

Keith B. Knapp

Director of Marketing

Director of Marketing Jon Smith Manager

P: 952.835.4180 x6243 D: 952.253.6243 T: 800.864.3846 F: 952.835.4774 E: kknapp@miia.org W: www.miia.org

MN Independent Insurance Agents & Brokers Association

7500 Flying Cloud Dr, Ste 900 Eden Prairie, MN 55344

MN Independent Insurance Agents & Brokers Association

7500 Flying Dr, Ste 900 123Cloud Main St EdenCity, Prairie, MN 55344 ST 12345

BIG ENOUGH TO DELIVER SMALL ENOUGH TO CARE

Ross Rosenthal Business Impact Group, LLC 2411 Galpin Ct, Suite 120, Chanhassen, MN 55317 (952) 278-7815 | www.impactgroup.us

www.tchoicestore.com 2 The Minnesota News • June 2011


MIIAB BOARD OF DIRECTORS

June 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

Inside

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

5

President’s Message

7

Executive VP Message

Bill Butler, CISR

19

Remember When...

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

21

Technically Speaking...

31

YIP News

33

E&O Q&A

43

Capital Notes

48

Education

52

Power in Partners

YIP Representative

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

Larson Insurance of Fergus Falls, Fergus Falls, MN

Vance Prigge

Atlas Insurance Brokers, Rochester, MN

Bruce L. Sogn

13 Gaining Cooperation Three Maxims for Successful Negotiation

Oakwood Insurance Agency, Inc., Coon Rapids, MN

Hal E. Tiffany Jr., CIC

On the Cover

Hal Tiffany Agency, Inc., Rosville, MN

Scott Wojtsiak

Reliable Agency, Inc., Cloquet, MN

Mark White, CIC, CPCU

THE

Minnesota News

Foster Carlson White Agency, Monticello, MN

MIIAB STAFF Daniel D. Riley

Executive Vice President

driley@miia.org

952-253-6072

Shelley Waldhauser

Director of Insurance Operations 952.253.6089

swaldhauser@miia.org

Big “I” National Championship Junior Golf Qualifying Tournament coming to Hazeltine National Golf Club July 11th, 2011 See page 9

26 Diamond

Partner Article

Encompass Insurance

Dominic Sposeto

INSIDE

Government Affairs Director 952-253-6075

President Mark Z. Moores, page 5 Exec. V.P Daniel Riley, page 7

dsposeto@miia.org

Gaining Cooperation, page 13 Technically Speaking..., page 21

Alan Lepley

ACT UPDATE: Combat Cybercrime, page 33

MN Independent Insurance Agents & Brokers Association

Chief Financial Officer 952-253-6076

Big “I” National Championship Junior Golf Qualifying Tournament coming to Hazeltine National Golf Club July 11th, 2011 See page 9

June 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

Terri Norum

33 Combat Cybercrime

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

MN Independent Insurance Agents & Brokers Association

June 2011 • The Minnesota News 3


Don’t let your clients get robbed on their high value personal lines coverage. Call Elite Client Solutions, the dedicated team of high net-worth specialists at Burns & Wilcox. Our brokers can offer you wholesale access to premier programs including Chubb Personal Insurance, Chartis Private Client Group, ACE Private Risk Services, and Fireman’s Fund Prestige Plus. Not to mention, the highest level of customer service and product counseling in the wholesale marketplace. Want to lock down your high net-worth clients’ assets? Call the Elite Client Solutions team at Burns & Wilcox, the largest independent wholesale broker and underwriting manager. Minneapolis, Minnesota

651.487.2800 toll free 800.637.7318 fax 651.487.2010 minneapolis.burnsandwilcox.com Burns & Wilcox is exclusively endorsed by the MIIA as a provider of choice.

www.stpaul.burnsandwilcox.com 4 The Minnesota News • June 2011

High Value Property

The best security system for your clients’ high net-worth portfolios is Burns & Wilcox.


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

President’s Message

Many benefits when you get involved in your association Why bother? What’s in it for you?

Those are two great questions to have answered. Check out why your Association is of value to you – hopefully you’ll choose to discover the opportunities and resources available. Odds are pretty good you’ll be happy you did. • Best Practices library. This resource allows you to benchmark your agency against the best of the best nationally. It’s a terrific tool for seeing how others operate and how close you are to hitting the top bar. It’s a helpful resource for inspiring positive changes in your agency. • Political insider information. Critical issues that affect your agency, such as handling of certificates of insurance requests, are addressed through political power. There are many ambiguities with our industry standards—political action will hopefully help erase those and make our jobs easier. Association members, including Dave and Dot Szczepanski, work closely with Dominic Sposeto, our political lobbyist, to address this issue. Through your involvement and interest in the Association, you can learn quickly what’s new on the political front, what’s changing and how it affects your business. The political climate has a significant impact on our industry. Dominic is an available resource to you as well. You can reach him at 952-835-4180 ext. 6075 / domo@aol.com if you need answers to specific questions. Read the Association newsletter, check the website and stay in touch if you wish to stay on top of what’s happening at the state and federal political front. • Ask the Expert. Whether it’s confirming a solution you’ve come up with or a complicated, quirky question you need help with, this resource is a godsend. You simply go on-line, pose your question, and within 24 hours receive an answer from at least one, but often a handful of industry experts from all over the country. Their input allows you to smartly and capably tackle insurance issues and bring greater value to your customers. • Volunteer opportunities which foster great friendships. Often people who volunteer will tell you they get more from volunteering than they feel they’ve put into their role. True (at least from my experience). Getting involved in the Association has given me the opportunity to meet some very remarkable colleagues who I now am privileged to call friends. I have learned much from them, have benefited from their advice and felt incredibly fortunate in their support and interest in my success. Give it a try. Take a chance. Becoming involved in the Association is an investment in your own self and your own success. More than 1,000 insurance professionals and agents and 77 vendors attended the Association’s annual convention this past April. It was a great turnout. My hope is we can grow that interest in the Association over the coming year. We’d love to have some of that growth come from your interest and involvement in accessing the benefits and opportunities available. Please talk with any of your board members to find out what opportunities are available for your talents. We’re looking forward to a great year.


We want to be number one in your agency.

And many West Bend agents tell us we already are. In a nationwide ease-ofdoing-business survey, West Bend scored first or second every year for the past five years. In fact, West Bend consistently scores higher than the other companies in our survey benchmark group. But don’t take our word for it. Here’s what our agents have to say ... “I would rather deal with West Bend before any other company. In my humble opinion, they have the best service, underwriters, and customer service people. They make processing, underwriting, everything easy and quick. There’s no second guessing.”

So when it comes to doing business, make West Bend your first call.

We’re the easy choice.

“West Bend is over and above our other carriers.” “West Bend has always been our number one company.” “West Bend has been a main stay the many years I have been an agent of theirs; not just at this agency but at others as well. I honestly can’t think of anything they could do better.”

www.thesilverlining.com

MIIAB Diamond

6 The Minnesota News • June 2011

Partner


Dan Riley driley@miia.org

Executive VP Message

A Successful Convention April’s convention was a huge success because of our growth over the years, as members come to the convention and network. In addition we have had an increase in support by insurance companies and vendors. Our overall convention was up 20% with over 1000 insurance professionals and 77 exhibitors participating in the event. Thanks to everyone for your support. We were apprehensive going downtown for the convention but everyone liked it. Therefore, next years convention will be at the same place, The Hyatt Regency, Minneapolis on April 4-5th, 2012. Mark your calendars.

MIIAB sponsors its first Big “I” Trusted Choice Junior Golf Qualifying Tournament at Hazeltine National Golf Club on July 11, 2011

Although the Big “I” National Championship has been going on for over three decades, MIIAB has joined in holding its first qualifying tournament. The nationally revered Hazeltine National Golf Club will be the site for the first Minnesota qualifying tournament. The top individuals in each division, boys and girls will be awarded an all expense paid trip to the Big “I” National Championship event at Reunion Golf & Country Club, Madison, Mississippi on August 1-4, 2011. We asked our members to help support this event that promotes Trusted Choice to young individuals by doing the following: • Hand deliver a flyer to your local high schools and golf coaches • Talk to your clients who have high school golfers on the local teams • Promote the event at your local golf club • Consider sponsoring a local high school golfer at the event • Finally you might want to volunteer for the event; we need members to help with the tournament If you have any questions about the event or want to volunteer for that morning, please contact Michelle at mschneider@miia.org Thanks again for all your support. It will be a great event for junior golfers!


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 8 The Minnesota News • June 2011

www.go-premco.com

Proudly Endorsed by the MIIAB


Why Play in the Minnesota Trusted Choice® Big “I” Junior Qualifying Tournament on July 11th? Chance to play in a national championship, the 43rd Trusted Choice® Big I National Championship Reunion Golf & Country Club Madison, Mississippi August 1-4, 2011 www.bigigolf.com

Tiger Woods won the Big “I” National Championship in 1990 at the age of 14. The youngest ever to win! He also won in 1992

Compete against champions from 38 states Earn an exemption into the 2012 National Championship Earn exempt status on the AJGA tour Earn AJGA performance based entry points Travel costs covered by participating states Complimentary players lounge and dining area Private housing available Local transportation for all players

Registration fee $125.00 (includes: golf, driving range, refreshments on course, lunch & a sleeve of golf balls) This annual junior golf tournament has been sponsored by MIIAB and the Independent Insurance Agents & Brokers of America for more than 30 years. The top finishers advance to the National Championship (held in a different location around the country each year). More than 6,000 junior golfers from across the country compete for one of the final spots in the national tournament. Consistently rated as one of the best junior golf tournaments in the country, golf greats Phil Michelson, Fuzzy Zoeller, Grace Park and Kellie Kuehne all played in their youth. Tiger Woods even won it twice. Wouldn’t you like your chance to play? June 2011 • The Minnesota News 9


Some good things make other good things even better.

It’s what our independent agency partners do every day with the quality insurance programs from Western National. Together, we meet our customers’ unique insurance needs by providing a mix of coverage, expertise, and relationship-based service that no other team can bring to the table. www.wnins.com

Western National is proud to be a Trusted Choice® company partner

MIIAB Diamond

10 The Minnesota News • June 2011

Partner


Elgibility The MN tournament is open to all amateur golfers who are 13 years old and will not reach their 19th birthday on or before August 4, 2011. Use of drugs or alcohol and any misconduct will lead to an immediate disqualification. Due to the difficulty of the Hazeltine National Golf Course, it is recommended that all players, in each division, have a USGA handicap of 16 or lower. An emergency contact must be provided, and parents or guardians must give consent for an authorized member of the tournament committee to act on their behalf in case of a medical emergency where they cannot be contacted.

Tournament Schedule Monday, July 11th at Hazeltine National Golf Club in Chaska, Minnesota. 7:00 a.m. – registration and driving range opens 8:00 a.m. - shot gun start Lunch will be provided for all players and parents. (check box for parents attending lunch)

Boys Division USGA rules apply, 18-hole stroke play. The 1st place in the boys division will advance to the national championship tournament August 1-4 in Mississippi. Players travel expenses, housing, and entry fee into the National Tournament will be covered by the Minnesota Independent Insurance Agents and Brokers Association and Tournament Sponsors (see details on website). The winner will also receive a tournament trophy. Boys ages 13 - 18 will play from the regular tees, approximately 6700 yards. Caddies and pull carts are prohibited. Spectator carts will generally not be allowed; inquiries will be handled by the pro shops, whose numbers are above. SOFT SPIKES ONLY.

Girls Division USGA rules apply, 18-hole stroke play. The 1st place in the girls division will advance to the national championship tournament August 1-4 in Mississippi. Players travel expenses, housing, and entry fee into the National Tournament will be covered by the Minnesota Independent Insurance Agents and Brokers Association and Tournament Sponsors (see details on website). Winners will also receive a tournament trophy. Girls age 13-18 will play from the forward tees, approximately 5700 yards. Caddies and pull carts are prohibited. Spectator carts will generally not be allowed; inquiries will be handled by the pro shops, whose numbers are above. SOFT SPIKES ONLY.

Go to www.miia.org to register June 2011 • The Minnesota News 11


LIFE • HOME • CAR • BUSINESS • AUTO-OWNERS.COM

We want to thank you, and you, and you . . . Thank you and congratulations agents! Auto- Owners Insurance has been rated “Highest in Customer Satisfaction with the Auto Insurance Claims Experience, Three Years in a Row,” according to J.D. Power and Associates!

Auto-Owners Insurance ranks highest among auto insurance providers in the J.D. Power and Associates 2008-2010 Auto Claims StudiesSM. Study based on 11,597 total responses, ranking 22 insurance providers. Excludes those with claims only for glass/ windshield, theft/stolen, roadside assistance or bodily injury claims. Proprietary results based on experiences and perceptions of consumers surveyed May 2010 – June 2010. Your experiences may vary. Visit jdpower.com.

www.auto-owners.com 12 The Minnesota News • June 2011


Gaining Cooperation Three Maxims for Successful Negotiation By Carl Van

“Everything you know is wrong. Black is white, up is down and short is long. And everything you thought was just so important… doesn’t really matter anymore.” “Everything You Know is Wrong.” - Weird Al Yankovic If you are a fan of the show “Seinfeld,” you will remember an episode where George concludes that every single decision he made and every single approach he took in his past, was wrong. Every gut instinct he had always led him to disaster. So he incorporates a new philosophy: if every single thing that he had ever done was wrong, then the opposite must be right. And from that point forward, instead of doing what he would normally do, he does the exact opposite. Of course things work out very well for him. He gets a new girlfriend, he gets a new job, and his life becomes quite blissful (for a while). Sometimes, in order to be persuasive, businesspeople tend to argue and try to prove others wrong, which is the exact opposite of what you should do. In fact, those arguing will be very detailed in pointing out why other’s beliefs are wrong so they give in. This usually doesn’t work very well, and then you just have a battle on your hands that isn’t needed. continued on page 15

June 2011 • The Minnesota News 13


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/

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Progressive Casualty Ins. Co. and its affiliates, Mayfield Village, OH. Auto insurance prices and products are different when purchased directly from Progressive or through independent agents/brokers. Not available in all states. Market positions from Highline Data’s 2007 written premium data, NAIC 2008 market share data, and 2008 Millward Brown & Harris Interactive survey data. 10A0065.B (01/10)

MIIAB

www.progressiveagent.com 14 The Minnesota News • June 2011

Diamond

Partner


continued from page 15

Negotiation Maxim #1: “Great negotiators never argue with reasons; they argue the facts.” What are you negotiating? Negotiations are for cooperation. And when negotiating for cooperation, the very best negotiators never argue with people’s reasons; they argue with facts. When you argue with someone’s reasons, you are trying to prove them wrong. In fact, most people believe in order to convince someone you’re right, you have to show them that they are wrong. It is just a natural response. It’s the old “let me show you that you are wrong so that you will see that I am right” impulse. Negotiation Maxim #2: “You never have to prove anyone wrong; you only have to prove yourself right.” So what do great negotiators do with people’s reason if not argue? Well, like George, try the opposite. The opposite of proving someone wrong is to simply acknowledge where they are coming from. Effective communicators use the tool of acknowledgement to gain cooperation and save time. In the event you are trying to be persuasive and gain someone’s cooperation, use these three steps: 1. Ask why they don’t want to cooperate 2. Acknowledge their reasons as valid 3. Return to the facts Negotiation Maxim #3: “People will consider what you have to say, to the exact degree you demonstrate you understand their point of view.” Here is an example. Mike works at a department store in the customer service area. His main job is to deal with people who want to get a refund for a product that did not meet their expectations or did not work properly. Rhonda is a recent customer who has brought in an item to return. Mike: Okay, Rhonda, in order to process this return, all I need to do is get a statement from you on what was wrong with the product or how it didn’t meet your expectations. Rhonda: I don’t want to give you that. Mike: Well, why not? Rhonda: Because, you will just use it against me. Mike: Why would I use that against you? That doesn’t make any sense. Notice how Mike immediately tried to show Rhonda she was wrong? Mike should remember three important things: • People will consider what you have to say; to the exact degree you demonstrate you understand their point of view.

June June 2011 2011 •• The The Minnesota Minnesota News News 15 15


Protection You Can Count On

Your home is your castle, and your contents are your treasures, and that is why Austin Mutual offers the protection you need. With Austin on your side, there’s a comfort level that comes with knowing we’re always just one phone call away. So when your castle needs guarding…

Maple Grove, MN 55369 800-328-4628 • AustinMutual.com

Austin’s Got You Covered MIIAB Diamond

www.austinmutual.com 16 The Minnesota News • June 2011

Partner


continued from page 17

• Great negotiators never argue with reasons; they argue the facts. • You never have to prove anyone wrong; you only have to prove yourself right. Here is how Mike might have handled it. Mike: Okay, Rhonda, in order to process this return, all I need to do is get a statement from you on what was wrong with the product or how it didn’t meet your expectations. Rhonda: I don’t want to give you that. Mike: Okay, can I ask why? Rhonda: Because, you will just use it against me. Mike: You know, Rhonda, if you don’t want to give me a statement about theproduct and why you’re returning it; because you are concerned that I am going to use it against you, then I can certainly understand why you don’t want to give me a statement. That makes sense. I just want to let you know that the purpose of the statement is not to use the information against you. In fact, the reason I need the statement is to document the file to be sure that you do get a full refund and that you do get everything that you are entitled to. If you’ll give me a statement of facts, I will be able to process your return and you can be on your way. Did you see how Mike took the time to acknowledge Rhonda’s reasons and skillfully return to the facts at hand? Notice what Mike did in this case. He completely reduced Rhonda’s uncooperativeness by acknowledging it. Notice he did not agree with it, and notice he did not say, “yes, you are right.” He simply acknowledged where Rhonda was coming from. He called the customer a reasonable person. She’s reasonable for the way she feels. The fact that Mike took the time to tell this customer that she was a reasonable person for the way she feels is going to allow her to change her mind (which, of course, is all he wanted in the first place). Stop trying to prove other people wrong, and stick to proving yourself right. It’s easier and a whole lot less stressful.

About the Author: Carl Van is a Professional Public Speaker and business course designer. He is President & CEO of his own international training company. He trains and speaks to audiences all over the United States and Canada on soft skills such as Customer Service and Branding, Negotiations, Time Management and of course Gaining Cooperation. His new book, “Gaining Cooperation” is available on Amazon.com. Mr. Van is available for Guest Speaking and can be reached at 504-393-4570 or www.CarlVan.org or www.facebook.com/carlvanspeaker

June 2011 • The Minnesota News 17


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 18 The Minnesota News • June 2011


Remember When...

1992

1992

1992 June 2011 • The Minnesota News 19


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 20 The Minnesota News • June 2011


Bernie Neff, CIC, CPCU neffbj@aol.com

Technically Speaking...

The Treatment of Flood in Our Newer Policies

Just a few months ago, a lot of our attention was on ice dams and water coming into our clients’ homes. Now it is the tremendous amount of flooding which has affected much of the country. Recently, ISO turned its attention to flood (actually, it is the “Water” exclusion) and tried to react to all the claims and lawsuits that have been hammering at that exclusion, especially since hurricanes Katrina and Ike. Also, there have been many claims all over our country because of heavy rain falls. Here is a breakdown of what they have accomplished. There are literally billions of dollars at stake with the water exclusion. The lawyers have been going to court on several issues, trying to find coverage for their desperate and uninsured clients. This is an especially difficult issue for those who live near the oceans and rivers, but as we have seen with heavy rain falls, it can affect anyone, anywhere. Here is what the water exclusion used to look like. I am going to ignore the parts of the exclusion which are not the problem – namely the parts that refer to no coverage for landslide, mudslide, seepage, etc. The first part of the exclusion used to read: Water (1) “Flood, surface water, waves, tides, tidal waves, overflow of any body of water, or their spray, all whether driven by wind or not…” It then went on to say that if water caused a fire, explosion or sprinkler leakage loss, that would be covered. So, what were the problems? The attorneys have been attacking this exclusion from several angles (and this is not an exhaustive list): 1. In the hurricane losses, they argued that it was the wind, not the water that knocked the buildings down and reduced them to rubble. Since wind is covered, then the losses are covered. 2. The exclusion does not specifically exclude “tsunami”. Therefore, it is covered. 3. The exclusion does not specifically exclude “storm surge” and therefore, it is covered. 4. The exclusion only applies to “nature-made” losses, and not to “man-made” losses. As to #1 above, the courts have seen from pictures and films taken during the hurricanes, that most buildings were still standing when the flood waters came in from the ocean and eventually obliterated them. As to points #2 and #3, the attorneys were correct that the terms “tsunami” and “storm surge” were not specifically excluded, although if you look at the language of the water exclusion, it is pretty clear that such losses are not Technically Speaking...continued on page 23


WE PUT YOU FIRST. NOW LET US PUT YOU AHEAD.

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Plus, we go the extra mile to make doing business with us as easy as possible — both for you and your customers. Contact Frank for additional information about an agency appointment with GMAC Insurance.

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.

22 The Minnesota News • June 2011

www.gmacinsurance.com

1114-AGY-MS-526


Technically Speaking...continued from page 21

covered. But “pretty clear” is not good enough in these situations, so ISO has made some clarification changes in our recent policies. The new water exclusion first appeared in the Equipment Breakdown policy in 2007, followed by all the rest of the property forms that have been revised since – the Building & Personal Property form (including all package forms), the BOP, and the Homeowners 2011 form. To treat older policies, ISO prepared an endorsement that can be used to clarify the water exclusion in older policies and forms. The new exclusion now says: Water (1) “Flood, surface water, waves (including tidal wave and tsunami,) tides, tidal water, overflow of any body of water, or spray from any of these, all whether or not driven by wind (including storm surge).” To correct issue #4, ISO also made one more change, driven by a Louisiana Supreme Court decision a few years ago. That Court decided that the above exclusion only applied to “nature-made floods” but not to “man-made floods”. So, when the man-made dike protecting New Orleans failed and flooded the city, this Court also decided that the losses caused by the dike failure were thus covered. This opened the doors for flood claims to be covered in both commercial and personal lines property forms for flood losses in the city. To prevent this, ISO added a paragraph at the end of the water exclusion: “This exclusion applies regardless of whether any of the above, in paragraphs a. through f., is caused by an act of nature or is otherwise caused. An example of a situation to which this exclusion applies is the situation where a dam, levee, seawall or other boundary or containment system fails in whole or in part for any reason to contain the water”. It is not often that ISO will actually give an example of what they are trying to exclude. Recently, the Army Corps of Engineers deliberately released water from some levees down the Mississippi river that flooded the few to benefit the many. I believe that the phrase “for any reason” should still exclude that. They also added another part (f.) to the water exclusion to remove coverage for “waterborne material carried or otherwise moved by any of the water referred to in paragraph a., c. or e., or material carried or otherwise moved by mudslide or mudflow”. If the waters from a flood deposit some one’s yacht on your roof, for example, that is also excluded. (This probably would be covered by your Homeowners Policy, depending on which coverage your have purchased). So, big changes in how our property forms will cover (or not) future flood losses. It will be interesting to see how the attorneys respond to these changes.

Region 9 Outing St. Paul Saints Game 6/15/11 Click below to find out more: http://mn.iiaa.org/REGION%20EVENTS/2011%20Region%209%20Saints%20Game%2006%2015%2011.pdf

June 2011 • The Minnesota News 23


CHOOSE

WISELY. Work with Allied Insurance and get the kind of support that makes a difference. For you and your customers.

It’s our unique approach that helps you deliver the best experience to your customers so you can write and keep more business. It’s just another way that Allied supports your independence, but makes sure you’re never alone. Learn More. alliedInsurance.com

AUTO • HOME • BUSINESS • POWERSPORTS

Products underwritten by AMCO Insurance Company, Allied Property & Casualty Insurance Company, Depositors Insurance Company, Nationwide Insurance Company of America, Nationwide Affinity Insurance Company of America, Nationwide Property and Casualty Insurance Company, Nationwide Mutual Fire Insurance Company and Nationwide Agribusiness Insurance Company. Home Office: 1100 Locust Street, Des Moines, Iowa 50391-2000. Customers will be placed with one of the above companies based on location and the product requested. Subject to underwriting guidelines, review and approval. Products and discounts not available to all persons in all states. Products are subject to deductibles, exclusions and conditions. Nationwide, the Nationwide framemark and On Your Side are service marks of Nationwide Mutual Insurance Company. © 2010 Nationwide Mutual Insurance Company. All rights reserved. AP01637a (0310) 00

24 The Minnesota News • June 2011

www.alliedinsurance.com


to our Trusted Choice Partners in Minnesota

Liberty Mutual Agency Markets

June 2011 • The Minnesota News 25


OTO5814_Layout 1 5/23/11 9:24 AM Page 1

Encompass Insurance: National company, local-market focus Encompass is one of the nation’s largest companies to provide protection through independent agencies. As part of the Allstate group, we offer the financial stability and economies of scale of a national company – while maintaining a local-market focus. And we’re proud of this. In addition to the feedback we get from our Minnesota-based sales team, we also have one of the premier agency advisory councils in the industry: NorthStar. Its members provide an “agency point of view” to help ensure we understand the marketplace – and help us identify and deliver the products, customer service, marketing, claims and technology agencies need to serve customers and grow profitably. In fact, NorthStar provided valuable input on our Universal Security Policy1, which combines customers’ personal lines insurance into one annual policy. That’s one policy for a customer’s home, car, motorcycle, boat or other recreational vehicle, rental unit – and even a home-based business.2

The power of one With just one policy, customers have: • • • • •

One insurance agent One premium One bill One renewal date One deductible3

That’s less hassle for them – and better retention, better cross sales and more opportunities for agencies to grow profitably. NorthStar also provides input on Encompass Express improvements, which make it easier than ever to write business with us. Its ideas were also critical for many marketing tools we offer that can help your agency attract and retain high-value customers. Our package policy is not available in all states. Through the addition of a HomeWork Supplement to the USP Homeowners policy. 3 One deductible from multiple losses resulting from the same incident. 1 2

26 The Minnesota News • June 2011


The value we offer But there’s more. Here are some other benefits of Encompass Insurance: • Major insurance rating agencies give us strong marks, which can provide peace of mind when you place customers with Encompass.

• Our agency compensation package includes competitive base commissions and contingencies, including profit sharing and local promotions and incentives.

• Our 24x7 claim service has a customer satisfaction rating of more than 96%.4

• Gold Key agencies receive a special 800 number to call for Claims, the Help Desk, Encompass Agent Care Center and Risk Management Center; a dedicated underwriter to handle your specific underwriting needs; free access to webinars by industry experts; preferred placement on our Agency Locator; and enhanced marketing support.

• Our top-notch field sales and education teams are available to consult with your agency to be sure we’re providing the services you need. We help you get up and running – and continue to provide support along the way, with webinar and e-learning programs featuring such topics as value selling and new Encompass products and features. • Our Policyholder Service Center can help minimize daily processing and service work – giving agencies more time to “grow” by doing what you do best: sell, cross sell and retain business.

4

• At Encompass we believe in giving back to communities. In fact, we offer a Foundation grant program that provides funding to qualifying nonprofit organizations at which our appointed agencies volunteer.

Source: Encompass Customer Satisfaction and Loyalty Tracking Survey, March 2011.

June 2011 • The Minnesota News 27


OTO5814_Layout 1 5/23/11 9:25 AM Page 3

About Encompass Insurance • Part of the Allstate group, Encompass is one of the nation’s largest companies to provide protection through independent insurance agents. • Allstate has been selling insurance under the Encompass name since 1999. • According to the Independent Insurance Agents and Brokers of America, nearly 35 percent of consumers purchase personal lines insurance through an independent agent. • Approximately 3,300 independent agents are appointed to sell Encompass Insurance. • Encompass is leveraging the strength of our package product and adjusting rates to be more competitive for high-lifetime-value shoppers – those who own residential property and either insure multiple vehicles or have certain BI limits.

Diamond Partner As a Diamond Partner of the Minnesota Independent Insurance Agents & Brokers Association, Encompass also carries the Trusted Choice® designation by the Independent Insurance Agencies and Brokers of America.

This designation means that we are: • Committed to treating customers as a person – not a policy • Dedicated to proving excellent customer service • Committed to guiding customers through the claims process We think our products and services are among the best in the industry – and that your customers will appreciate the strong Encompass value proposition. We thank our existing agents for their partnership over the years. If you don’t already offer Encompass, take a look. To learn more, prospect agents can go to www.encompassinsurance.com/newagents.asp. For additional information, contact Jen Sellers by phone at (847) 402-2808 or via email at Jennifer.Sellers@encompassins.com.

Encompass appreciates the support of our Minnesota independent agents.

28 The Minnesota News • June 2011


Want a simple way to grow your business?

Here’s

ne.

It’s the Universal Security Policy, only from Encompass®: One policy for home, auto, valuables, personal umbrella and more means it’s easy to provide your customers with complete protection. One company offering higher internal limits, guaranteed replacement cost and unlimited accident forgiveness – features you won’t find with other policies. One bill annually means higher customer retention. And you’ll be happy to know we have a renewed commitment to price consistency. One satisfied customer after another. Our overall customer claim satisfaction rating of over 96% speaks for itself. Plus, selling the Universal Security Policy provides unique benefits for you: Superior income potential including competitive compensation, profit sharing that increases with your production level and bonus growth factors of up to 150%. Superior support from a nationwide network of sales and education teams. And with an increased investment in technology, we’re making it easier than ever for you to do business.

Home | Auto | Valuables | Personal Umbrella

Quote Encompass first. To get started, visit encompassinsurance.com Source: Encompass Customer Satisfaction and Loyalty Tracking Survey, January 2011. Encompass Insurance is a Trusted Choice® Company Partner. We are committed to the independent agency system and our confidence in our agents’ unparalleled value. Package policy is not available in all states. Certain restrictions may apply. Encompass Insurance Company, Northbrook, IL and its affiliates. Availability from a particular company varies by state.

www.encompassinsurance.com

June 2011 • The Minnesota News 29


A Strong Foundation.]

In the business world, there is nothing that compares to a strong foundation. You can count on the foundation that Zurich Small Business has built to provide the coverages, options and programs that help keep small businesses in business.

Web Site Contact Info

www.zisinternet.com 1-800-800-3907

www.zisinternet.com 30 The Minnesota News • June 2011


News

Young Insurance Professionals

Bill Butler is a producer for his family’s independent insurance agency in Apple Valley MN, Butler & Associates Insurance Agency. He took over as the Committee Chair of the Young Insurance Professionals of Minnesota from Tanner Balfany. Here is some background on how Bill ended up in the insurance industry and where YIP in MN is headed this year. First, I would like to thank Tanner for his hard work over the last year as the Committee Chair for the Young Insurance Professionals. With his hard work and leadership we were able to build a strong foundation for the year ahead. The world and local events over the last month have been interesting to say the least. I am very proud of our service men and women for their hard work and dedication. As a former service member who has worked with the Special Operations community I know that they often work long hard dangerous hours for little or no recognition, and they expect none as well. That is why they are known as “The Quiet Professionals”! As a member of the 101st Airborne Division, Pathfinder Company our company motto is Semper Primus which is Latin for “First In, Last Out”. As a Airborne Ranger with the Pathfinders my team lead the 101st Airborne Division by being the “First” into battle by inserting my small team of Pathfinders and lead the way for the rest of the Division to assault in by Blackhawk and Chinook helicopters. It was on a training mission in the fall of 2000 that I broke my ankle on a night parachute jump. That ultimately led me into the world of insurance because while home on convalescence leave, I proposed marriage to my wife Shannon and we have now been married for 9 years. I came back to St. Paul MN to serve as a Recruiter for the MN Army National Guard for almost 3 years. While I was a Recruiter I went to banquet for AAA Insurance and spoke with an agency principle who told me that if I wanted to get into insurance I would need to “jump in with both feet.” Since I had some experience with jumping in with both feet, I decided to do just that and I joined the family insurance agency in Apple Valley MN. Another motto that I picked up in the US Army and it is “Deeds, Not Words.” Both “Semper Primus” and the “Deeds Not Words” have served me well in my personal life and insurance career. I plan to apply both of those as Committee Chair for the Young Insurance Professionals of MN. We have a strong core group of Young Insurance Professionals on our board and we are going to work to provide some great professional development and networking opportunities for the young independent insurance agents in MN over the next year. In the coming months we already have some great events on our calendar and we’re planning some additional ones that we know will be of value to all the Young Insurance Professional members in Minnesota. Bill Butler Committee Chair Young Insurance Professionals

Find us on Facebook

http://www.facebook.com/pages/Minnesota-Young-Insurance-Professionals/144426285598980?v=info

June 2011 • The Minnesota News 31


© 2011 SECURA Insurance

Success is finding an advantage. Intensity can set one apart from all others. 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

32 The Minnesota News • June 2011

www.secura.net

Commercial Personal

Farm

Specialty


ACT UPDATE:

Combat Cybercrime and Protect Your Agency With Simple Security Steps By Danielle Johnson What is Cybercrime? Like traditional crime, cybercrime covers a broad scope of criminal activity and can occur anytime and anyplace. What makes it different is that the crime is committed using a computer and the Internet. You may recognize some of its most common forms such as identity theft, computer viruses and phishing, and at a corporate level, computer hacking of customer databases. Most people are aware of these and protect themselves and their PCs with antispyware and anti-virus software such as Norton or McAfee programs. As an agency owner, you should be alert to the fact that cybercrime is becoming more and more sophisticated and not only targets consumers and large corporations, but small to medium sized businesses as well. Single programs against these intrusions are not enough. An alarming cybercrime now affecting small to medium sized businesses is “corporate account take over.” This involves cyber criminals penetrating the computer network of a business and spreading malicious software, such as a “keylogger” which records the words typed, Web browsing history, passwords and other private information. This in turn allows them access to programs using your log-in credentials. If they steal your password and breach your online banking system, the cyber criminal can begin an online session to initiate funds transfers, by ACH or wire transfer, to their accomplices. The accomplices withdraw the money almost immediately. Take the first steps to prevent fraud at your agency – become aware of the latest cybercrimes and how they can access a business’s computer network. An agency should also employ the most up-to-date online security practices on a pro-active basis. Agencies can also take the opportunity to present these online security practices to their clients, as many are also instituting internet-based online programs at their businesses. Online Security Practices While no tools or automated software is 100% effective, the best solutions to protect your agency are to be well informed and use common sense. Using a multiple vendor, multi-layer approach to system design can significantly reduce your chances of being a victim of cybercrime. To assess the risks associated with a cyber intrusion of your agency’s online systems and critical client data, ask yourself the following questions: continued on page 35

33


I’m celebrating our 100th year by planning for our next 100 years. Jason Bogart, CPCU, ARM, Vice President of Branch Operations Our future will be marked by the relationships we forge with you—the independent insurance agents who represent us. You’re the reason we’ll continue to investigate new market opportunities. Why we’ll develop competitive products. Why we’ll maximize the use of new technologies. Why we’ll emphasize ongoing professional development for our staff. By helping you profitably and efficiently grow your agency, EMC Insurance Companies will continue to serve you and your customers today and well into the future.

MIIAB Diamond

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

34 The Minnesota News • June 2011

Partner

www.emcins.com

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


continued from page 33

1. Does your agency have a hardware based firewall at the network level? 2. Does the network firewall include anti-virus, anti-spyware and anti-spam services along with content filtering and intrusion prevention, detection and real-time reporting? 3. At the individual PC level, does each computer have centrally updated and monitored anti-virus, anti-spyware and anti-spam software loaded? 4. Are your computers set up to automatically update your operating system and applications for the latest available security and critical updates? 5. Do you consider your browser security setting to determine how much or how little information the browser can accept from, or transmit to, a website? 6. Does your agency have a security policy in place that includes such policies as disaster recovery, use/storage of passwords, use of social media on work computers, etc.? 7. Does your agency back-up critical files in case of an issue that disables your systems? 8. Has your agency identified an individual to review security policies and practices on an ongoing basis? 9. Are you aware of the laws governing the protection of personal information in your state? 10. Do you have cybercrime insurance to protect your data and liability exposure in the event of an intrusion? 11. Does your agency have a training program to educate employees on best practices to avoid becoming a victim? 12. Does your online banking system provide multiple layers of security tools to prevent intrusions into the system such as token-based authentication? Agency principals should consider the types of transactions they conduct within online banking and check with their banking institution for available security enhancements. These are just some of the basic steps an agency can implement to assess and protect itself from cybercrime. Your agency should have a network security assessment and review conducted by a certified information technology firm that specializes in network security. This evaluation will help you to identify the “next steps” in securing your network and data from unauthorized access and distribution. If Your Agency Becomes a Victim If you discover, or even suspect, your agency has fallen victim to corporate identity theft, you should proceed as follows: • Immediately cease all online activity and contact your IT administrator. • Remove the affected computer from the network and any other computer stations involved. • Contact your financial institution to disable online access to the accounts and close affected accounts. You can then open new accounts and reset passwords. • Consult your counsel and your state’s data breach notification law and regulations to ascertain the process you need to follow.

continued on page 37

35


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 36 The Minnesota News • June 2011


continued from page 35

• Notify other business partners that may have been affected, such as your insurance carriers. • File a report with the police department. Common Online Fraud Definitions • Malware refers to software programs designed to damage or do other unwanted actions on a computer system. Common examples of malware include spyware, keyloggers, and viruses. • Spyware is a type of malware installed on your computer without your knowledge. It collects small to large pieces of personal information including Internet surfing habits. It can redirect web browser activity and change computer settings. Spyware is typically hidden from the user, and can be difficult to detect once installed without proper antispyware tools. • Keyloggers, as with spyware, are installed on your computer without your knowledge. It is the action of tracking (or logging) the keys struck on a keyboard, typically in a hidden manner so that the person using the keyboard is unaware that their actions are being monitored. Keystroke logging can record the words typed, Web browsing history, passwords and other private information. This is extremely dangerous in all aspects of computer usage. • Viruses are an ever changing and constant threat to all systems. Based on their digital makeup they can deliver malicious content to your data and systems in an effort to either collect data, destroy data, or turn your systems into a machine that spreads the virus or other malware. • “Phishing” is the act of obtaining personal information or spreading malware using emails, calls, text messages or pop-up messages from what appear to be friends or legitimate banks, retailers, government agencies or other organizations. All of the security tips presented here are simply guidelines to aid agencies in not becoming a target for cybercriminals. However, none can be guaranteed 100% effective. Editor’s Note: Please also refer to ACT’s “Security & Privacy” page for a prototype agency information security plan and recorded webinar which will help agencies fashion their written security plan and implement their security program. Go to www.iiaba.net/act and click on “Security & Privacy” in the gray shaded area on the left side of the page. Danielle Johnson is the VP, Director of Information Technology at InsurBanc, which IIABA and the W.R. Berkley Corporation established to assist independent agencies, businesses and consumers with their specific banking needs. Danielle prepared this article for ACT and she can be reached at technology@insurbanc.com This article reflects the views of the author and should not be construed as an official statement by ACT.

37


When one is helping another, both are strong.

Workers’ Compensation Specialists, LLC Protecting Your Customers

For more information contact: Terri Norum Insurance Coordinator tnorum@miia.org P: 952.253.6237 F: 952.253.6242

MIIAB, 7500 Flying Cloud Drive, Suite 900 Eden Prairie, MN 55344 38 The Minnesota News • June 2011

tnorum@miia.org


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 been discussing documentation in our agency and have a bit of disagreement. We know it is important to document critical communication with our customers, so that we can later demonstrate what was said in the conversation. Some of our CSRs recently attended a CE class, and as a result of what they were told, they now want everyone to document every single contact with the customer, even if it was only a routine service issue or question. I could see where this might be a good idea for a new CSR, but most of us have a great deal of experience in providing service to our customers. Because of my experience, I recognize which conversations should be documented, and which are simply routine. Any time I have a conversation with a customer about coverage related issues, I always document that conversation in an activity in our system. I fail to see the benefit of documenting each time we talk, since the majority of conversations are routine servicing calls, such as billing questions, and not related to coverage. Honestly, I don’t know how I would find time to document every single contact, and it seems like a waste of time if there is no real benefit. Could you please address this from an E&O perspective and help us decide how to resolve this? Diane, Illinois

A:

Diane, it is becoming the accepted standard in agencies to document every contact made with or regarding the customer. This not only includes phone conversations, but e-mail, faxes, letters, office visits and all types of contact. In addition to customer contacts, you should also document conversations and correspondence with others, such as underwriters, adjusters, finance companies, body shops, auto dealers, jewelry stores, etc.….. as long as the conversation or correspondence relates to a specific insured. There are a few reasons that this has become the standard. First of all, we do not always know at the time a conversation takes place how important it may be in the future. Second, by documenting every contact with the customer, you create a good chronological record of how frequently the customer is contacted (or contacts you) and the nature of information that was exchanged during any converstaions. In the event of an E&O claim against the agency, the documentation record would help demonstrate the care the agent has given the customer, and provide a better defense against any “alleged” conversation that may have never taken place. Even though this may seeem like an additional burden of work, it can becomes very routine with time. Discuss this with others in your office to determine how they accomplish this with the least effort and keystrokes. Establish clear guidelines in your agency so that all employees understand the need for good, complete documentation. 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 June 2011 • The Minnesota News 39


In The News... Integrity Insurance Elects New Board Member

Integrity Insurance elected Tom Welch to the board of directors during its’ recent annual meeting in Appleton.

Bryson Ensign (Salt Lake City, Utah), who will begin his freshman year this fall at Brigham Young University (Provo, Utah) studying Business

Welch is the President & CEO of Grange Insurance, Integrity’s affiliate partner based in Columbus, Ohio.

Allison Kalkman (Bloomington, Minn.), who will begin her sophomore year this fall at Gustavus Adolphus College (St. Peter, Minn.) studying Elementary Education and Dance

William Soule (Santiago, Minn.), who will begin his freshman year this fall at Bethany Lutheran College (Mankato, Minn.) studying Business Administration

Welch joined the Grange organization in 2001 as President of Grange Life. In 2008, he was named Chief Financial Officer of Grange Insurance before taking on the role of President & CEO earlier this year. Welch is a graduate of Brown University and holds the Fellow of the Society of Actuaries; Member of the American Academy of Actuaries; Fellow, Life Management Institute and Chartered Life Underwriter professional designations. Welch will serve a four-year term.

“It is very rewarding to be able to grant our scholarships to such a talented and accomplished group of young people,” said Western National president and chief executive officer Stuart Henderson. “Supporting their educational pursuits is an investment in their future as well as in the future of the communities where these students work and live. Congratulations to our ‘Class of 2011’.”

Western National Insurance Group Announces 2011 Scholarship Recipients

AIG Tops SNL Financial’s List of Leading U.S. Excess, Surplus Insurers for 2010

(Minneapolis, Minn.) Western National Insurance Group today announced that its scholarship committee has selected six applicants to receive merit-based college scholarships worth $2,500 each for the upcoming fall term.

Top 10 U.S. Excess, Surplus Insurers of 2010 by Market Share

Kayla Berg (Fairbanks, Alaska), who will begin her freshman year this fall at the University of Alaska–Fairbanks studying Nursing

Kasandra Brown (Madison, Wis.), who will begin her junior year this fall at the University of Wisconsin–Madison studying Community & Environmental Sociology and Gender & Women’s Studies

Madison Densmore (Ankeny, Iowa), who will begin her freshman year this fall at Truman State University (Kirksville, Mo.) studying English and French

40 The Minnesota News • June 2011 40 The Minnesota News • June 2011

Based on direct premiums written for the 12 months ended Dec. 31, 2010 1. American International Group 2. Zurich Financial Services Ltd. 3. Nationwide Mutual Group 4. ACE Ltd. 5. W.R. Berkley Corp. 6. Markel Corp. 7. CNA Financial Corp. 8. QBE Insurance Group Ltd. 9. 9. Alleghany Corp. 10. Fairfax Financial Holdings Ltd. Of the top five, ACE Ltd. was the only company with an increase in direct premiums written year over year. While U.S. E&S premiums were down at


ACE unit Westchester Surplus Lines Insurance Co., falling to $408.7 million from $454.9 million, that decline was more than offset by a climb in Illinois Union Insurance Co.’s premiums, which rose to $522.2 million from $437.3 million. Domiciled in Illinois, as the name suggests, Illinois Union falls under the ACE American Insurance Co. umbrella, along with Rain and Hail Insurance Service Inc. (the holding company for crop insurer Agri General Insurance Co.) and Pacific Employers Insurance Co., the latter the parent of Illinois Union. Of the states in which it writes, Illinois Union reported a particularly large increase in Florida, where direct premiums written jumped to $74.7 million from $25.8 million. States with the Largest Amounts of E&S Premiums in 2010 Based on direct premiums written for 12 months ended Dec. 31, 2010 1. California 2. Florida 3. Texas 4. New York 5. Louisiana 6. Illinois 7. New Jersey 8. Pennsylvania 9. Massachusetts 10. Georgia Overall, Florida remained one of the top states for E&S insurers, ranking second only to California, but like the broader industry, premiums written there were down from a year ago, falling roughly 7%. With the deadline for compliance with the Nonadmitted and Reinsurance Reform Act fast approaching, states are in the midst of deciding how they might share premium taxes on multistate risks.

MAJORITY OF PUBLIC DISAGREES WITH THE IDEA OF LOCAL GOVERNMENTS CHARGING ACCIDENT RESPONSE FEES TO INDIVIDUALS INVOLVED IN TRAFFIC ACCIDENTS Sixty-eight percent of adults disagree with the idea that local governments should charge accident response fees to individuals involved in

traffic accidents, according to a new study from the Insurance Research Council (IRC). Requiring insurance companies, rather than the individuals involved in an accident, to pay accident response fees had little impact on the level of support for accident response fees. When reminded that requiring insurance companies to pay accident response fees could lead to higher auto insurance costs, 69 percent of survey respondents disagreed with the idea of local governments charging accident response fees. “Efforts to fund emergency response services through accident response fees stand in direct conflict with the fundamental notion that certain government services should be paid for by all taxpayers — not just those who are unlucky enough to actually need the services,” said Elizabeth Sprinkel, senior vice president of the IRC. Lawmakers in twelve states have enacted legislation prohibiting local governments from imposing accident response fees. Several more have debated similar legislation. The study, Public Attitude Monitor 2011, Accident Response Fees, was based on telephone interviews with 1,012 adults countrywide conducted in January 2011 by the market research firm Harris Interactive. Survey results were weighted by known demographic distributions to ensure that the final results were representative of the total U.S. adult population.

Plymouth’s Michael Falk Promoted at ACUITY ACUITY announced that Michael Falk is promoted to Team Manager - Network and Security. Michael joined ACUITY’s staff in 2002 as a Systems Engineer. He was named Security Administrator in 2004. Prior to ACUITY, he worked as Network Administrator at Lakeland College. A native of Fredonia, Michael earned a bachelor’s degree in computer science from Lakeland College. He lives in Plymouth with his wife, Jennifer, and their children, Micah and Isaac.

June 2011 • The Minnesota News 41 June 2011 • The Minnesota News 41


Na�onwide Strength. Midwest Values. At RAS,

workers’ compensation is our primary focus. It is what we do, and who we are. We partner with our agents to help employers control the rising costs of managing a workforce while protec�ng profitability. We have a proven history of solid performance throughout Minnesota and con�nually develop new ways to overcome the difficult issues inherent to workers’ compensa�on. We have a team approach to deliver excep�onal service, including:  LOCAL CLAIMS MANAGEMENT AND CASE MANAGEMENT  INJURY ASSISTANCE CENTER

You’re local, we’re local; let’s work together.

 STAY AT WORK/RETURN TO WORK PROGRAM DEVELOPMENT  LOSS PREVENTION AND TRAINING  ERGONOMIC ASSESSMENTS AND JOB FUNCTION MATCHING

WORKERS’ COMPENSATION. Our Focus. Your Opportunity.SM

42 The Minnesota News • June 2011

OFFICES IN MINNESOTA AND SOUTH DAKOTA P. 800.732.1486 www.rascompanies.com www.rascompanies.com


Capitol Notes

MN Independent Insurance Agents & Brokers Association

The LegisLaTive and PoLiTicaL newsLeTTer of The Mn indePendenT insurance agenTs & Brokers assocaTion

Rochester growth means new property insurance surcharge

As a result of the latest census data, the city of Rochester has gained enough residents to become a city of the first class under state law. It will now join Minneapolis, St. Paul and Duluth as the state’s only first class cities. These are simply defined as cities with over 100,000 residents. Duluth was designated a first class city years ago but has since technically slipped below the 100,000 threshold. However a provision was added to state law that allows cities to keep that designation until they fall below 75,000 in population. Rochester’s new status means insurers must begin collecting the firefighter relief fund surcharge. Beginning June 1, 2011, property and casualty insurance companies must report, collect and pay to the Minnesota Department of Revenue a 2 percent surcharge on insurance coverage written on property located within the Rochester city limits. It applies to all fire, lightening and sprinkler leakage premiums written for property in the city. The Department has posted more information on a special website: http://bit.ly/lYxkyW

No-Fault Reform bill laid over

As the session began, the Minnesota Insurance Federation was very hopeful for passage of legislation to reform our state’s no-fault auto insurance system. After the election brought Republican control to both the House and Senate, the climate at the capitol was supposed to be more receptive to no-fault reform. However, the bill once again ran up against the strong lobbying efforts of those opposed to changing the PIP system in Minnesota. The primarily goal of the major no-fault reform bill was to bring cost control to medical care payments. In an attempt to move the bill through some difficult committees, the major no-fault reform bill was trimmed to basically bringing soft tissue treatments under the state workers’ compensation system. This would apply primarily to chiropractors and physical therapists. However, the chiropractors association was particularly successful in raising concerns over the bill. The no-fault reform bills, including the bill limiting soft tissue treatment and reimbursement, are not technically dead. They were “laid on the table”. This means that they could be brought again in 2012 when the legislature returns for the second part of the 2011-12 legislative session. Dominic Sposeto MIIAB Lobbyist

June 2011 • The Minnesota News 43


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Proud to be a MIIAB sponsor A Personable Company Keeping You on Course Rated “A+ Superior”

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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!

Could your customers use RLI’s PERSonAL UMBRELLA PoLICY?

Insuring Homes, Farms, Businesses and Autos

• 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!

www.nstarco.com

Box 48, Cottonwood, MN 56229

PUPMK-500 (2/08)

1-800-622-5230

Click and highlight to add custom information or delete

Contact MIIAB at 952.835.4180

PUPMK-500 (2/08)

Success Takes More Than A Few Ingredients

Could your customers use RLI’s

Satisfy your appetite UMBRELLA for business withPoLICY? a strong PERSonAL partner. Talk•toVery usaffordable about how we can partner with you–and • Easy for right your customer — Quotes with 10and quicksucceed. questions provide the ingredients to grow • Limits of $1, $2, $3 and $5 million available Rated Center A+ “Superior” by A.M. 8300 •Norman Drive, Suite 250Best Company Bloomington, MNnationwide! 55437 • Available (952) 897-3000 www.hanover.com

Could your customers use RLI’s PERSonAL UMBRELLA PoLICY?

Security Life is proud to be an MIIAB member

• 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 Headquarted in Minnesota for over 50 years, • Available nationwide!

Security Life specializes in dental and vision plans for individuals and groups down to two-lives.

Click and highlight to add custom information or delete

Click and highlight to add custom information or delete

PUPMK-500 (2/08)

Could your customers use RLI’s PERSonAL UMBRELLA PoLICY? • Very affordable • Easy for your customer — Quotes with 10 quick questions 44 The Minnesota News • June 2011 • Limits of $1, $2, $3 and $5 million available

Visit www.StarsDental.com or call 866.847.1120 to learn more

PUPMK-500 (2/08)

Could your customers use RLI’s PERSonAL UMBRELLA An MIIAB “Power in Partners”PoLICY? Gold Partner • Very affordable • Easy for your customer — Quotes with 10 quick questions • Limits of $1, $2, $3 and $5 million available


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

MN Agent Ad:Layout 9:09 AM Page 1 defense 1of 5/3/10 insurance agents

Proud to be a Trusted Choice® member company General Casualty® – for all your insurance needs. generalcasualty.com The links logo is a registered service mark of QBE Insurance Group Limited. General Casualty is a registered service mark of General Casualty Company of Wisconsin. All coverages underwritten by member companies of QBE. © 2010 QBE Holdings, Inc.

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

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Offering both Admitted and Non-Admitted carriers

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June 2011 • The Minnesota News 45


When it comes to protecting your reputation, you may find us surprisingly fierce. With over 30 years of serving the U.S. insurance agents market, we’re the most experienced provider of professional liability coverage. Yet it’s not just our longevity in the market that may surprise you; it’s our commitment. As more than 20,000 insurance agencies across North America have discovered, we’re fiercely committed to protecting what matters most – your business, your financial assets and your reputation. At Swiss Re, we always work with the same raw material: risk. And what we work to create for our clients is always the same product: opportunity. See for yourself at www.swissre.com/insurance

© 2009 Swiss Re For more information on our Insurance Agency professional liability program, please contact your state association. Shelley Waldhauser, Minnesota Independent Insurance Agents & Brokers Association 7500 Flying Cloud Drive, #900, Eden Prairie, MN 55344 P) 800-864-3846/X-6086, F) 952-835-4774, D) 952-253-6086, C) 612-812-6437 swaldhauser@miia.org Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas, a member of the Swiss Re group. Westport is licensed in all 50 states and the District of Columbia.

The_Minnesota_News_PrimIns_Lion_Cat_EN_USA_PL_A_151009.indd 1

46 The Minnesota News • June 2011

www.swissre.com/bigi

26.10.09 13:53


CONSTRUCTION

Workers’ Comp InsuranCe For more InFormatIon, Call: (800) 381-9347 | amerIsaFe.Com www.amerisafe.com

y t i s r e v i n U l a u t r i V 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, MN Independent Insurance you can be confident you or your staff is learning the highest quality education available Agents & Brokers Association 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. 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. All of this can be accessed on the web at www.independentagent.com/vu

June 2011 • The Minnesota News 47


MN Independent Insurance Agents & Brokers Association

2011 Flood Seminars June 28, 2011 - Eden Prairie Prairie Conference Center 7500 Flying Cloud Drive Eden Prairie, MN 55344 952-835-4180

June 29, 2011 - St. Cloud

June 30, 2011 - Rochester

Best Western Kelly Inn 100 4th Ave S St. Cloud, MN 56301 320-253-0606

On December 31, 2007, the MN Department of Commerce issued Bulletin 200713. The bulletin addresses the state’s requirement for flood insurance training, “All resident insurance producers who sell flood insurance policies through the National Flood Insurance Program (NFIP) must comply with the minimum training and education requirements established by FEMA pursuant to Section 207 of the Act…” “FEMA and continuing education sponsors are developing courses related to the NFIP. An insurance producer who sells flood insurance through the NFIP can satisfy the minimum training and education requirements established by FEMA by completing an accredited course related to the NFIP…” This means that this seminar meets the requirements of Section 207 of the Act and are approved by the Commissioner of Commerce for 4 continuing education credits. These seminars address not only the most basic flood insurance issues, but some of the program’s more advanced components as well.

Doubletree Rochester 150 S Broadway Rochester, MN 55904 507-280-8888

Cost

$65 Members $75 Non-Members

Registration Information 8:00a.m. - 8:30a.m. Sign in 8:30a.m. - 12:30p.m. Seminar

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 _______________________________________________________________________________________________________________________ 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

48 The Minnesota News • June 2011


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

June 2011 • The Minnesota News 49


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 9/21/11 - Eden Prairie Personal Auto 10/5/11 - Duluth *Dynamics of Service 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 12/8/11 - 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

50 The Minnesota News • June 2011


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

June 2011 • The Minnesota News 51


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.

52 The Minnesota News • June 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 June 2011