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professional agent MARCH | 2014

Wh at’s Inside? Coach Your Sales Team......15 Corporate Character...............21 5th Annual Winter....................26 Get-Away Year End Review......................31 Classifieds..............................32 Legislative Meetings...............34 Coming Events.. .....................38

Digital Editions of PIAW Magazine Available at

www.piaw.org


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From the

President Jeff Glass — President, PIA of Wisconsin

How Times Have Changed Being a collector of old Shelby cars, I can recall how difficult it was to find certain cars back in the 80’s and 90’s. You had to wait for your monthly copy of the Hemming’s Motor News and after receiving it, you had to read it cover to cover in hopes of finding the car you were looking for. Heck, the one Shelby I have today took me nearly two years to find and purchase, and that was aggressively hunting. Now, fast forward to today. You can go to countless websites or social media sites, plug in any car information and bingo, you can find just about anything you want in a matter of minutes. Information and communication moves at lightning speeds at zero cost to the end user today. It sometimes can be very overwhelming, but it’s our world we live in today. Now, one of my goals as president of the PIAW this year is to get the association’s communications with its membership as efficient and effective as possible. Currently the PIAW has a Facebook and LinkedIn presence for social media, a web site second to none…. but did you know PIAW also has Twitter?? What is Twitter?? Twitter is currently one of the most effective ways to receive or send information in short blasts (140 characters or less, or internet links) to a mass of people all at the same time. Twitter users choose who they follow and do not follow. The user has total control of what information they receive on their Twitter home page. So as an example, I choose to follow on Twitter… news, politicians, insurance related sites and a hand full of

Shelby sites (gets me the inside scoop on cars). I personally no longer have news apps on my IPhone. I follow specific news originations on Twitter and it is freaky fast. As a news story is literally happening, reports are being tweeted to you live. Heck…. the night Bin Laden was exterminated, I was receiving tweets on my phone 20 minutes before President Obama went on the air to address the nation as to Bin Laden’s demise. Twitter works and is very efficient. As a push to more effectively and efficiently communicate with its membership, PIAW would like all its members who use Twitter to follow PIAW (Twitter handle is @ PIAWofWisconsin) on your Twitter account. I promise the PIAW won’t tweet the heck out of you with junk, but we will tweet out to you relevant association information on education, legislation, social functions, important industry news…etc., etc., etc.—all in an effort to help you be a more informed, cutting edge insurance professional. The PIAW Twitter account (@PIAWofWisconsin) is open to all members and associates of the PIAW. Please take a few moments and go out and find PIAW and hit the “follow” button. It would be really cool to have 500 followers by August of 2014 when my term ends. Thanks. P.S. If any of you know of any old Shelby’s sitting in a barn, give me a call. J.J. Glass

MARCH 14 3


Memos from

Madison Ron Von Haden, CIC — Executive Vice President, PIA of Wisconsin

The New Farm Bill IF YOU LIKE TO EAT, the new Farm Bill should be of great interest to you. After years of haggling and partisan bickering, congress finally passed a farm bill that has both sides of the aisle moaning because they didn’t get all they wanted. Nearly a TRILLION dollars is involved with this massive piece of legislation. Crop insurance, the food stamp program, subsidies to farmers and ranchers, money for product marketing lead the way but some obscure programs are hidden deep in the thousands of pages of the bill. Hundreds of lobbyists were literally slithering through congressional offices to promote or save their issues from being cut from the final version.

the good old boys on Capitol Hill may need a nap after that much activity.

YOU JUST CAN’T FIX STUPID, but you can pay his bills. Take the case of Jerry Williams of Little Rock, Arkansas. He was awarded $14,500 plus medical expenses after being bitten on the butt by his next door neighbor’s beagle—even though the beagle was on a chain in its owner’s fenced yard. Williams didn’t get as much as he asked for because the jury believed the beagle may have been provoked at the time of the butt bite because Williams had climbed over the fence into the yard and repeatedly shot the dog with a pellet gun!

And then there’s Kara Walton of Claymont, Delaware who sued the owner of a nightclub in a nearby city because she One big winner was the catfish industry. They got oversight fell from the bathroom window to the floor, knocking out of the industry and product inspections moved from the her two front teeth. Even though Ms. Walton was trying to Food and Drug Administration to the Department of sneak through the ladies room window to avoid paying the Agriculture. Personally, I don’t know what difference that $3.50 cover charge, a jury said the nightclub had to pay her makes but it sure upset a lot of people outside the industry. ()*234!,-#%./+!0++1234!5)-0+,6!#-!;#%/=!$#%!/20+!)99+66!,#!5)3$!5#-+!5)-0+,67! $12,000, plus her dental expenses. Arizona Senator John McCain even quipped “It seems

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catfish is one bottom feeder with friends in high places.” BC!$#%!)6!#;3+-!;)3,!,#!61+3=!/+66!>5+!#3!)=52326,-)>#3!.%,!9#3>3%+!,#!#;3!,@+! Finally, Amber Carson of Lancaster, Pennsylvania received .##0<!,@+!)36;+-!26!A#.+-,6#3!A$)3 $113,500 when a jury ordered a Philadelphia restaurant to A divorce lawyer friend once told me that he knew he had BC!$#%!)6!#;3+-!;)3,!,#!6+//!$#%-!)4+39$<!,@+!)36;+-!26!A#.+-,6#3!A$)3 pay her after she slipped on a spilled soft drink and broke done a good job if both sides were upset with the final BC!$#%!;)3,!5#-+!9#3626,+39$!23!+)-32346<!239/%=234!1-#?,!6@)-234<!,@+!)36;+-!26! her tailbone. Problem was, the reason the drink was on the agreement so maybe the same philosophy applies here. At A#.+-,6#3!A$)3 floor was because Carson had thrown it at her boyfriend 30 least the congress did something for a change instead of seconds earlier during an argument. their usual wrangling without producing any result.

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Ya can’t make this stuff up! So now, we can! eat our carrots, rice and steak, chickens and catfish without worrying about the amount of “pork” AND REMEMBER…..Experience is what you get when you D#!?3=!#%,!5#-+!,#=)$<!9)//!E)-$!F%-,#3<!G@2+C!H1+-)>34!HI9+-<!),!JKJLMMKLNOPQ don’t get what you want. we’ll have to endure to get a bill signed into law. Some of

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From the

Boardroom LouAnn Herriges, CIC, CISR — Vice President, PIA of Wisconsin

Calling all Agents, Producers, CSR's, Company Reps! WE WANT YOU!!!!! Every year the PIA sends out a call for volunteers! The biggest one is the call for volunteers to be on Committees that are an integral part of the organization. The Committee is where it all begins. The Committee Chairperson and Board Liaison take the Committee’s suggestion to the Board of Directors. The Board of Directors take the suggestions from the Committee recommendations. Once approved, the implementation process begins. You can be a part of the suggestions and recommendations by volunteering to be on a committee.

believe that being on a committee takes a large commitment of your time. It is true that it is a committment, however, many committees meet only once or twice a year. Some meet once and then do many activities via email. Some through conference calls. This summer a blast email will be sent out or a form will be included in the PIA magazine to sign up for a committee. You do not have to wait for summer to volunteer. Forms can be completed at any time by going to the PIA website – www.PIAW. org. The website also has a list of each committee, its purpose, the committee chairperson, board liaison and members.

Each year we find that many of the same people are willing to volunteer their time. We sincerely want to thank each and every one of them for the time and efforts with hopes that they will continue to volunteer. We are still in need of more volunteers with great ideas and enthusiasm.

Each September the PIA has a Committee kick-off meeting in

Many times we hear from members through phone calls, survey results, word of mouth - “I wished they do this?”, “Why don’t they do that”, “Why don’t they have a class on that subject?”and “Why aren’t they listening”. Well, this is your opportunity. Why not volunteer!

ourselves and those around us. Throughout my entire life, in

Volunteering to be on a committee may give you the say and answers you are looking for. Some of the members

6 MARCH 14

Madison to discuss goals for the year for each committee to work on. Attendance is not required but it is usually beneficial. Today our lives are all about connection. We each strive to stay connected to our family, co-workers and our peers to better both personal and business, I have always been a volunteer. The rewards, relationships and benefits are endless. Who knows, you may get some of those questions answered. Volunteer by joining a committee. Remember—We Want You! PS: It looks great on your RESUME!


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MARCH 14 7


OCI Administrative

Actions Ted Nickel — Commissioner of the Office of Insurance

Madison, WI—OCI has taken the following administrative actions. In many of these cases the respondent denied the allegations but consented to the action taken. Any forfeitures paid in these administrative actions are deposited in the Common School Fund which is administered by the Board of Commissioners of Public Lands. The earnings from this fund are distributed to all public K-12 schools in Wisconsin and are used by school libraries to purchase books. Copies of the administrative action orders may be viewed online at https://ociaccess.oci.wi.gov/OrderInfo/OrdInfo.oci. OCI is responsible for overseeing the operations and marketing of insurance companies and agents in Wisconsin. OCI encourages anyone with a question or a complaint regarding an insurance company or agent to contact the office at this toll-free telephone number: 1-800-236-8517.

Allegations

and

Actions Against Agents

James Hillard Adger, 5806 Lady Bug Ct., Tampa, FL 33625, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to disclose administrative actions taken by the states of Florida and Wisconsin on a licensing application.

Charles Cardenas, 4330 Spectrum One, Apt. 1116, San Antonio, TX 78230, agreed to the denial of his application for an insurance license for 60 days. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to disclose an administrative action taken by the state of Wisconsin on a licensing application.

Ann M. Alexander, 1600 Aspen Commons, Ste. 600, Middleton, WI 53562, had her application for an insurance license denied. This action was taken based on allegations of exhibiting financial irresponsibility.

Siobhan Davis, 1364 S. Babcock St., Melbourne, FL 32901, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having a criminal conviction which may be substantially related to insurance marketing type conduct.

Ryan J. Baron, 1134 Jenifer St., Apt. 3, Madison, WI 53703, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to pay Wisconsin delinquent taxes. Bethany Bradley, 121 Berkley Rd., Apt. 1, Verona, WI 53593, had her insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes. Jack Daniel Brees, 2989 S. Waukesha Rd., Milwaukee, WI 53227, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having unpaid civil money judgments. Courtney Bumber, 515 Lawrence Ave., Rothschild, WI 54474, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI, failing to apply for licensure within 30 days of completing an insurance examination, and failing to complete the required fingerprinting. Donnell Byrd, 6986 N. Raintree Ct., Unit A, Milwaukee, WI 53223, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes. 88 AUGUST 13 MARCH 14

Wendi L. Dickson, 119 Ridge Rd., Palmyra, WI 53156, had her application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application. Marvin Gholston, 4200 Hawthorne Rd., Pocatello, ID 83202, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of California on a licensing application. James R. Gilmet, 5220 St. Patrick’s Rd., Lena, WI 54319, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to apply for licensure within 30 days of completing an insurance examination. Bernabe Gonzalez, 161 Walton Ave., Waukesha, WI 53186, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes. Yuliana Gonzalez Landeros, 216 N. 9th St., Abbotsford, WI 54405, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to [continued on page 10]


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OCI Administrative Actions [continued from page 8] provide evidence of eligibility to work in the United States. Traci L. Graham, 1938 Mound Ave., Beloit, WI 53511, had her application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application. Richard A. Green, 1326 Schofield Ave., Schofield, WI 54476, was ordered to pay a forfeiture of $500.00 and was ordered to provide requested information within 10 days of receipt of the order. This action was taken based on allegations of failing to respond promptly to inquiries from OCI. Robert Lee Green, 1350 N. Glenville Dr., Richardson, TX 75081, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and owing delinquent child support. Shannon Green, 10975 S. Sterling View Dr., Ste. A1, South Jordan, UT 84095, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having a criminal conviction which may be substantially related to insurance marketing type conduct. Joseph R. Hodorowski, 11703 N. Wauwatosa Rd., Mequon, WI 53097, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes. Deborah Jean Hoeft-Christopherson, 11600 161st St., Chippewa Falls, WI 54729, had her insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes. Brooke E. Hoss, S2518 Eagle Rd., Marshfield, WI 54449, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to retake an examination required for licensure. Dennis Kongvongsai, 2020 W. 89th St., Leawood, KS 66206, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of New York on a licensing application. David L. Krupa, W56N437 Lenox Pl., Apt. 1, Cedarburg WI 53012, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes. Sarah E. Laux, 13907 N. Port Washington Rd., Mequon, WI 53097, had her insurance license revoked, was ordered to pay consumer restitution of $584,995.00, was ordered to pay a $32,000.00 forfeiture within 31 days, and was ordered to pay an additional forfeiture of $600,000.00 within 60 days. These actions were taken based on allegations of making misrepresentations to insurance consumers, offering benefits not specified in insurance contracts to induce sales to consumers, misappropriating consumer funds, and failing to respond to OCI. See the press release at oci.wi.gov/ pressrel/0214slaux.htm. 10 MARCH 14

Reuben D. Levinsohn, 805 Lantern Hill Dr., East Lansing, MI 48823, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application. Michael E. Mezei, 1715 Jaynes Rd., Mosinee, WI 54455, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes. Shawna Leigh Miller, 306 Main St., P.O. Box 64, Pepin, WI 54759, had her insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes. Amanda S. Mindin, 2516 N. 83rd St, Milwaukee, WI 53213, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to complete the required fingerprinting and background check. William J. Motzel, 9 Kings Mill Cir., Apt. 108, Madison, WI 53718, had his application for additional lines of insurance authority denied. This action was taken based on allegations of having criminal convictions which may be substantially related to insurance marketing type conduct, failing to disclose a criminal arrest or conviction while licensed, making material misrepresentations on an application form, failing to respond promptly to inquiries from OCI, having unpaid civil money judgments, having a tax delinquency at the time of application, and owing delinquent child support. Michael J. Owens, W171 N10330 Wildrose Ln., Germantown, WI 53022, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes. Joel Michael Paprocki, 12600 Hill Country Blvd., Ste. R275, Austin, TX 78738, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide evidence of resident surplus lines insurance licensure. Tymar Parker, 2909 Hickory St., Omaha, NE 68105, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and owing delinquent child support. Jean Pazerunas, 425 S. Cedar St., Palatine, IL 60067, agreed to the denial of her application for an insurance license for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application and failing to respond promptly to inquiries from OCI. Jennifer Regina Proctor, 1350 N. Glenville Dr., Richardson, TX 75081, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having a legal judgment rendered against her or her business. Leonard Pyatt, 4021 S. 700 East, Ste. 500, Salt Lake City, UT [continued on page 12]


MARCH 14 11


OCI Administrative Actions [continued from page 10] 84107, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and owing delinquent child support. Rolando Xavier Reyes, 12653 Telecom Dr., Ste. 100, Tampa, FL 33637, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide evidence of resident surplus lines insurance licensure. Rolando Xavier Reyes, 12653 Telecom Dr., Ste. 100, Tampa, FL 33637, had his application for an insurance license denied. This action was taken based on allegations of failing to provide life settlement broker information and failing to respond promptly to inquiries from OCI. Gregory Thomas Smith, 6578 Slaughter Rd., Primm Springs, TN 38476, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and owing delinquent child support. Tristan J. Spaulding, 441 Mead Cir., Wisconsin Rapids, WI 54494, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose criminal charges and convictions on a licensing application.

Allegations

and

Warren H. Stevens, 306 McGraw St., Eau Claire, WI 54701, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose criminal convictions on a licensing application and failing to respond promptly to inquiries from OCI. Noel G. Thomas, 1370 S. Babcock St., Melbourne, FL 32901, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and submitting duplicate licensing applications. Phaedra Ann Torres, 4012 Belknap St., Superior, WI 54880, had her insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes. Gregory W. Walsh, 1849 E. 7th St., Apt. 2, St. Paul, MN 55119, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes. Michael Zolondek, 351 Grayside Ave., Mauston, WI 53948, agreed to the revocation of his insurance license for a minimum of two years, agreed to pay a $7,500.00 forfeiture, and agreed to never teach, moderate, and/or proctor any insurance classes or seminars. These actions were taken based on allegations of assisting students to cheat on insurance examinations and making misrepresentations to OCI and others regarding his conduct as an exam proctor.

Actions Against Companies

Assurance Group, Inc., 5035 Prospect St., High Point, NC 27263, agreed to the denial of its application for an insurance license for 31 days. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and for failing to disclose administrative actions taken by the states of Florida, South Dakota, and Wisconsin on a licensing application. Columbus Mutual Town Insurance Company, 205 S. University Ave., Beaver Dam, WI 53916, was ordered to pay a forfeiture of $1,000.00. This action was taken based on allegations of failing to comply with an examination order.

Mercycare HMO, Inc., P.O. Box 550, Janesville, WI 53547, was ordered to pay a forfeiture of $3,000.00. This action was taken based on allegations of failing to comply with an examination order. Mt. Morris Mutual Insurance Company, N1211 County Rd. B, Coloma, WI 54930, was ordered to pay a forfeiture of $1,000.00. This action was taken based on allegations of failing to comply with an examination order.

Congratulations Commissioner Nickel! 

 Nickel Elected to NAIC Leadership Post Madison, WI—Wisconsin Insurance Commissioner Ted Nickel was elected on December 15, 2013, to the post of Chair of the Midwest Zone of the National Association of Insurance Commissioners. The annual elections comprise the votes of the commissioners in the Zone.The Midwest Zone is comprised of the insurance departments of Illinois, Indiana, Iowa, Kansas, Michigan, Minnesota, Missouri, Nebraska, North Dakota, Ohio, Oklahoma, South Dakota and Wisconsin. The Midwest Zone focuses on insurance issues that are paramount to Midwest area insurance regulators and ensures that those issues are brought up and discussed to the full committee. Nickel began serving in this role in January of 2014. Created by the Legislature in 1871, Wisconsin’s Office of the Commissioner of Insurance (OCI) was vested with broad powers to ensure that the insurance industry responsibly and adequately met the insurance needs of Wisconsin citizens. Today, OCI’s mission is to lead the way in informing and protecting the public and responding to its insurance needs. 12 MARCH 14


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14 MARCH 14


This Season your Sales Team from Good to Great!

Coach

by Lance Cooper

Most of us remember Alabama’s famous football coach Paul “Bear” Bryant. Someone once said, “The Bear could beat your team on one Saturday, and then take your team and turn around and beat his team the next Saturday!” He knew how to coach players, knew their strengths and weaknesses and how to get their best effort. He knew how to win.

H

How can you coach your sales team like Bear Bryant: from good to great? How can you do this with different personalities and age groups? How do you get salespeople engaged with their best efforts and able to handle rejection with dogged persistence until they achieve their goals? In every field of endeavor, a coaching philosophy, or set of values and beliefs, drives the performance system. This philosophy affects the hearts of its listeners. As we accept certain values and beliefs, attitudes emerge about coaching or leading people. The resulting behaviors turn into habits, which then produce consistent results. For example, one group of sales coaches believes that people cannot be trusted and so they micromanage people and their outputs like machines. Others do not believe in the coaching role at all and believe that people will succeed or fail despite their intervention - so they tell them what’s expected and then stay away. Some sales managers believe that people do better when they are afraid. As a result, they brow beat their salespeople and work to create an atmosphere of fear and control. The cultural effects are obvious: some sales teams operate out of a fearful spirit while others are courageous. Some are honest and some are not. Some believe in serving others - some do not. Some are creative and innovative while others wait for orders from the manager. Salespeople make confident and winning moves in the heat of the moment or we see them quit early and leave in defeat. What are the most important values and beliefs that define great coaching in sports or in sales?

Great sales coaches care about their people. They demonstrate this by paying attention to each salesperson’s motivational needs plans and progress. To understand their needs, they ask questions like, “What do you want?” “What are the three things that motivate you the most?” “What goals do you have in those areas?” From these questions, they discover the motivating center for each of their sales reps: competition, recognition or possibly a specific need to make a certain amount of money. Then, they help the rep put together a personalized sales plan to reach their objectives and get their payoff. They also demonstrate concern when they notice progress, praise effort and show appreciation for a person’s performance. Finally, they individualize their approach by understanding the rep’s temperament – their need to socialize, get tasks accomplished, or think through each step. Great sales coaches believe that their people have what it takes to achieve their goals. They demonstrate this faith by how they communicate when an individual or a team falls behind the pace necessary for goal achievement or misses hitting an objective. They teach sales teams the steps and skills within the sales process that lead to results by focusing on coaching 1-2 skills at a time until they become habits. They talk about specific points of progress. With various words and actions, great coaches help their team get better and reach personal objectives. They may even say, “I believe you can get this done, accomplish this task, or master this skill.’ They go with them on calls, listen to their concerns, watch their behaviors and habits, and remove sales process hindrances within their control. Great coaches sacrifice

[continued on page 16] MARCH 14 15


Coach . . . [continued from page 15] personal time for the improvement, encouragement, and correction of a person’s performance. Then, they do this for as long as they have confidence in a rep’s ability to achieve minimum performance or higher.

greatness is possible. As Paul Bear Bryant or as a sales manager, the values and beliefs remain the same. Never accept mediocre effort. Care about the reps. Let them know you believe they have what it takes. Expect them to get better.

Great sales coaches expect their people to improve and get better. And, those expectancies are specific and communicated. Specific plans, processes and skills, lead to specific habits and objectives. Sales leaders help their reps develop personalized sales plans and development objectives. They help reps find better ways to prospect or to set appointments, how to ask questions and identify a prospect’s needs, or to weave needs and recommended products into a solution that helps a new customer or turns into a profitable sale.

People live into and up to the expectations of the culture around them and leaders define the culture. Make it a challenging, fun, and purposeful experience for those you coach and they will rise to your expectations. n

Coaching a team to greatness begins with a belief that

Lance Cooper is a keynote speaker and author of Selling BEYOND Survival: The Essential System for High-Activity Sales Professionals. Lance is president of SalesManage Solutions, a company that teaches sales leaders how to recruit sales superstars and coach teams to greatness. For more information, please visit www.lancecooper.com or email him at lcooper@salesmanage.com.

Each approved for 3 WI CE Credits. Live. No Test. No proctor. Visit w w w .pi aw .org for a W e b in a r d e m o a n d c o u r s e d e s c r ip t ion s. (a) National Health Care Reform (b) Ethics for Insurance Professionals (Ethics CE and Utica approved) (c) BIP(idy) BOP(idy) BOO(ze): Turning Three Mundane Coverages Into Magic (d) CHAOS: Contracts, Hold Harmless, Additional Insureds and Other Stuff (e) Cybertech: Recognizing and Insuring Electronic Risk (f) It’s Personal: Home and Auto Exposures Your Insured Won’t Tell You March (a) 7th 8 – 11 am (f) 24th 8 – 11 am (b) 26th 8 – 11 am

APRIL (e) 14th (b) 15th (c) 22nd (a) 23rd (d) 28th

8 – 11 8 – 11 8 – 11 8 – 11 12 – 3

am am am am pm

Fee per Webinar: $50 PIAW Member / $60 Non Member All times CST

If you need WI CE for a webinar that takes place the last week of your deadline please contact PIA www.piaw.org before registering. Register at www.piaw.org or call PIA at 1-800-261-7429 16 MARCH 14


humor

{

From His Lips Because it was a busy day in Heaven, St. Peter was interviewing recent arrivals three at a time. After making sure the latest trio was worthy of entering Heaven, St. Peter asked, "Now, what would you like the pastor to say at your funeral?" The first man said, "I want him to say that I was a wonderful father and loving husband who never, ever cheated on his wife." The second man answered, "Have him say that I was the most honest businessman in the world and that I absolutely did not embezzle all that money from my company before I died." The third person, a woman, thought for a moment, and then replied,"I want him to say, 'Oh my God, call a paramedic! She's still breathing."

MARCH 14 17


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18 MARCH 14


I realize the importance of political contributions to the future of the Professional Insurance Agents of Wisconsin and our customers. I want to be part of the process leading to success in achieving PIA’s goals in the Wisconsin Legislative arena. Please hold my contribution as a deposit in the PIA Legislative Conduit account to be used at my direction. I understand that I will be contacted in the future, by telephone, email or direct mail, to authorize the use of these contributions. I will be asked to respond with my signature on appropriate authorization forms. Name:___________________________________________________________________________________ (Please Print)

Primary Employer:________________________________________________________________________ (required to disburse any contributions greater than $100, by Wisconsin Law)

Business Address:_____________________________ City:_____________ State:_______ Zip:__________ Home address:________________________________ City:____________ State:_______ Zip:___________ Business phone:______________________________ Home phone:_________________________________ Email address:_____________________________________ Contribution amount:____________________ Credit Card Payment Name on card:_________________________________ Signature:__________________________________ Amount:______________ Card Number:_________________________________ Exp. Date:____________ Billing address on card:_____________________________________________________________________ City

State

Zip

Contributions are NOT tax deductible for income tax purposes. Donations must be made from Personal accounts only. NO Corporate or Business Checks or Credit Cards accepted Return to: PIAW Legislative Conduit Account PIA of Wisconsin, Inc. ● 6401 Odana Rd. ● Madison, WI 53719 Fax: 608-274-8195 ● www.piaw.org ● Email: rvonhaden@piaw.org

MARCH 14 19


20 MARCH 14


Build Your

Corporate Character

Prevent Ethical Breakdowns By Stan Craig

Ethics and values are eroding across a wide spectrum of government, organizational and corporate sectors around the world. Bribes, cheating, criminal behavior, sexual abuse and harassment are becoming commonplace. A nationwide survey on workplace ethics in 2011 opened with this startling statement, “Based on what we see now, we expect workplace ethics to decline.” That is a powerful and alarming comment, but it is based on solid research from the Ethics Resource Center.

I

It seems as if not a day passes by without a new story about ethical breakdowns. From doping athletes in baseball and cycling being stripped of titles and victories to politicians who behave as if sexual harassment and financial self-dealing are privileges of office, the stories are never ending. Why are ethics in decline for individuals and corporations? • A me-first attitude that places corporate interests and individual pleasure or gratification before all other ethical responsibilities • A craving for power, status, wealth and recognition that sees people, family, friends and others as tools to be used whenever necessary • An “everybody is doing it” attitude that implies permission for any behavior • A lack of accountability, which makes ethical misconduct a personal matter • A social acceptance of wrong-doing as a way to succeed, stand out and achieve goals without the out-of-date restraints of the past • A “rot at the top” stain which harms the entire body, group or company • A focus on short-term benefits at the expense of quality, value and integrity

The good news is that you can prevent ethical issues in your company by making ethical behavior a priority. Here are a few ways to create a culture of ethical behavior: 1. State the values that matter and why—for your firm, your clients and every employee. Stated values have a perceived value in the workplace when posted, referred to and taught. They give meaning to the daily work routine. A common commitment to the client, providing the best products in the market place, and unparalleled service carry more value than stockpiling profits which employees do not always share. 2. Publicize the firm’s commitment to ethical values. Customers, clients and prospective business are all impacted positively when values are publically stated. It is especially powerful when the values are demonstrated. Target, Sam’s Club and Wal-Mart are just a few retailers who put the dollar amount of their charitable contributions on display. 3. Top-down leadership must commit to ethical values. Research indicates that employees do not believe top management lives up to the values and ethics they say they believe. Leaders must demand the best from themselves and reward employees who report misconduct and violations of the stated policy. [continued on page 22] MARCH 14 21


Corporate Character . . . [continued from page 21]

4. Managers at every level must pledge to learn, teach and apply the values stated. When employees see their own management team living corporate or organizational values and expecting all others to do the same, it is a confirmation that values matter. 5. Remind the entire organization that the right thing to do is always to do the right thing. Pressure to create sales and meet rollout deadlines, or reach the goal and please the stockholders or owners should never result in compromised behavior. Values and ethics are the glue that holds everything together. When they are broken, the sound carries far and wide and can trigger an avalanche ethical lapses that can never be undone. 6. Mottos and mission statements make a difference when they are displayed throughout the workplace. A mission, a motto and stated values can be printed on wallet cards, posters, or wall plaques in offices and gathering places. Values matter, and seeing them implies that they are just as important as labor laws and evacuation guides, and -perhaps- more meaningful for employees. 7. Be quick to take action when ethics and values are violated. If you want to denigrate a previous effort and integrity, ignore a violation when it occurs. Permitting violators to continue in their position when the facts of poor behavior are clear ends all creditability with your employees. The word will circulate quickly and undermine any previous efforts to maintain ethical standards If it is believed that some can get by with anything while others are punished, that sends a powerful message that ethics do not exist. 8. Ethical training and discussions help put values to work. When management expresses the values that the company or organization is to live by, employees are challenged to follow the example the company sets. This is one time when top-down leadership clearly works. Describing the right actions resulting from your shared values builds trust. Consider this: your values actually create value for your company. Year after year some of the world’s most admired companies, the best places to work and highest growth companies are those with clear corporate values demonstrated in the work place.

growth

{

Ethisphere plainly states, “These companies also understand that a strong culture of ethics is also key to helping drive financial performance.” Employees want to come to work every day more excited than the last—no one wants to dread going to work. Even tedious and repetitive tasks have a purpose larger than the action itself. A unified understanding of the key values applied to decision-making makes a difference. A deep commitment and belief in the mission of the company to delight customers, develop dedicated clients, solve problems and positively impact others is a value to be created, understood and shared. When the ethical line is blurred and values are questioned, employees stop believing in the company and taking pride in their job and its significance. Your business or organizational culture is a conscious state of mind. It makes all the difference in the pride and accountability in each employee and how clients, customers or potential clients are treated in your organization. Culture is built on values, ethical expectations and behavior. Make your ethics and values real and watch the positive changes that flow from these clear and expressive centerpieces of your culture. John Hammond said, “Character is the real foundation of all worthwhile success.” That applies to corporations and organizations as well as individuals. Declining ethics and values need not be a prophecy fulfilled. Build your corporate character, explain and live your values and it is likely success will follow in more ways than you can imagine. n Stan Craig, the founder of the ForeTalk Seminar, is an accomplished financial planner, executive coach and keynote speaker. He is also author of “ForeTalk: Taking Care of Tomorrow Today.” As a finance professional, Stan enjoyed a 27-year career at Merrill Lynch, which included positions as National Sales Manager, Director of Global Sales for Defined Asset Funds and the First Vice President and Senior Director of the Office of Investment Performance. For more information on Stan, please visit www.ForeTalkSeminar.com.

If you don't go after what you want, you'll never have it. If you don't ask, the answer is always no. If you don't step forward, you're always in the same place. —Nora Roberts

22 MARCH 14

Top ethical companies are in every industry: oil and gas exploration, healthcare and restaurants, Internet companies and financial service. There are a variety of rankings from Forbes, Ethisphere and others.


MARCH 14 23


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24 MARCH 14

www.sheboyganfallsinsurance.com


Certified Insurance Service Representative Open to Anyone!

7 WI CE Credits Course #69338

COMMERCIAL CASUALTY II

This course, like Commercial Casualty I, strengthens your ability to have productive, assured interactions with your commercial customers. You will improve your understanding in each of these areas.  • Business Auto Exposures and Coverages • Workers Compensation and Employers Liability Insurance Policy • Commercial Umbrella and Excess Liability Policies

March 19

Madison

Please note: Those who completed the Insuring Commercial Casualty course (which was available prior to Commercial Casualty I and Commercial Casualty II), may choose either Commercial Casualty I or Commercial Casualty II as part of their five courses to earn the CISR designation, but not both.

$155 Per Course

CLASS SCHEDULE Course Instructor Todd Davis CIC

Instruction 8:00 a.m. – 3:45 p.m. Group Lunch 12:00 p.m. – 12:45 p.m. Optional Exam 4:15 p.m. – 5:15 p.m.

Register at www.piaw.org or call 800-261-7429

Certified Insurance Service Representative Open to Anyone!

8 WI CE Credits Course #69340

PERSONAL LINES – MISCELLANEOUS This course addresses the exposures created by watercraft, recreational vehicles, and business activities often encountered when working with personal lines clients. Prompting your client to identify these exposures is crucial, because the ISO Homeowners and ISO Personal Auto Programs provide only very limited coverage. You will be better able to design the appropriate coverage for these exposures. The course will also provide an analysis of the important coverage offered through personal umbrella or excess liability policies.  It is recommended that students taking CISR Personal Lines Miscellaneous have already taken CISR Personal Residential or have a working knowledge of the Homeowners Policy Form.

CLASS SCHEDULE

Instruction 8:00 a.m. – 3:45 p.m. Group Lunch 12:00 p.m. – 12:45 p.m. Optional Exam 4:15 p.m. – 5:15 p.m.

Course Instructor Don Solomon Martini, Miller & Schloss, Inc.

April 23 • Brookfield April 24 • Madison $155 Per Course Register at www.piaw.org or call 800-261-7429

MARCH 14 25


5

Annual th PIA Winter Get - Away

FEBRUARY 5 – 7, 2014 • MINOCQUA, WI

Getting ready to karaoke!

Our Sponsors! PIAW networking fun!

l/r: Cheers from Al Breitenfeldt, Terry Lehto, Sr., Kelly Schuster

Rel

gw axin

ith

P

f IAW

rien

ds!

l/r: Trey Neher III, CIC, CISR; Eric Lewison, CIC; Attorney Timothy D. Fenner 26 MARCH 14

Enjoying the Waters of Minocqua!


Snowmobiling the northern trails!

Congratulations!

Dinner at Whitetail Inn, St. Germain!

Winner!

And the winner is . . .

& ass f Gl ent f e t J resid P iden res utive en P W Exec ad A H I P W n Von A I P Ro

thank you to our generous sponsors

To view more pictures from this event please visit our Facebook page at https://www.facebook.com/professionalinsuranceagentsofwisconsin MARCH 14 27


We Can Help!

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were pretty gray when I came in. I always enjoy the courses conducted by the Check out our website at www.iaanetwork.com PIAW. Thank you again for awarding me a CIC scholarship. It was very much For more information call Mike Sabourin 866-789-9712 appreciated!” Kayla Warmka, CISR, CRIS

Account Manager, M3 Insurance

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Open to Anyone & Everyone

On-Line educatiOn OppOrtunities thrOugh ! piaW For The NewFEmployee o r T h e(MERG) N e w –EnomCEp l o y e e - N O C E

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• Employee N e w A g e n Orientation cy Employee Orientation New Agency • D e l i vService ering Quality Service Delivering Quality • Personal Lines Coverage Basics Personal Lines Coverage Basics • Commercial Lines Coverage Basics Commercial Lines Coverage Basics

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• Pre-Licensing I n s u r a n c e , S e c u r i t i e s

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F l oWilliam o d – T.4 Hold W I Seminars CE – 4 WI CE • Variety of Topics Ethics – 4 WI CE Flood – 4 WI CE CIS R OnLine – 8 WI CE • NFIP Approved

• Commercial Casualty I •Ethics Comm r c iCE al Casualty II – 4e WI • Elements of Risk Management • Life & Health Essentials CISR•OnLine I n s u r–i n8 gWICCE ommercial Property • Insuring • I n s uPersonal r a n c e P eResidential r s o n a l R e sProperty idential Property • I n s uPersonal r i n g P e r Auto s o n a lExposures Auto Exposures • Insuring • P e r sCommercial o n a l L i n e s Property Miscellaneous • Insuring • A g e n c y O p e r a t i o ns • Insuring Commercial Casualty Exposures • W Agency e b i nOperations ars • 3 WI CE, No Exam, No Proctor

new!

For more information and registration visit www.piaw.org or call (800) 261•7429. 28 MARCH 14

MARCH 12 21


You or someone you nominate may be the next Outstanding CSR of the Year®! Call for Nominations: Nominations are now being accepted for the 2014 Outstanding Customer Service Representative of the Year award. The national winner will receive $2,000 cash, a gold and diamond pin, and a framed certificate of recognition. National finalists win $500 and a gold and garnet pin. And if you nominate the national winner, YOU receive a $1,000 cash award! All it takes to enter is a nomination, a letter of recommendation, a competition entry form, and a 1,000-word essay written by the nominee on the topic, “It is generally agreed that both new and renewal business are crucial to the success of an agency. Explain whether new business or renewal business is more important to the long-term value and profitability of an agency. Identify four ways a CSR, Account Executive, or Account Manager can have a meaningful impact on the new and/or renewal business written by their agency.” Entries are due no later than May 1, 2014. For more information about the award, the essay topic, and to download forms, visit: www.TheNationalAlliance.com/CSR_Award

Insert Association name, logo, and contact information in this area. Inc. Professional Insurance Agents of Wisconsin, Fonts used in this ad are Futura Light, Futura Book, and Futura Heavy. 1-800-261-7429 www.piaw.org

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© 2014. The National Alliance for Insurance Education & Research.

Attention Utica E&O Policy Holders: The following PIAW education classes are approved for Utica’s premium discount. Please contact Darcy at PIA for details. 1-800-261-7429 or dbrown@piaw.org • Any CIC Update • CIC Agency Management • CISR Agency Operations • Dynamics of Service • PIAW Ethics and E&O Seminars • PIAW Conducted In-House Seminars

Education Schedule: www.piaw.org or 1-800-261-7429

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Through a new partnership with Vertafore, PIAW is offering FREE access to Sircon online licensing and continuing education management services. Login to: www.piaw.org and get started today! USING SIRCON SERVICES, YOU CAN: • APPLY FOR A LICENSE • RENEW YOUR LICENSE • LOOK UP AVAILABLE COURSES • CHECK LICENSE RENEWAL STATUS • CHECK LICENSE APPLICATION STATUS • REQUEST A LETTER OF CERTIFICATION CERTIFI • UPDATE YOUR NAME OR ADDRESS • FIND YOUR LICENSE NUMBER/NPN • CHECK YOUR STATUS WITH A STATE • MAINTAIN YOUR FIRM ASSOCIATION • UPDATE YOUR ADDRESS • UPDATE YOUR EMAIL ADDRESS • PRINT YOUR LICENSE © 2011 Vertafore, Inc. Vertafore, the Vertafore logo and design, Unleash your potential, and the Vertafore trademarks listed are owned by Vertafore, Inc.

MARCH 14 29


30 MARCH 14


Does your year-end include an Agency Audit?

Review

A

By Curtis M. Pearsall

At the end of each year, agency ownership/management does the typical “crunching of the numbers” to assess how the agency fared. An overall review will include an evaluation of premium and policy count changes, an assessment of how well various objectives/metrics were met and a careful dissection of the agency’s financial picture. Looking at these issues, as well as producers’ hit ratios and by-customer policy numbers, reveals your status from the business side of the equation. Yet how well do they determine the agency’s “E&O health?” To a significant degree they don’t, creating a need to perform a review that probably does not get as much attention as it should. Namely, “auditing” many of the key agency procedures to verify to what degree each of the staff is meeting the various agency expectations.

Most important If your agency has not been performing a staff audit, now is a good time to start, focusing on those procedures/expectations that are most important. This includes documentation – is it being done promptly, accurately and professionally? – the handling of e-mails, policy checking, and more. Employees not meeting the agency’s expectations increase the potential for an E&O issue to arise, so it is best to discover the issue and resolve it before it grows. Moreover, the possibility that agency expectations are not being met could result from employees not completely understanding those expectations, which suggests a need for further training. When it comes to producers, how comfortable do you feel with the way they perform their duties? When was the last time the agency owner/sales manager “rode along” with a producer to see how the call is handled, hear what is said and note how those discussions are documented?

Throughout the year Ideally, an audit process – essentially a review of a set number of files per-person based on his or her position – works best when the review is broken down and performed at periodic times during the year. Most agencies should perform this review quarterly. It is more efficient that way, and allows for

a “quicker” identification of problems or issues that must be addressed via training or individual/group consultation. While performing periodic quality control audits helps management understand what’s happening within the agency, it will also demonstrate that the staff is being held accountable for their work product and the performance of agency procedures. While the mention of an audit process might get some folks nervous, the staff must realize that auditing is performed in virtually every business and helps ensure the organization’s health.

Trust, but verify If you don’t have an audit form today, don’t worry about getting the process perfect right from the beginning. As you perform quality-control audits, you will be able to identify areas that must be added – or deleted – from the audit form. How many files should be reviewed? Many agencies strive for a 10% sampling, although the proper number will depend greatly on the amount of work performed. The goal is to review the number of files that provides credibility to the final score. If, for example, you are reviewing files for all customer service representatives, make sure it really does include all customer service representatives. While you may want to trust that your 30-year veteran is doing his or her job, it’s still best to “trust, but verify.” Because your agency probably consists of numerous disciplines – marketing, customer service, sales, accounting, etc. – ensure that each of these is reviewed. Each area has procedures that, if disregarded or not performed properly, could cause problems for the agency. Now is also a good time to review the agency’s website and promotional material to determine to what degree they continue to accurately portray the agency. Are you using any of the “dangerous words” such as “expert” or “specialist?” If so, you might want to change them.

Make it complete Results should be tabulated and reviewed for each of the areas within the agency and for each employee. Advise staff members who performed well on the review and thank them for their [continued on page 32] MARCH 14 31


Year-end Review . . . [continued from page 31]

CLASSIFIEDS

efforts and commitment. For those that struggled or did not “pass” the review, meet with them individually to better understand the reasons. Is there a need for additional training or another reason, such as the employee thinks his or her way is the better way? Consider factoring the audit results into an employee performance review to add some “teeth” to the process. Bottom line, it is difficult to grow in professionalism and efficiency without an auditing process. Your year-end agency review is not really complete without a review of the year-end audit results. n

WANTED

Licensed P & C producer in the Columbus, WI area to sell personal, commercial and farm insurance for an established local agency. Sales training provided. Salary plus commission w/ other benefits. Reply in confidence to: PIA of Wisconsin Classified ad #597 6401 Odana Rd. Madison, WI 53719

Curtis M. Pearsall, CPCU, AIAF, CPIA President, Pearsall Associates Inc. and Special Consultant to the Utica National E&O Program

Attention CICs! Exciting update options.

CIC Graduate Ruble Seminar May 13 & 14, 2014 | Marriott Madison West – Middleton, WI October 14 & 15, 2014 | Radisson Oneida Casino – Green Bay, WI 16 WI CE (4 are optional Ethics)

visit www.piaw.org or call PIA at 1-800-261-7429

Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits

commercial casualty

commercial PROPERTY

March 26-28, 2014 Radisson/Oneida Casino – Green Bay, WI 920-494-7300 $99 rate through 3/10/14 includes full breakfast

June 17-19, 2014 Crowne Plaza Miwaukee Airport 414-764-5300 $92 room rate through 5/18/14

• commercial general liability • additional insureds David Viola, CIC • WORKERS COMPENSATION John Dismukes, CIC, CPCU, AAI, AIS • business automobile coverages • excess liability/commercial umbrella coverages • commercial casualty case study David Pauly, CIC, CPCU, ARM, AAI

NEW WI CE Course # 69299

Day One: 8:00 – 5:15

Day Two: 8:00 – 5:00

• commercial PROPERTY COVERAGES & ENDORSEMENTS • COMMERCIAL PROPERTY CAUSES OF LOSS FORMS & ENDORSEMENTS Kevin Amrhein, CIC • COMMERCIAL INLAND MARINE COVERAGES John Dismukes, CIC, CPCU, AAI, AIS • TIME ELEMENT • BUSINESSOWNERS POLICIES • commercial PROPERTY CASE STUDY Catherine Trischan, CIC, CRM, ARM, AAI, AU CRIS, MLIS

WI CE Course # 69300 Day Three: 8:00 – noon, Optional Exam 2:00 – 4:00

$405.00 per institute. Register at www.piaw.org or call 800-261-7429. 32 MARCH 14


Choose 5 of 9 to improve your 9 to 5. CISR EDUCATION FOR INSURANCE & RISK MANAGEMENT PROFESSIONALS

It still takes 5 courses to earn a CISR designation but now you have the flexibility of 9 course options. This allows you to focus on what’s important to you. We understand not everyone learns the same way or even at the same pace, so we offer courses in the classroom, online and in-house. Find out how CISR can improve your 9 to 5. Call or visit us on the web today.

• • • • • • • • •

Commercial Casualty I Commercial Casualty II Insuring Commercial Property Insuring Personal Auto Exposures Insuring Personal Residential Property Personal Lines Miscellaneous Agency Operations Elements of Risk Management Life & Health Essentials

www.piaw.org 1-800-261-7429 MARCH 14 33


The PIAW Legislative Committee had a busy and productive meeting in January The group started with a legislative review and update from our lobbyist, Ron Kuehn. We then welcomed Andy Franken from the Wisconsin Insurance Alliance to give an overview of current and upcoming issues of interest to the insurance industry in Wisconsin. Then it was time to grab coats and gloves for a walk to the Department of Justice (the wind chill was -25 degrees) for a private meeting with Attorney General J.B. Van Hollen. The Attorney General brought us up to speed on his eight year effort to improve the A.G.â&#x20AC;&#x2122;s office and the accomplishments during that time. The coats were back on as we walked to the office of the Commissioner of Insurance to meet with J.P. Weiske, legislative liaison to the Commissioner for a discussion of the activities of the Department over the past year and a look to the future issues concerning agents

34 MARCH 14

and the industry. It was time to grab the coats again for a walk to the Capitol to meet with State Representative Mary Czaja. As an insurance agent and PIA member, Mary had great insight for the group on the issues soon to be addressed in the legislature and the impact on agents. Finally, we made a stop at Senator Frank Laseeâ&#x20AC;&#x2122;s (Chairman of the Senate Insurance Committee) office at the capitol to review a bill he is circulating regarding changes to commission levels on long term care insurance. It was a whirlwind schedule for this great group of dedicated PIAW volunteers who donate their time in service to the association. PIA is certainly proud of these folks and our lobbying team as they direct the legislative activities which are so important to our members.


WISCONSIN PIA IS A PROUD SPONSOR OF THE CPIA DESIGNATION PROGRAM The PIA of Wisconsin is a proud sponsor of the Certified Professional Insurance Agent (CPIA) professional designation program. The CPIA designation is comprised of a series of Insurance Success Seminars. These three, one-day workshops teach practical "before", "during", and "after" the sale techniques for insurance producers, sales managers, account managers and company marketing representatives. Participants leave with ideas that will produce increased sales results immediately. In fact, The Insurance Success Seminars are guaranteed: Implement the principles covered in these sessions and experience a 20% increase in personal production within six months, or your registration fee will be refunded! To maintain the CPIA designation: fulfill a bi-annual update by attending one of the core Insurance Success Seminars, an Advanced Insurance Success Seminar, a Pro-to-Pro Retreat, or maintain an active Level 2 or Level 3 membership in the AIMS Society. The CPIA designation is approved by Utica Mutual as part of the premium discount program. 

3/12/14 Advanced Commercial Lines Risk Analysis for E&O Loss Prevention - Wauwatosa (7 WI CE) This seminar is open to anyone, approved for the Utica Discount, and a CPIA update option.

The AIMS Society is a national organization dedicated to providing interactive marketing and sales training, ongoing resources and networking opportunities to insurance professionals. www .aimssociety.org You can attend the CPIA courses in any order. No Test. Approved for 7 Wisconsin CE credits. CPIA 1 - Position for Success

CPIA 2 - Implement for Success

CPIA 3 - Sustain Success

During this program, participants are encouraged to focus on internal and external factors affecting the development of effective business development plans. Factors discussed include a review of the state of the insurance marketplace; analysis of competitive pressures; necessary insurance carrier underwriting criteria; and consumer expectations and understanding.

During this session participants will be provided with specific tools for analyzing consumer needs; will learn to utilize risk identification techniques to gather pertinent prospect information; will develop skills necessary to assimilate information gathered into a customized protection program; and will participate in exercises designed to promote effective delivery of proven solutions.

This program focuses on fulfilling the implied promises contained in the insuring agreement. Students will review methods of providing evidence of insurance coverage; will discuss policies and procedures for controlling errors and omissions including policy review and delivery, endorsements, claims-processing, and handling of client complaints. This course includes a review of the Professional Expectations; the Law of Agency; and Legal and Ethical Standards.

CPIA 1 – March 13, 2014 Wisconsin Mutual Insurance Madison, WI

CPIA 2 – August 21, 2014 Radisson Paper Valley Appleton, WI

CPIA 3 – October 9, 2014 Kelmann Restoration Wauwatosa, WI

Course Schedule 8:30 – 4:00 Lunch On Your Own 12:00 – 12:45 Registration Fee per Seminar: Includes Materials, Coffee in the a.m. & Soda in the p.m.  PIAW Member $155.00  Non Member $190.00

Register at www.piaw.org or call PIA at 1-800-261-7429 MARCH 14 35


the Step Up To Elite Status We look for the best independent agents and build relationships that last the duration. We are committed to the independent agency system as the only means to deliver our products. Because of that, we work hand-in-hand to help our agencies grow profitably.

CISR Elite, That is. For CISRs who aspire to be more-who seek to distinguish themselves as Elite. When you love what you do, and want to be the best, It’s time to step up. it time to Become a CISR Elite.

Our agents set us apart. For information about becoming a Partners Mutual Insurance Agent please contact Lyn Schumann at 262.432.3430 or Schumann.Lyn@PartnersMutual.com

www.piaw.org 800-261-7429

PMIC_3-625x5_PIA.indd 1

1/16/2014 11:18:15 AM

PEOPLE WHO EARNED THIS ALSO EARNED MORE

30,900 MORE OF THESE

PER YEAR.

If you’re looking to jump start a new career or make more with the one you are in, education is your best investment. Now, more than ever, it is important to invest in your greatest assets—yourself and your people. According to The National Alliance Producer Profile, commercial lines producers with the Certified Insurance Counselor (CIC) designation earn 30% more than those without the designation. To learn more about the CIC Program, call or visit us on the web.

The most successful training programs for insurance professionals

36 MARCH 14

Register at www.piaw.org or call 1-800-261-7429


2014 Ethics & Hot Topics Seminars Anyone Can Attend! All Approved for the Utica Premium Discount!

4 Credit CE Day: $65 PIA Member / $90 Non Member 7 Credit CE Day: $155 (includes lunch) The full days, also known as William T. Hold Seminars, are an approved CISR update option. No dues required. John Dismukes CIC, CPCU, AAI, AIS

Patti Gardner CIC, CRM, CPCU

march 25

Todd Davis CIC

Radisson – Green Bay

Ethics & Legal Considerations (John Dismukes) 4 WI Ethics CE – course # 61059

1:00 – 4:45 p.m.

May 15 Cranberry Country Lodge – Tomah Certificates of Insurance & Additional Insureds, Workers Compensation, Ethics (John Dismukes) 7 WI CE, 3 of 7 Ethics – new course #s

8:00 – 4:00 p.m.

June 26

Holiday Inn – Rothschild Certificates of Insurance & Additional Insureds, Workers Compensation, Ethics (Patti Gardner) 7 WI CE, 3 of 7 Ethics – new course #s

8:00 – 4:00 p.m.

September 9

1:00 – 4:45 p.m.

Holiday Inn – Fond du Lac

Ethical Standards (Todd Davis) 4 WI Ethics CE, course # 65902

Brookfield Suites – Brookfield Certificates of Insurance & Additional Insureds, Workers Compensation, Ethics (John Dismukes) 7 WI CE, 3 of 7 Ethics – new course #s

November 11

8:00 – 4:00 p.m.

$155 per course. Register at www.piaw.org or call 1-800-261-7429

Health

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Fortunately analysis is not the only way to resolve inner conflicts. Life itself still remains a very effective therapist. —Karen Horney

MARCH 14 37


PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. OFFICERS

DIRECTORS

Mr. Jeff J. Glass, President A.F. Glass Insurance Agency PO Box 1149 Lake Geneva, WI 53147 Phone 262-248-5555 Fax 262-248-5544 jglass@glassinsurancecenter.com

Mr. Thomas Budzisz BWO Insurance Group, LLC 2111 E. Rawson Ave. Oak Creek, WI 53154 Phone 414-768-8100 Fax 414-768-8110 tom@bwoinsurance.com

Ms. LouAnn Herriges, CIC, CISR Vice President Anderson's Insurance Associates 17500 W. Liberty Lane New Berlin, WI 53151 Phone 262-789-8500 Fax 262-754-6038 louannh@iaanetwork.com

Ms. Jodi Cordes, CIC, CRM A.F. Glass Insurance Center P.O. Box 1149 Lake Geneva, WI 53147 Phone 262-248-5555 Fax 262-248-5544 cordesjodi@gmail.com

Mr. Rick Clements, LUTCF, MDRT Treasurer Clements Ins. Agency, Inc. 317 N. 6th St. Wausau, WI 54402 Phone 715-842-1664 Fax 715-848-3337 rick@clementsagency.com

Mr. Matt Cranney, CIC M3 Insurance Solutions, Inc. 3133 W Beltline Hwy Madison, WI 53713 Phone 608-273-0655 Fax 608-273-7783 matt.cranney@m3ins.com Mr. John W. Klinzing, CIC Affiliated Ins. Agencies of WI, LLC 3830 Atwood Ave. Madison, WI 53714 Phone 608-310-3924 Fax 608-441-8787 johnk@affiliatedllc.com

Mr. Brian MacGillis, CPIA Secretary MacGillis Agency, Inc. W3934 County Highway H PO Box 100 Fredonia, WI 53021-0100 Phone 262-790-0000 Fax 262-790-0004 brian@macgillisinsurance.com

Mr. Trey Neher, CIC, CISR THZ Insurance Group 420 E. Northland Ave. Appleton, WI 54911 Phone 920-730-0123 Fax 920-833-6870 tneher@thzins.com Ms. Tracy A. Oestreich CIC, AU, CPIA Anderson Ins. Associates, Inc. W177N9856 Rivercrest Dr., Ste. 215 Germantown, WI 53022 Phone 262-789-8500 Fax 262-754-6038 tracyo@iaanetwork.com

Ronald Von Haden, CIC Executive Vice President rvonhaden@piaw.org Darcy Brown Member Benefits Coordinator dbrown@piaw.org Heather Falk, CISR Bookkeeping hfalk@piaw.org Mandy Penn Administrative Assistant mpenn@piaw.org Becca Prestbroten Special Project Coordinator bprestbroten@piaw.org Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

12

ADVANCED COMMERCIAL LINES ANALYSIS FOR E&O PREVENTION Wauwatosa (7 WI CE)

13

CPIA 1 Madison (7 WI CE)

19

CISR COMMERCIAL CASUALTY 2 Madison (7 WI CE)

March 2014

25 ETHICS Green Bay (4 WI Ethics CE) 26-28

CIC COMMERCIAL CASUALTY Green Bay (20 WI CE)

9

AGENCY MANAGEMENT & TECHNOLOGY TRADE SHOW WI Dells

April 2014

AUTOMATION TRADESHOW WI Dells

16

YPC BREWERS GAME Milwaukee

23, 24

CISR PERSONAL LINES MISCELLANEOUS Brookfield, Madison (7 WI CE)

13-14

CIC RUBLE GRADUATE SEMINAR Middleton (16 WI CE, 4 of 16 are optional Ethics)

15

Hot Topic/William T. Hold Tomah (7 WI CE, 3 of 7 are Ethics)

4-5

CISR PERSONAL RESIDENTIAL Green Bay, Brookfield (7 WI CE)

17-19

CIC COMMERCIAL PROPERTY Milwaukee (20 WI CE)

26

HOT TOPIC/WILLIAM T. HOLD Rothschild (7 WI CE, 3 of the 7 are Ethics)

16

DYNAMICS OF SERVICE Fond du Lac (7 WI CE)

June 2014

July 2014

August 2014

May 2014

9

September 2014

Coming Events

Ms. Kathy M. Mulder Nolan Insurance Agency LLC PO Box 238 Brandon, WI 53919 Phone 920-346-2241 Fax 920-346-5600 kmulder@nolanins.com

STAFF PIA of Wisconsin, Inc. 6401 Odana Road Madison WI 53719 Phone: 608-274-8188 Toll Free: 800-261-7429 Fax: 608-274-8195 Toll Free Fax: 866-203-7461 www.piaw.org

38 MARCH 14

Mr. Dennis Kuhnke, CIC, CPIA PIAW National Director Jack C. Loyda & Associates, Ltd. 4414 N. Oakland Ave. Shorewood, WI 53211 Phone 414-332-5150 Fax 414-332-7267 dkuhnke@loyda.com

6-8 65 TH ANNUAL CONVENTION Lake Geneva (2 WI CE) 6

YPC GOLF OUTING Lake Geneva

19-21

CIC AGENCY MANAGEMENT Appleton (20 WI CE, 4 of the 20 are Ethics)

21

CPIA 2â&#x20AC;&#x201D; IMPLEMENT FOR SUCCESS Appleton (7 WI CE)

9

ETHICAL STANDARDS Fond du Lac (4 WI CE)

11

CISR COMMERCIAL CASUALTY 1 Brookfield (7 WI CE)

15

CISR COMMERCIAL CASUALTY 1 Eau Claire (7 WI CE)

16-18

CIC PERSONAL LINES INSTITUTE Eau Claire (20 WI CE)


IT’S A THIN GRAY LINE. WHERE DO YOU

STAND? NEXT IN A NEW SERIES OF C E C R E D I T C O U R S E S E X C L U S I V E LY FOR ACUITY AGENTS! For All That Matters

ACUITY

W W W . A C U I T Y U . C O M MARCH 14 39


6401 Odana Road Madison, WI 53719 Change Service Requested

Professional Insurance Agents of Wisconsin, Inc. 6401 Odana Road • Madison, WI 53719 (608) 274-8188 • (800) 261-PIAW • FAX (608) 274-8195 • TOLL FREE FAX: (866) 203-7461 www.piaw.org

MEMBERSHIP APPLICATION Agency Name_______________________________________________________________________________________________________________ Street Address_______________________________________________ PO Box_______________________________________________________ City, State, Zip_______________________________________________ County_______________________________________________________ Phone_______________________________________________________ FAX_________________________________________________________ E-mail Address_______________________________________________ Website Address______________________________________________

Primary Contact Information:

The Primary Contact will receive a copy of the Wisconsin Professional Agent magazine and all mailings from PIA State and National. The Primary Contact will have voting privileges at both PIA State and National.

Name & Designation

DOB

Gender

Employment Status

Part-time

Magazine

Nat’l Voting

Privilege

o o

Male Female

o o

o

Corporation

Licensed Owner Licensed Producer

INCL INCL

o

Agency Information: Agency Type:o Sole Owner

o

Top 3 P&C Companies (list in order)

Partnership

Other Association affiliated with_____________________________

1)__________________________ 2)__________________________ 3)____________________________

Which Agency Management System are you using____________________ E&O Carrier_______________________________________Exp. Date______________ Annual P&C Prem. Vol._____________________________

Calculate Membership Amount Due:

Part-time employees count as one-half. If count ends in half, drop half. # Owners_________+ # Producers_________+ # Licensed staff_________+ # Unlicensed staff_________= Total Agency Size_______________ DUES SCHEDULE Total Agency Size $Amount Total Agency Size $ Amount 1 385 16 1025 2 430 17 1070 3 475 18 1110 4 520 19 1155 5 565 20 1185 6 605 21 1230 7 655 22 1270 8 695 23 1320 9 735 24 1360 10 775 25 1405 11 820 26 1445 12 865 27 1490 13 900 28 1530 14 940 29 1575 15 985 30 & Over 1610 I certify that the information on this application is true and correct. Signed_______________________________ Dated_______________________

Total Amount from Dues Schedule $_______________ Send:

o

Check

o

MC

o

VISA

o

DIS

o

AMEX

Card No._________________________________________________________ Exp. Date_________________________________________________________ Name as it appears on card:__________________________________________________ Billing address if different from above: __________________________________________________________________ __________________________________________________________________ Payments to PIA are not deductible as charitable contributions for federal income tax purposes. However, they may be deductible under the provisions of the Internal Revenue Code as a business expense.


March 2014 Professional Agent