January 2017 Professional Agent

professional agent JANUARY 2017

What’s Inside?

Winter Get-Away............... 12 Get Your Finances.............. 14 In Shape Personality In Sales........... 20 Education Section............ 22 Flexible Work...................... 30 Arrangements Classifieds........................... 32 Desired Skills Of................. 34 The Future Legislative Conduit............ 36 Pledge

Digital Editions of PIAW Magazine Available at www.piaw.org

Trumpeter Swan in the early morning mist.

Winter in Wisconsin.

In a class by itself.

Over 5,000 Member Agencies Signed Over $5 Billion Written Premium

THE

TOTAL SOLUTION FOR THE

INDEPENDENT AGENT

2 JANUARY 17

info@siaa.net | www.siaa.net

From the

President Brian MacGillis, CPIA — President, PIA of Wisconsin

Agency New Year's Resolutions It’s not too late to make those New Year’s Resolutions for 2017! Don’t worry if you have already missed a few days at the gym this year, these guilt-free resolutions are easy to implement and will keep your agency moving and growing.

1. Make a dedicated effort to lower the average age of your customer base. Cross sell life insurance to those millennials that just purchased their first home or had their first child. Give the PIA’s Digital Marketing program a test run. This falls under the “we have nothing to lose” resolution. If you feel it doesn’t effectively work for your agency, you can always just go back to doing things the way you have always done them, but it can’t hurt to try something new.

2. Prepare now for 2017 year-end taxes. While this is still fresh on your mind from 2016, take 10 minutes and write down step-by-step procedures. Did you just meet with your accountant? Keep good notes so that when December of 2017 rolls around, you are better prepared to handle the year-end tax challenges and opportunities.

3. Elevate your stature in the community. Work with your insurance companies to Co-Op advertise PIA water bottles, sponsor a football team, or rent a small billboard for a few months at the edge of town. That way, when anyone thinks about insurance in Anytown, Wisconsin – you are the first agency that comes to mind.

4. Share your disaster management plan with all employees. Should the worst happen it is important to get everyone on the same page. How are phone calls going to be

handled? Who is responsible for finding an adequate rental space? Who will be purchasing laptops or temporary computers? Make sure your team is all on the same page and communicate the plan with them on a quarterly/semiannual basis.

5. Be a coach or mentor to a young insurance professional.

Whether you are a one person agency or have 100 agents, make our industry better than it was when we entered it.

Take time with a young insurance professional and provide them with guidance to being a better agent, CSR, or owner.

6. The 1st quarter plan is well underway – ensure your agency is on track for measurable growth in the 2nd4th quarters. Just like a football game, the 1st quarter is important, but it is how you finish that measures your success. Set an aggressive yet attainable growth goal for the 2nd- 4th quarters and get started now. This will set you up for a great 1st quarter in 2018.

7. As with any good resolution – hold each other accountable. Review your goals on a weekly and monthly basis and hold your team accountable for the growth of the agency. Reward those who are taking your agency to the next level, while encouraging those who need to step it up.

And while you are having successes and growing your agency, know that PIA is there for you! Our legislative presence in Madison and Washington D.C. allows us all to work hard in our jobs and achieve our goals. Thank you for your support of our great association and make it a great 2017!

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Confidentially Contact Gary Burton 414.221.0386 // gburton@robertsonryan.com JANUARY 17 3

Memos from

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

Happy 2017!

PIA will work tirelessly to make you more knowledgeable, more profitable and more secure than ever before. That’s a promise you can count on.

DID YOU KNOW that PIA has partnered with Hartford since 2004 to provide an exclusive flood program for our member agents? You can simplify flood insurance and make more money! It is a great program that can make selling and servicing flood policies much easier than most carriers and pays a greater commission to PIA members.

The Hartford Flood program offers an easy enrollment process with advanced internet services including flood zone determinations with a quote, electronic submission, online claims reporting, review for rating within 4 hours, and online policy maintenance. The program also pays 20% commission on new or transfer business to PIA member agents and 19.5% commission on renewals. The Hartford makes it easy for you to roll your existing flood book by providing a dedicated book roll consultant and sales team that will do most of the work for you and they will notify your clients 90 days before their renewal date that you are moving their flood policy to Hartford. They also have customizable marketing materials and training resources available on their website to help you sell more flood insurance. Whether you want to sell more flood insurance or just make more money on the business that you already write, why not give Hartford Flood a try. You will not be disappointed. For questions or more information about the program and how it can fit your agency, contact Joseph M. Surowiecki, Jr. of The Hartford at 860-547-5006 or joseph. surowiecki@thehartford.com.

Survey Says? Digital Is Vital For Agents: Independent insurance agents are convinced that digital technologies are

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SERVING POLICYHOLDERS AND INDEPENDENT AGENTS IN WISCONSIN SINCE 1854 4 JANUARY 17

vital to growing their businesses, but acting on that belief is slow according to the Insurance Digital Transformation Survey. The just-released survey— designed to measure the industry's current use of digital tools— is a project of Insurance Digital Revolution, an industry initiative organized by PIA, the ACORD User Groups Information Exchange (AUGIE) and the Agents Council for Technology (ACT) to drive adoption of digital technology. Developing functions such as mobile apps and client portals should be a top priority for agencies, even if most say their consumers aren't asking for them directly, said Mike Becker, executive vice president and CEO of PIA National, in an interview with PC360. "Although 91% of agents say their clients are not asking for a client portal and 92% say clients aren't asking for a mobile app that does not mean they don't want them. Agents can't assume that no news is good news. When it comes to customers' digital requirement, that’s never true," said Becker.

The survey found that 23 percent of agents have a client portal and 21 percent have a mobile app. Fully 60 percent of agents who responded to the Insurance Digital Transformation Survey told researchers their websites – the prime portal for consumer engagement – are "average to poor." Only eight percent rated their sites as excellent. The Insurance Digital Transformation Survey was conducted electronically among agents in the United States between March 8 and April 5, 2016.

Overall, 4,304 agents, brokers, and Managing General Agents responded to the survey.

AND REMEMBER…..You know you’re getting old when the candles cost more than the cake.

JANUARY 17 5

From the

Boardroom Jeremy Cordova, CIC, PIAW Board of Directors

Looking Ahead 65+ Years in Insurance A new year is upon us and hopefully you and yours had a blessed Christmas and joyous New Year. If the weather cooperated the last few weeks of 2016 many if not all of our insurance company partners will be celebrating another solid profitable year. For many companies that will be three consecutive years with solid combined ratio results. As an industry based upon predicting future frequency and severity of all sorts of phenomena most of us are wondering, what will 2017 look like? What challenges will face independent agencies and our company partners? Lastly, what is going to come out of Washington D.C. under a Trump administration? As you plan your 2017 business strategy these are just a few of the questions that factor heavily in staffing, budgeting, and growth projections.

Any discussion of challenges to independent agents would be woefully incomplete without the inclusion of industry disrupters such as Lemonade. A relatively new and very different competitor in the marketplace. Currently they operate only in New York state but expansion is planned. If you haven’t heard of them I encourage you to spend a little time with your search engine of choice and see what you might be up against at some point. You can be sure that PIA National and PIA of Wisconsin will be keeping up to date on this and taking action in the best interest of all independent agents.

Another challenge to both agencies and companies in 2017 will be softening commercial premiums and a limited ability to adjust personal lines rates in Wisconsin without losing market share. An aging workforce as well as talent recruitment will continue to be a problem as it is for many industries. A bit of good news however is that many recent surveys point to millennials having a very positive view of the insurance industry. Millennials surveyed cite the potential for a desirable work/life balance in addition to the high level of technology use in our industry as factors that attract them to insurance. PIA of Wisconsin has an active and vibrant

im

Insurance Marketing Partners

InsuranceMarketingPartners.com

young professionals club as well as other resources available to help support and attract millennial talent to the industry and your agency. Posting your job openings on the PIAW website is free of charge to members and a great way to connect with potential talent.

Now the real fun, what to expect from Washington D.C. in 2017? I may look it, but even I am not crazy enough to walk out on that limb. It is widely thought a new Trump administration along with a Republican House and Senate will work to enact business friendly measures, roll back regulation, and reduce corporate tax burden. That all sounds great to me but only time will tell. In Wisconsin the surprise victory of Patrick Testin over Julie Lassa widened a Republican majority in the state senate that was expected to shrink. With an interesting state budget looming in 2017 the certain battle over road funding will be one to watch. The outcome of the budget may have a significant impact on whether Scott Walker pursues reelection in 2018. You can be sure throughout the budget process that the PIA of Wisconsin Legislative Committee will be vigilant and work to keep you informed of any issues that have the potential to impact not only our industry but also those of our customers.

While election season is thankfully over for now, the most important legislative work is just about to begin. The PIA of Wisconsin used conduit funds to support legislators and candidates that we look forward to working with on issues of importance to our industry and those funds now need to be replaced. So when you are setting those 2017 business and personal budgets please set aside an amount to contribute to the conduit run by agents for agents, and help us be as effective as possible representing your interests in Madison. To contribute now email Ron at rvonhaden@piaw.org or see page 36.

Best wishes to all for a happy, healthy, and prosperous 2017.

A partnership to help build your agency’s book of business Call: 715-797-2432

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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

Paul A. Akre, N24 W30990 Fairway Ct., Pewaukee, WI 53072, was ordered to pay a forfeiture of $500.00 and was ordered to timely and fully disclose all reportable matters to OCI. These actions were taken based on allegations of failing to report to OCI an administrative action taken by FINRA. Theodore Balthazor, 2 N. Systems Dr., Appleton, WI 54914, agreed to pay a forfeiture of $2,886.33, agreed to pay consumer restitution of $4,862.03, and agreed to comply with annuity suitability and replacement laws and guidelines. These actions were taken based on allegations of violating Wisconsin annuity marketing and sales laws.

administrative action taken by FINRA. Shervin Eftekhari-Asl, 1808 Sweetbriar Ave., Nashville, TN 37212, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Minnesota and North Carolina on a licensing application.

Stephen C. Fells, 3519 N. 14th St., Milwaukee, WI 53201, had his application for an insurance license denied for 60 days. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application.

Carmen A. Brown, 8847 N. Swan Rd., Apt. J., Milwaukee, WI 53224, had her application for an insurance license denied. This action was taken based on allegations of owing delinquent child support.

Justin Gehrke, 4606 Bonner Ln., Madison, WI 53704, had his 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.

Herbert J. Clack, 8119 Datapoint Dr., Ste. 400, San Antonio, TX 78229, 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.

Mark A. Guard, 1063 Manitowoc Rd., Menasha, WI 54952, had his 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.

Brian E. Davis, 1634 Sun Crest Dr., Harlingen, TX 78552, 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.

Nathaniel E. Edie, 19841 Gertrude St., Gretna, NE 68028, was ordered to pay a forfeiture of $500.00 and was ordered to timely and fully disclose all reportable matters to OCI. These actions were taken based on allegations of failing to report to OCI an

Gregory P. Handel, P.O. Box 351, New Richmond, WI 54017, had his application for an insurance license denied. This action was taken based on allegations of failing to pay an application fee; failing to disclose an administrative action taken by the state of Wisconsin on a licensing application; having a Department of Financial Institutions’ action involving allegations of misrepresentation, misappropriation of funds and breach of fiduciary duty to an insurance client; providing false information on a licensing application; and exhibiting evidence of financial irresponsibility in the conduct of business. [ OCI continued on page 10 ]

8 JANUARY 17

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[ OCI continued from page 8 ] Donald A. Haworth, 871 Klondike Ave., Hillsboro, WI 54634, was ordered to pay a forfeiture of $1,000.00 and was ordered to timely and fully disclose all reportable matters to OCI. These actions were taken based on allegations of failing to report to OCI an administrative action taken by the state of Oregon and for failing to disclose the action on a renewal licensing application.

Arlo A. Herron, 4442 N. 66th St., Milwaukee, WI 53218, had his application for an insurance license denied for 60 days. This action was taken based on allegations of failing to disclose criminal convictions on a licensing application.

Michael A. Jump, 574 Carolyn Ln., P.O. Box 382, Somonauk, IL 60552, was ordered to pay a forfeiture of $500.00 and was ordered to timely and fully disclose all reportable matters to OCI. These actions were taken based on allegations of failing to report to OCI an administrative action taken by FINRA. Steven P. Kaufmann, 1219 Center St., Peru, IL 61354, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Illinois on a licensing application, having an administrative action related to misappropriation of consumer funds, and failing to respond promptly to inquiries from OCI. Mary Ann Koch, 2000 U.S. Business Hwy. 287, Ennis, TX 75119, 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.

Elizabeth M. Larson, 5980 Wild Acres Rd., Pequot Lakes, MN 56472, was ordered to pay a forfeiture of $1,000.00 and was ordered to timely and fully disclose all reportable matters to OCI. These actions were taken based on allegations of failing to disclose an administrative action taken by the state of Minnesota on a licensing application.

Keith E. Lomen, 4274 Fisher Ln., White Bear Lake, MN 55110, had his application for an insurance license denied. This action was taken based on allegations of failing to timely report an administrative action to OCI; failing to disclose an employment termination for cause and an administrative action taken by the state of North Dakota on a licensing application; and failing to respond promptly to inquiries from insurance regulators.

Joseph M. Milbauer, 49 Spring Floral Dr., New Providence, NJ 07974, was ordered to pay a forfeiture of $1,000.00 and was ordered to timely and fully disclose all reportable matters to OCI. These actions were taken based on allegations of failing to report to OCI administrative actions taken by the states of North Dakota and Louisiana.

Bredell Mitchell, 1624 Fordem Ave., Apt. 107, Madison, WI 53704, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose criminal

Allegations

and

Brian R. Molstad, 808 Heggen St., Apt. 1421, Hudson, WI 54016, had his application for an insurance license denied. This action was taken based on allegations of failing to complete a licensing application; providing false information on a licensing application; having criminal convictions that may be substantially related to insurance marketing type conduct; being involved in a lawsuit or arbitration involving allegations of fraud, misrepresentation, misappropriation or breach of fiduciary duty; failing to complete a Federal 1033 waiver application; having medical licenses revoked; and failing to respond promptly to inquiries from OCI. Robert L. Parsons, Jr., 6172 Chili Riga Center Rd., Churchville, NY 14428, was ordered to pay a forfeiture of $1,500.00 and was ordered to timely and fully disclose all reportable matters to OCI. These actions were taken based on allegations of providing false information on a licensing application and failing to timely disclose criminal convictions to OCI. Darin J. Schubring, 705 Cricket Ln., Unit 5, Middleton, WI 53562, was ordered to pay a forfeiture of $500.00 and was ordered to timely and fully disclose all reportable matters to OCI. These actions were taken based on allegations of failing to report to OCI an administrative action taken by FINRA. Danyel R. Smith, 1929 Victory St., Apt. 17, La Crosse, WI 54601, was ordered to pay a forfeiture of $1,500.00 and was ordered to timely and fully disclose all reportable matters to OCI. These actions were taken based on allegations of failing to report to OCI administrative actions taken by the states of North Dakota and Indiana and failing to disclose those actions on a licensing application.

Karla I. Wheelock, 425 Bay Hill Dr., Madison, WI 53717, agreed to pay a forfeiture of $1,000.00, agreed to the suspension of her insurance license for 90 days, and agreed to the automatic revocation of her insurance license upon the occurrence of subsequent violations. These actions were taken based on allegations of misappropriating insurance premiums.

Julie Ann Wolfe, N10822 Red Pine Rd., Tomahawk, WI 54487, 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.

Neil G. Wynveen, 2535 Northern Rd., Ste. B, Appleton, WI 54914, agreed to pay a forfeiture of $2,886.33, agreed to pay consumer restitution of $4,862.03, and agreed to comply with annuity suitability and replacement laws and guidelines. These actions were taken based on allegations of violating Wisconsin annuity marketing and sales laws.

Actions Against Companies

Rampart Insurance Company, 1880 JFK Blvd., Ste. 801, Philadelphia, PA 19103, was ordered to pay a forfeiture of $2,500.00. This 10 JANUARY 17

charges and convictions on a licensing application, owing delinquent child support, having a criminal conviction that may be substantially related to insurance marketing type conduct, having unpaid civil money judgments, and being involved in a lawsuit involving allegations of fraud.

action was taken based on allegations of failing to timely file a financial statement.

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8th Annual PIAW Winter Get-Away Registration Fee Only $109.00

February 8-10, 2017 The Waters of Minocqua $59.99 Two Queens Includes Deluxe Continental Breakfast 715-358-4000

Fee Includes

Two Dinners, One Lunch 9 Education Hours - 6 WI CE, 3 Ethics (Descriptions at piaw.org) Sweatshirt Prizes & More!

Wednesday, Feb. 8 2:00 – 5:00

“How to Successfully Compete in Google Local Search” (no CE) Mike Peterson, CIC - Insurance Marketing Partners

5:30

Get-Away Fun at Island City Lanes Appetizers / Buffet Dinner / Free Beer & Soda to 7:30 p.m.

Bowling / Bar Fun / Prizes / Shuttle to and from Hotel

Thursday, Feb. 9 9:00 – noon

“Opportunities and Challenges of the Sharing Economy” (3 WI CE #1012272) Mark Reilly, CIC, CPCU, CRM – Diversified Insurance Service, inBuzz Group, LLC

12:00

Buffet Lunch at The Waters

1:30

Northwoods Pub Adventure – Sweatshirt Provided Buses / Pub Stop Fun / Prizes / Pub Beverages On Your Own Bus options to return to hotel or directly to Whitetail Inn.

6:45 – 7:45

Buffet Dinner at Beautiful Whitetail Inn Buses provided to and from hotel. Cash bar.

Friday, Feb. 10 9:00 – noon

12 JANUARY 17

“Ethical Challenges in the Digital Age” (3 WI Ethics CE #1012273, Utica Approved) Mark Reilly, CIC, CPCU, CRM

Inside The Waters

Open Wednesday, Thursday & Friday 10:00 a.m. – 6:00 p.m.

PIA attendees pay no studio fees; just purchase your favorite piece/s.



8th Annual PIAW Winter Get-Away Registration Member & Non-Member $109 Non Insurance Spouse/Guest $69 Total $_______ One insurance industry attendee per form please.

Full Name____________________________________________ First Name for Name Tag _____________________ Spouse/Guest Full Name_________________________________First Name for Name Tag _____________________ Select Sweatshirt Size Unisex _____SM _____MED_____LG _____XL _____XXL Agency/Company ________________________________________________________________________________ Address__________________________________________ City_______________ State_____ Zip _______________ Phone_________________________________ Cell or After Hours _________________________________________ Email___________________________________________ NPN # or NA ____________________________________

Check Payable to PIA, or Visa, MC, AMEX, DIS Card #_______________________________________________________ Exp. Date __________________________ Name on ________________________________________________________________________________________

Return to: PIAW, 6401 Odana Rd., Madison, WI 53719 / Fax: 608-274-8195 Or register online at www.piaw.org Confirmation will be emailed upon receipt of registration.

No refunds without 10 days notice, substitutions only. 1-800-261-7429

Additional Sponsors – Thank You! Badger Mutual Insurance Company EMC Insurance Companies The Hanover Insurance Group Utica National Insurance Group Western National Insurance Group JANUARY 17 13

Get Your Finances

In Shape for 2017 NO.1 — Use this free tool to proactively monitor your credit Wouldn’t you like a simple tool that can help you protect your credit? Here’s one: Proactive monitoring. These tips can get you started.

Reprinted from Wegner Wired, Wegner CPA's Find them at Wegnercpas.com

NO. 2—Do you intend to make major changes to your financial situation during 2017? One good way to achieve big goals is to start with small steps. Here are suggestions for finetuning your finances.

Obtain your credit report. You can request a free copy of your credit report from all three credit bureaus once per year. Make sure to only request your report through the governmentapproved website, and check all three because lenders may report to only one or two credit bureaus.

Shift out of automatic. Have you established automatic bill pay at your bank or service provider, or automatic charges to your credit card?

Review your report. The report will list all credit associated with your social security number, including open and closed accounts. Use the report as a tool to review your current financial position and plan for the future.

Take the urgency out of emergency. Sure, you know having an account with enough funds specifically earmarked for emergencies is a good idea. But the amount you need to save seems overwhelming. The good news is you don’t have to immediately fund six months of living expenses.

For example, are there accounts you no longer need? You may want to contact the lender to close the account. Is that a good idea? While closing an account could affect your credit score, you may choose to do so for other reasons. For example, the card might have an annual fee you no longer want to pay, or you may worry the unused open account could be compromised through identity theft, especially if you are not in the habit of routinely monitoring that particular card.

Small step: Set up a separate account with automatic deposits of $5 or $10 per paycheck, perhaps with funds you’ve redirected from those unused monthly recurring subscriptions.

Big goal: An emergency fund with enough cash to cover six months of expenses.

Another question to ask is if your credit report contains discrepancies. Perhaps the listing shows accounts you don’t believe are yours, or late payments that you feel are inaccurate. You can dispute these findings with the credit bureau to get your account cleaned up.

Monitoring your credit on a consistent basis is a simple process that can keep your account free of damaging information. For more tips about good financial management, contact our office.

Small step: Look for payments for goods or services you no longer use, such as monthly recurring subscriptions.

Big goal: Reduce total expenses and increase savings.

Give yourself credit. Maybe you intend to pay off your credit card debt. But do you have a plan? Knowing where you stand is the first step in getting to where you want to be.

Small step: Make a list of your cards, the balances, the minimum payments, and the interest rates.

Big goal: Eliminate finance charges by being able to pay off your balance each month.

Retire your excuses. Does your employer offer a retirement plan?

If so, you may be leaving money on the table.

Small step: Find out what amount your employer will add to your account when you make contributions. These "matching" funds can increase your savings.

Big goal: Maximize your retirement contributions. Small steps can lead to big improvements in your financial well-being.

Since 1878

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Homeowners • Farmowners • Commercial • Rental Properties • Seasonal Properties • Umbrella 14 JANUARY 17

JANUARY 17 15

Are you making the most of your vehicle

Expense Deductions?

Do you use your personal vehicle in the course of your work? You may be eligible for a deduction on your tax return for the business portion of your use. If you’re an employee, you’ll have to itemize on your personal tax return to benefit. If you’re a sole proprietor, you can deduct your expenses on Schedule C, Profit or Loss From Business.

Actual or standard? You can choose to claim your actual expenses or use the standard mileage rate to calculate your deduction. If you use the actual expense method, you can deduct expenses such as gas, oil, insurance, interest, lease payments, and repairs. You’ll generally also be able to claim depreciation on your vehicle, though you’ll have to follow special rules if your business use of the vehicle falls below 50%. The standard mileage rate for 2016 is 54¢ per mile. That flat rate includes most of the costs of operating your vehicle, as well as depreciation, though you can also deduct tolls and some parking expenses. If you choose the standard mileage rate in the first year you use your vehicle for business, you can later switch to actual costs.

The paperwork. No matter which method you use, record-

WM WIS PIA Comprehensive 12-16.indd 16 JANUARY 17

1

keeping is a must. For actual expenses, you’ll need to keep receipts, as well as a mileage log to document your business use. You’ll also want to keep track of your basis in your vehicle to calculate the correct depreciation deduction. A detailed mileage log is necessary to claim the standard mileage rate.

Complete the log at or near the time you use your vehicle for business purposes, and record the time and place of the business travel, the purpose, and the starting and ending odometer readings.

Commuting miles from home to work are not deductible under either method, even if you spend most of your time making business calls on your cell phone while you’re driving. Once you are at work, business trips then become deductible.

11/29/16 11:20 AM

JANUARY 17 17

ers most there when it matters most there when it matters most there when it matters most

Direction

Sheboygan Falls Insurance Company, as part of Donegal Insurance Group, remains committed to our chosen direction for distribution — the independent agency system.

Unlike many others in the industry, Sheboygan Falls has no interest in any other distribution channel.

Instead, we focus our energy on consistently delivering greater value to our agents.

To learn more visit www.sheboyganfallsinsurance.com or call Connie Jones at 800-242-7698 ext. 2800.

Staying true to our chosen course of supporting the independent agency system… another way Sheboygan Falls is “There When It Matters Most.”

Sheboygan Falls Trade Pub Ad - Direction - Half Page 2C.indd 1

3/25/16 1:45 PM

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JANUARY 17 19

Personality Plus or Minus in Sales

by Carletta Neal

A necessary evil. That’s how some people might describe insurance. A producer’s job, of course, is to turn this kind of misguided, industry-swiping thinking around, and make the whole experience of purchasing insurance pleasant — or at least something that’s perceived as being a little less than loathsome.

Unfortunately, insurance products can’t sell themselves!

They just don’t have the same exciting allure of golf course homes, luxury cars, or dream vacations in Hawaii. Unlike salespeople in the real estate, auto, or travel industries, producers can’t easily entice buyers with pretty pictures or slick ads. Your products are invisible, and while they’re invaluable when needed, on a day-to-day basis they seem to offer clients no tangible benefits.

To a great extent, one’s ability to succeed in insurance sales depends on how well he or she can mentally and emotionally connect with would-be clients. Because of this, insurance producers — perhaps more so than professionals in any other sales industry — need to know how to communicate with a wide range of people, gain attention, inform, empathize and reassure. They need to be able to convince every20 JANUARY 17

one and anyone — from the loud-mouthed know-it-all to the quiet professional to the apprehensive cynic.

In order to interact effectively with others, a clear understanding of one’s own personality and inherent behavior must be gained, whether these are atypical of sales or not.

Even if less than ideal, a producer’s unique traits can be utilized in sales as long as they are recognized for what they are and channeled properly.

Some notable personalities Networkers Producers who easily strike up conversations, relax around strangers and project a friendly demeanor often have a clear advantage over shy, quiet types when it comes to sales. Their charm and enthusiasm can be hard for anyone — including

apprehensive prospects — to resist! These charismatic dynamos are not all highly assertive, though; many prefer to come across as more of a trusted friend than a self-serving business monger. They’re likeable and they know it. They despise arguments, debates or confrontations.

If you see yourself or a producer employee in this Networker personality group, know that social skills are the strengths.

They will help open doors that might remain sealed to others! However, the challenge may be to overcome a fear of hurting others’ feelings or seeming too pushy; this fear, if not erased, can cause Networker producers to lose out on some sales. Their sales performance may be uneven more often than not.

Try to seem more enterprising and self-serving, especially around those who appear to be bold, demanding people. Most buyers prefer doing business with someone they can relate to, so reading the personality of a prospect and then becoming a bit of a chameleon helps. A producer’s basic personality can’t be changed, but his or her behavior can certainly be modified, and should be, if doing so will enhance the chances for sales success.

Intimidators Producers who are opportunistic may seem naturally suited to sales scenarios. They typically possess the resilience and desire to win that’s needed to sell insurance successfully in today’s unpredictable, highly volatile market. They usually

Guard against being dictated to by a perspective client.

Maintain the upper hand. Smile and stay upbeat, but insist on a buying commitment or at least an immediate follow-up appointment so the closing process moves forward and the sale hastens.

Be aware that very staid individuals could have some trouble relating to very vibrant, expressive producers. If a prospective client gives one-word answers, he or she is probably not angry, sad or sick — just predisposed to being frugal with words and expecting others to be so as well. When speaking to these types, be more serious, less flamboyant and don’t generalize. Stick with the bottom-line facts about your policies and save the hype and humorous anecdotes for more outgoing prospects.

Administrators Producers who stay attentive to details and assume the role of a cautious, understated consultant may find that clients appreciate their service-mindedness and candor. Does this sound like you or one of your sales people? If so, know that the strong points are an accommodating nature, a helpful disposition and the ability to spell out facts. Existing clients and prospects probably appreciate the Administrator producer’s thorough analysis of the policies they want. Make sure, though, that technical jargon is kept to a bare minimum.

Don’t over-explain things! Not everyone is able to quickly process complex information.

An understated business approach might be perceived as a breath of fresh air by anyone who’s recently fallen prey to shark-like, fast-talking sales pros. Keep in mind, however, that a conscious effort to be more assertive might need to be made when making a sales presentation. Otherwise, some people might mistake a more laid-back attitude for one that lacks drive and determination.

find it easy to pressure others into decisions and often keep score of their victories by counting their commission checks.

If this sounds like you or someone on your staff, the strength here is forcefulness.

Other assets are a thick skin and an ability to apply pressure so others comply with requests. Be careful, though, as too much of a good thing becomes a liability. Coming on too strong will seem intimidating and dictatorial. NOBODY likes a condescending, cocky wise guy.

Temper boldness. Exhibit patience. A sense of humor can also soften an overly aggressive image. Make sure the Intimidator producer personality provides excellent follow-up service to clients. They’ll appreciate knowing there’s a genuine concern for their best interest. Repeat business and referrals will be the rewards when customers enjoy working with their producer.

Conclusion Every producer exhibits his or her own response to other people and environments; it is, in fact, this uniqueness that opens the door to both opportunities and challenges. Once the ways to best capitalize on those opportunities and override those challenges are realized, success is maximized and it becomes much easier to stay way ahead in any sales game!

Carletta Neal is a Senior Sales Consultant for The Omnia Group from Tampa, Florida. She specializes in personnel selection/management and helps clients increase employee productivity.

PIA Member Benefit: PIA members receive a free Omnia Profile when they start to use The Omnia Group's services.

Visit The Omnia Group website at www.omniagroup.com and tell them you are a PIA member.

JANUARY 17 21

education

STAND OUT! Set yourself apart with the CPIA designation.

The PIA of Wisconsin is a proud sponsor of the Certified Professional Insurance Agent (CPIA) professional designation program. These three, one-day workshops teach practical "before", "during", and "after" sale techniques for insurance producers, sales managers, account managers and company marketing representatives. Completion rule, 3 years from first course. No exams. You do not need to commit to all three to attend one.

Participants leave with ideas that will produce increased sales results immediately. In fact, they 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 three core seminars, an Advanced Insurance Success Seminar (October 19, 2017 in Fond du Lac), 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.

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 No Test. Approved for 7 Wisconsin CE credits.

While it is not required, it is recommended courses are taken in order.

CPIA 1 - Position for Success

CPIA 2 - Implement for 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.

WI CE Course # 65338

WI CE Course # 65340

CPIA 3 - Sustain Success WI CE Course # 65339

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 E&O including policy review and delivery, endorse-ments, claimsprocessing, and handling of client complaints. This course includes a review of the Professional Expectations; the Law of Agency; and Legal and Ethical Standards.

Course Schedule 8:30 – 4:00 Lunch On Your Own 12:00 – 12:45 Registration Fee per Seminar: Includes Seminar Materials, Coffee a.m. & Soda p.m.  PIAW Member $165.00 or $172.00 includes WI CE fee  Non Member $200.00 or $207.00 includes WI CE fee

CPIA 1 – July 18, 2017 Wisconsin Mutual Ins. Co. Madison, WI 22 JANUARY 17

CPIA 2 – July 19, 2017 Radisson Paper Valley Appleton, WI

Register: www.piaw.org 1-800-261-7429

CPIA 3 – July 20, 2017 West Bend Mutual Ins. Co. West Bend, WI

education

MONEY MATTERS Don't jump to conclusions on saving money on food Do you rely on coupons to save money, or buy in bulk to get the best value? Those are reasonable strategies, but they're not necessarily the only way to cut food costs.

Don't fall prey to these common misconceptions: • Coupons are the only way to save money. You can save money without coupons with a little planning.

Look for the two-for-one sales and special holiday sales. A store's shopper club also has deals available only to its members.

• Whole sale stores offer the best value. Certain items bought in quantity may save you money, but your favorite brand might not always to available. Also, check and compare prices calculating the per-unit price of the bulk against the single-item price.

Sometimes the single-unit item costs loss.

• Store brands are always cheaper. Sales frequently bring brand names close to store brands, especially when combined with coupons.

Step Up To Elite Status 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.

www.piaw.org 800-261-7429

More and more owners, managers, and producers are taking advantage of the solid education provided by the CISR designation program—and for good reason. The “S” in CISR could stand for “Sales” as well as “Service.” CISR courses are a perfect blend of foundational technical training and the skills producers need to create long-term relationships.

CISR courses are convenient one-day classroom courses—also available in self-paced online and in-house formats. The practical knowledge of risks, coverages, and exposures, complement the cross-selling and account-rounding skills taught in CISR courses.

CISR is a solution to satisfaction for your clients, the agency, companies, and you!

Contact PIA of Wisconsin today!

1-800-261-7429 • www.piaw.org JANUARY 17 23

education

Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits COMMERCIAL CASUALTY – REVISED!

January 25-27, 2017 Hilton Garden Inn Milwaukee Park Place — Milwaukee, WI 414-359-9823 $100 PIA room rate through 12/30/16

February 15-17, 2017 Crowne Plaza — Madison, WI 888-233-9527 $111 PIA room rate through 1/15/17

• COMMERCIAL GENERAL LIABILITY CONCEPTS & COVERAGE Allen Messer, CIC, CPCU

• COMMERCIAL property coverage forms & endorsements Kevin Amrhein, CIC

• ADDITIONAL INSURED CONCEPTS & ENDORSEMENTS • BUSINESS AUTOMOBILE COVERAGES & ENDORSEMENTS Jerry Milton, CIC

• COMMERCIAL PROPERTY CAUSES OF LOSS FORMS • EQUIPMENT BREAKDOWN Jacklyn Reindl, CIC, CPIA, CPIW

• workers compensation & employers liability John Dismukes, CIC, CPCU, AAI, AIS

• TIME ELEMENT COVERAGES John Dismukes, CIC, CPCU, AAI, AIS

WI CE Course # 1012294

COMMERCIAL property – REVISED!

Day One: 8:00 – 5:15

NEW WI CE Course #1012423

Day Two: 8:00 – 5:00

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.

Utica

Gives You the Credit You Deserve!

The following PIAW education classes are approved for the Utica premium credit.

• Any CIC Update • CIC Agency Management • CISR Agency Operations • Dynamics of Service • Select PIAW Webinars • PIAW Conducted Ethics and E&O Seminars (classroom or in house) To register online and view upcoming CE courses visit www.piaw.org

24 JANUARY 17

Please contact Darcy at PIAW to find out how you can benefit from Utica’s E&O Loss Control Program. dbrown@piaw.org or 1-800-261-7429

Open to Anyone & Everyone ! www.piaw.org

For The New Employee - No CE 6-8 Week Virtual Classroom •

• • •

education

O n -L i n e e d u c a t i O n New Agency Employee Orientation Delivering Quality Service Personal Lines Coverage Basics Commercial Lines Coverage Basics

Pre-Licensing Education Webinars: 2-3 WI CE, No Exam, No Proctor •

Over 20 Topics

Hot Topics: 4 WI CE • • •

Variety of Coverage Topics Ethics Flood

All 9 CISR Courses – 8 WI CE All 5 CIC Institutes – 20 WI CE

CIC Ruble seminars Exciting update options, they fill up quickly.

March 23 & 24 | Graduate| Hilton Garden – Milwaukee, WI* May 24 & 25 | Graduate | Crowne Plaza – Madison, WI* August 21 & 22 | Cyber Risk | Crowne Plaza Airport – Milwaukee, WI 16 WI CE (*Includes 4 optional Ethics) visit www.piaw.org or call PIA at 1-800-261-7429

On-Line Insurance Pre-licensing Education

Exam FX

www.piaw.org

Online Training & Assessment

Pass your insurance test fast.

Start producing faster.

Insurance and Securities Pre-license Training JANUARY 17 25

education

New Topics in 2017! Each Approved for 2 or 3 WI CE Credits. Live. No Test. No Proctor.

Visit the Education tab at piaw.org for a complete list of topics, descriptions, webinar demo and registration.

Several approved for Utica credit. Ethics is offered each month.

Fee per Webinar: $55 PIAW Member, $70 Non Member – Includes WI CE fees.

January 2017 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

The Ever-Evolving Affordable Care Act (ACA) 3 CE # 71018

1/10

12-3p

Jerry Rhinehart, CIC, CLU, ChFC, RHU

Getting Wise on Health & Wealth: Group Insurance & Savings Plans 3 CE 1010870

1/11

8-11a

Karin Klaassen, CLU, LUTCF

Alert: Agency Legal & Ethical Responsibilities 3 Ethics CE # 1010871, Utica Approved

1/11

12-3p

Jerry Hargrove, J.D., CIC, CPIA, SCLA, FCLA, PICS, LICS

Construction Defects: Property Damage & the ISO CGL – Tearing Down the Mysteries 3 CE 1010869

1/12

1-4p

Jerry Hargrove, J.D., CIC, CPIA, SCLA, FCLA, PICS, LICS

Commercial Liability Endorsements to Watch Out For 3 CE # 1010874

1/19

12-3p

Catherine Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS

Regarding Ethics 3 Ethics CE # 1010868, Utica Approved

1/23

12-3p

Kevin Amrhein, CIC

What We Learned: Claim and Coverage Issues from Catastrophes 3 CE # 71678

1/24

12-3p

Catherine Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS

Weatherstripping the CGL: Drafts, Gaps, Forms and Fixes 3 CE # 1011188

1/25

12-3p

Chris Amrhein, AAI

Your Agency Online: Communication Cure or E&O Plague 3 CE # 1012439 Utica Approved

1/26

12-3p

Chris Amrhein, AAI

Agency Management Based E&O and Ethics 2 CE, 1 of 2 Ethics, CE # 1011196 This is a 3 hour course! Full attendance required for CE and Utica Approved

1/31

12-3p

Terry Tadlock, CIC, CPCU, CRIS

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

Contact Brenda for in-house webinar opportunities. bsteinbach@piaw.org 26 JANUARY 17

Open to Anyone!

7 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 overage. 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.

FEBRUARY 1 • WAUKESHA FEBRUARY 2 • MADISON

CLASS SCHEDULE Instruction Group Lunch Optional Exam

Todd Davis, CIC

$170 Per Course

8:00 a.m. – 3:45 p.m.

Includes Lunch

12:00 p.m. – 12:45 p.m.

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!

7 WI CE Credits New Course #69332

INSURING COMMERCIAL PROPERTY

Commercial property insurance is one of your business customers’ greatest concerns. You’ll improve your cross-selling abilities with up-to-date knowledge of commercial property coverage, and reduce E&O exposures. This course gives you the skills to address these issues with greater ease and confidence.

• • • • •

Fundamentals of Commercial Property Insurance Building and Personal Property Coverage Form Causes of Loss Forms Basics of Time Element Insurance Basics of Commercial Inland Marine Insurance

CLASS SCHEDULE Instruction Patti Gardner CIC, CRM, CPCU

Group Lunch Optional Exam

8:00 a.m. – 3:45 p.m.

12:00 p.m. – 12:45 p.m.

March 8 • Rothschild March 9 • Madison

$170 Per Course Includes Lunch

4:15 p.m. – 5:15 p.m.

Register at www.piaw.org or call 800-261-7429 JANUARY 17 27

education

certified insurance service representative

education

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

28 JANUARY 17

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

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Negotiating a

Flexible Work Arrangement with Your Employer

by Farzanna S. Haffizulla, M.D.

Every working professional should have the right to take time off, free from the pressures of work, but doing so requires some savvy planning with your supervisors and colleagues when you are gone. Check with your employer about your maternity, paternity and family leave options. The stress that many feel often relates to leaving work unfinished or falling behind on projects. Don’t leave your job with uncertainty and offer a clear timeline so that your work colleagues know what to expect.

While the art of balancing family life and career is fraught with intense emotions at times, make sure you check your emotional highs and lows at the door. Always maintain a professional attitude when in front of your colleagues. You want to show that you are committed and just as reliable, and that you take your work commitments seriously.

Here’s what to go over with your supervisor if you are considering time off: • Determine the changes in schedule or job functions.

• Specify a specific leave period (start date and end date).

• Figure out coverage. Who will cover for you while you are gone? Will your work be divided up among colleagues and are they aware?

• Create hand-off notes. Prepare your notes and work procedures for your replacement.

• Establish boundaries and access. Will you be available 30 JANUARY 17

for consultation? How much contact are you willing to have during your leave?

• Plan your re-integration and return. Design a plan for your return, such as changes in job function, reduced hours, etc.

• Consider telecommuting and working from home or at a location closer to home. Present a clear plan of action to your supervisor about how you see this arrangement benefiting you and your company. Will you be able to make regular conference calls to check-in with your colleagues and with your supervisor? Will you be able to drop-in on occasion if the project calls for it, or if you need to see clients?

There are four important steps to take when negotiating flexible work arrangements.

Step 1: Assess your job and employer.

Will they allow you to try the above flex options? Some jobs are strict about a physical presence in the office during

regular business/office hours. For example, a surgeon or school teacher may find flex options provide no respite from their work demands. For those with more flexibility from their employers, consider if working in an alternate location would be beneficial. Can you handle the independence and distractions, if it saves you commuting time and costs?

these measures to ensure that you get the credit you deserve: 1. Document your performance and work results. Check-in daily if needed with your boss.

Step 2: Find out where you work best.

3. Set up periodic meetings with your supervisor to go over expectations. Have you made significant contributions?

In what ways? Work with your employer to adjust your work schedule as needed to fine-tune an optimal arrangement.

Many thrive in home offices, which allow them to save on childcare costs, while others find home offices distracting and unproductive. On face value, working from home may seem to be the most convenient option, but before seizing the opportunity, remember that working at home doesn’t necessarily make it convenient. If constant interruptions will make working difficult, the advantages of working at home may be overshadowed by the downsides, such as battling cranky outbursts from your kids or other interruptions of daily living.

Step 3: If you are a parent or caregiver, drop the guilt-factor.

Recognize that you shouldn’t feel like a bad parent if you come to the realization that you can’t work and care for a child in a synchronous manner, and that you are more productive when you keep the two worlds largely separate.

Perhaps you’re the type that needs a designated working space. Other parents might not mind writing or preparing reports, making phone calls and dealing with clients while toys are scattered by the desk and your child squeals and plays in the playpen set in the corner of the room. Seek out the best work arrangement and reassure your employer that you’re not seeking a favor, but asking for an alternative way to produce the same level of work expected.

Step 4: Champion your work Once you’ve started your new work arrangement, remember that you may not be physically in the office as often as usual. Out-of-sight, out-of-mind can have detrimental effects on your employer’s impression of you. Make sure you take

2. Be clear about the expectations. You may not be able to work full time, but can you still produce full-time work.

4. If something urgent comes up at work, what is your family contingency plan? And vice versa— if something at home interrupts your work schedule, will your employer be able to grant you more flexibility?

While there is no “one size fits all” approach, variations in theme and creative strategizing and planning will allow you to achieve the best of both your family and career spheres of life. Maintain clarity, definition and be resolute in your personal choices. An injection of optimism and approaching your colleagues and supervisors with amiable professionalism will dramatically increase your chances of getting the schedule that works best for you.

Dr. Farzanna Haffizulla is a speaker and expert in work/life balance. Her book, Harmony of the Spheres, offers methods to streamline workloads, solve interpersonal workplace issues and offers practical advice on integrating work and home life. In addition, she runs the websites BusyMomMD, an informative site for modern, educated women juggling career, family and community life, and HouseCallsMD, providing a portal to better healthcare.

For more information or to contact Dr. Haffizulla, please visit www.housecallsMD.us or www.busymomMD.com.

new MEMBERS PIA of Wisconsin

AGENCY Acropolis Insurance Agency Hustiford, WI Action Insurance Middleton, WI Eiler Insurance Agency, LLC Brandon, WI Encompass Insurance Solutions Inc. Black River Falls, WI

Figi Insurance & Financial Services Monroe, WI

TLC Insurance Services Montello, WI

Josh Overlee Insurance Agency LLC Wauwatosa, WI

Vital Insurance Services Milwaukee, WI

Ken Zindars Insurance Agency Inc. Watertown, WI Nemec Insurance Services Wausau, WI The MVP Insurance Agency Janesville, WI JANUARY 17 31

CLASSIFIEDS The PIAW office in Madison

has an immediate opening for a full time Customer Service Representative

Wisconsin STRONG Since 1931 Partners Mutual Insurance Company has built lasting relationships with independent agents across the state. We are committed to the independent agency system as the only means to deliver our products and work hand-in-hand to help our agencies grow profitably.

For information about becoming a Partners Mutual Insurance Agent please contact Brian Martin at 262.432.3439; Martin.Brian@PartnersMutual.com; Mike Ottman at 262.432.3418; Ottman.Michael@PartnersMutual.com; or Charles Becker at Becker.Charles@PartnersMutual.com or 262.432.3484.

This team member will be responsible for servicing and retention of existing Insurance Agent Errors & Omissions Insurance accounts, in addition to placing new E&O accounts. Proactive phone calls and marketing to E&O prospects and new member prospects is required. The candidate must have excellent written and oral communication skills, must be proficient with Microsoft Office Suite, be dependable and a team player. Knowledge of insurance products and agency operations is a plus. This position requires a WI state license, but not required at time of hire and can be obtained once employed. Fully paid employee health insurance, retirement plan, paid vacation, sick days and competitive salary provided.

Interested candidates should email cover letter with qualifications and resume to:

Ron Von Haden, Executive Vice President, Professional Insurance Agents of Wisconsin at rvonhaden@piaw.org.

PIAW Member Benefit PMIC_3-625x5_PIA_1216.indd 1

12/13/2016 12:31:09 PM

As a PIAW Member you can receive FREE sample producer contracts and employee contracts from PIAW! Developed for PIAW by an employment law attorney, these contracts contain non-compete and non-piracy clauses as well as other standard employment provisions.

We can send them to you via email as word documents so you can customize them with your agency information.

Call or email Mandy at (800) 261-7429; mpenn@piaw.org for information or to order.

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The Most

Desired Skills

of the Future

by Nathan Jamail

“Three Practices to Communicate, Engage and Influence People” How many parents have a toddler that can work an iPhone or iPad better than they can? What about the parents of teenage kids or young adults that cannot communicate except through texting, email or social media? With technology constantly evolving, technical skills and knowhow will be the most common skills among the working and business public—but the ability to communicate face to face will always be one of the most important aspects of business.

While younger generations preparing to enter the workforce should keep up with technology to remain relevant in today’s economy, they should also continue to practice and focus on perfecting their soft skills—communication, interpersonal interaction, influence and personal effectiveness in a social and business setting. These abilities are the great differentiator in business of the future.

In order to develop these relevant skills and to create the best team today and in the future, there are three things a leader can do. First: learn how to be a coach to your players; this, most likely, is not what your manager did for you.

Second: identify what you want to coach. Third: commit 34 JANUARY 17

and implement a true practice program that requires the leader to participate.

Learn to coach The word “coaching” is used in business today as much as the word “culture”, but in the same way that “culture” is used in most organizations, it is merely a word with very little impact or “law”. Leaders tell their managers to coach, but they never teach them how to coach. Many managers may say, “Hire good people and then just let them do their jobs.”

This strategy will suffice if a leader is content with never making their employees better.

In professional sports a coach drafts the best player they can find and they commit everyday of their professional life to making them better. In business it is the leader’s job to hire great people and make them better. The key to start coaching is to change the mindset from managing to coaching. To accomplish this, the leader’s actions must change from a reactive approach—of getting involved when needed—to a proactive approach of getting involved before they are needed in order to prepare the employee to win.

What to coach A very important factor in coaching is understanding what to coach. Leaders need to stop focusing on just product and industry knowledge and begin to focus on perfecting the soft skills like communication, personal interaction, body language, voice inflection and the transfer of positive energy. Envision what you consider great customer service and bad customer service, or what separates a top performer and a bottom performer. The most adept leaders have harnessed face-to-face communication. In baseball’s World Series, the greatest players are still practicing the fundamentals, such as throwing and catching the ball. In business we must do the same, and practice repeatedly throughout the duration of a career. This includes the big and small parts (which really equal the big parts).

Implement a practice program When one thinks of a practice program, they may instantly feel overwhelmed and attempt to outsource it. This is a big mistake as leaders of an organization need to be a part of their practice program—and it is not nearly as overwhelming as one might think once it is kicked off. Team engagement and immediate success and results will snowball this into full blown commitment on everyone’s part, making it even easier and more effective. The hardest part? Getting it started and staying committed.

A first and simple step is to implement weekly practice sessions that the leader mandates and runs. Just like if a parent wants to coach little league sports, the key is they must make

the team practice during the week, so they win on the weekends. In fact, similar to little league sports, the more serious the competition and priorities placed on winning, the more practices take place. In business everything is serious and competitive when it comes to success and winning, because winning matters. Learning to practice is almost as hard as learning any new skill. It will feel awkward, redundant, uncomfortable and hard at times, but just like parents tell their kids, “If you want to be the best and win, then you have to practice.”

While social media and a litany of gadgetry have streamlined our ability to connect and interact, there will never be a substitute for stout communication skills. Focusing on these timehonored skills and building better teams in business follows the same principals of raising better kids—yet it can prove more difficult because of the lack of the familial connection that makes us willing dedicate our time and sacrifice for our children. It requires a commitment and an involvement that can be difficult for many people, and it also requires conflict and asks the leader to not always be the most popular person.

Remember, great coaches are coaches, not buddies, they should be respected by all team members and should be focused on making everyone—individually and collectively—better, more prepared and more successful—today and tomorrow.

Nathan Jamail, president of the Jamail Development Group, and author of the best-selling Playbook Series, is a motivational speaker, entrepreneur and corporate coach. As a former Executive Director, life insurance sales professional and business owner of several small businesses, Nathan travels the country helping individuals and organizations achieve maximum success. Nathan has worked with thousands of leaders in creating a coaching culture. Get your copy of Nathan Jamail’s most recent book released by Penguin Publishers, “The Leadership Playbook” at www.NathanJamail.com.

Looking for Success? The Feeling Is Mutual.

Rockford Mutual is committed to building strong agent relationships and offering competitive products and outstanding claim service. And that means, when you’re successful, we’re successful. Ready to get started?

For more information about becoming an independent agent for Rockford Mutual: please contact us at 815/489-3158 or visit www.rockfordmutual.com JANUARY 17 35



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

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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

36 JANUARY 17

Sometimes things are just clearly

BEYOND THE EXPECTED Just like our incredibly flexible service. ®

.

Tom Buss Extension 3037 Northwest

Dave Ganschow Extension 2178 South

Mike Tietz Extension 3081 Southeast

AUTO • HOME LIFE • BUSINESS

2505 Court Street • Pekin, Illinois • 61558 • 800-322-0160, Extension 2394 • www.pekininsurance.com

JANUARY 17 37

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. OFFICERS

DIRECTORS

Mr. Brian MacGillis, CPIA President 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 Ms. Jodi Cordes, CIC, CRM Vice President A.F. Glass Insurance Center P.O. Box 1149 Lake Geneva, WI 53147 Phone 262-248-5555 Fax 262-248-5544 jcordes@glassinsurancecenter.com Mr. Matt Cranney, CIC, CRM Treasurer M3 Insurance Solutions, Inc. 3133 W Beltline Hwy Madison, WI 53713 Phone 608-273-0655 Fax 608-273-7783 matt.cranney@m3ins.com

February January 2017 2017

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. Jeremy Cordova, CIC Cordova Agency, Inc. 716 E 2nd St. Merrill, WI Phone 715-536-9576 Fax 715-539-3349 jeremy.cordova@cordovaagency.com

Mr. Dennis Kuhnke, CIC, CPIA PIAW National Director Robertson Ryan & Associates Inc. 330 E Kilbourn Ave. Suite 650 Milwaukee, WI 53202 Phone 414-271-1561 Fax 414-271-3012 dkuhnke@robertsonryan.com

Ms. LouAnn Herriges, CIC, CISR American Advantage - IFS, Inc. 353 Forest Grove Dr. #205 Pewaukee, WI 53072 Phone 262-696-5800 Fax 866-255-4440 LouAnn@insurancewisconsin.biz

Ms. Julie Ulset, CPIA Grams Insurance Agency LLC 103 W Fulton St. Edgerton, WI 53534 Phone 608-884-3304 Fax 608-884-9616 julset@gramsinsurance.com

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

25-27

CIC COMMERCIAL CASUALTY INSTITUTE Milwaukee (20 WI CE)

1, 2

CISR Personal Lines Miscellaneous Waukesha, Madison (7 WI CE)

CIC COMMERCIAL PROPERTY INSTITUTE Madison (20 WI CE) CISR COMMERCIAL PROPERTY Rothschild, Madison (7 WI CE)

March 2017

15-17 8, 9 22

CISR COMMERCIAL CASUALTY 2 Milwaukee (7 WI CE)

23-24

JAMES K. RUBLE GRADUATE SEMINAR Milwaukee (16 WI CE, 4 of 16 are optional Ethics)

April 2017

25

CISR AGENCY OPERATIONS Appleton (7 WI CE, 1 is Ethics)

26

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

10, 11

CISR PERSONAL AUTO Waukesha, Green Bay (7 WI CE)

May 2017

23

CISR PERSONAL RESIDENTIAL Madison (7 WI CE)

24-25

CIC JAMES K. RUBLE GRADUATE SEMINAR Madison (16 WI CE, 4 of 16 are optional Ethics)

June 2017

20 CISR Life & Health Essentials Rothschild (7 WI CE)

38 JANUARY 17

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

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

8-10 WINTER GET-AWAY Minocqua (6 WI CE)

July 2017

Coming Events

Mr. Michael Keener, CIC Keener Insurance Solutions, LLC W 175 N11081 Stonewood Dr Ste 105 Germantown, WI Phone 262-293-9144 Fax 262-293-9254 michael@keenersolutions.com

Ms. Sandy L. Hardrath, CIC, CPIA Ansay & Associates 4712 Expo Dr. Manitowoc, WI 54220 Phone 920-370-4283 Fax 920-682-7799 Sandy.Hardrath@Ansay.com

Mr. Sean M. Paterson, CIC Secretary Allied Insurance Centers, Inc. 12750 W. North Ave. Brookfield, WI 53005 Phone 262-782-5373 Fax 262-782-6327 spaterson@alliedinsurancecenters.com

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

STAFF

21

CISR Commercial Casualty 1 Tomah (7 WI CE)

21-23

CIC LIFE & HEALTH Rothschild (20 WI CE)

18

CPIA 1–Position for Success Madison (7 WI CE)

19

CPIA 2–Implement for Success Appleton (7 WI CE)

20

CPIA 3–Sustain success W ­ est Bend (7 WI CE)

EMC does more than handle claims, we score them.

Information gathered from adjusters and customers provides us with metrics to continually enhance the quality and promptness of EMC’s claims handling. It’s just one of the many reasons policyholders Count on EMC ®.

BECKIE JANUSZEWSKI, AIC Claims Supervisor EMC Milwaukee Branch

SCORING CLAIMS

FOR BETTER SERVICE.

MILWAUKEE BRANCH OFFICE Phone: 855-495-1800 | Home Office: Des Moines, IA

www.emcins.com © Copyright Employers Mutual Casualty Company 2015. All rights reserved.

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

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The Primary Contact will receive a copy of the Wisconsin Professional Agent magazine and all mailings from PIA State and National. The Primary Contact has voting rights at PIA national meetings. Primary Contact and all agency staff have voting rights at PIA of Wisconsin meetings.

Name & Designation

DOB

Gender

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o o

Male

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Corporation

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o o

Part-time

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Magazine

Privilege

INCL INCL

o

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Nat’l Voting

Agency Information: Agency Type:o Sole Owner

o

Top 3 P&C Companies (list in order)

Partnership

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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

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