June 2013 Professional Agent

professional agent june | 2013

Attendee Registration Form Inside This Issue!

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Wh at’s Inside?

What Makes a Top................12 Employee Conquering Stage Fright........17 Personal E&O Commitment....22 New CICs...................................28 The Power of a Template.......30 Personal Umbrella Policies....34 Coming Events.. .....................38

July 31- August 2, 2013 Chula Vista, Wisconsin Dells

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www.piaw.org

$1,000,000,000 CELEBRATING ONE BILLION IN WRITTEN PREMIUM! DOUBLE DIGIT GROWTH has pushed ACUITY over the $1 billion revenue mark! In the past 14 years, we’ve quadrupled our written premium and you are responsible for that. Thank you!

We have the agents, employees, and strategic plan to allow our growth to keep compounding on the path to becoming a multibillion-dollar insurer.

www.acuity.com 2 JUNE 13

For All That Matters

facebook.com/acuitywow

From the

President Tracy Oestreich, CIC, CPIA, AU — President, PIA of Wisconsin

PIA's 64th Annual Convention Please mark July 31st to August 2nd as “BOOKED” on your calendar for the 64th Annual Convention of the Professional Insurance Agents of Wisconsin. The event is being held at the Chula Vista Resort in Wisconsin Dells, WI. The convention kicks off Wednesday with the 10th Annual YPC Golf Outing at Chula Vista’s Cold Water Canyon Golf Course. All proceeds from the golf outing go towards scholarships to be awarded to deserving high school and college students pursuing a career in an insurance related field. Following the golf outing is the opening night PIA Family Party! We will have casino games, live music, kids coral loaded with activities, boat rides on the Upper Dells, great food and beverages. Come prepared to bid on cool items at the Young Professionals Committee (YPC) silent auction.

Thursday starts with education, followed by the CIC/CISR conferment ceremony, and then the annual business meeting.

PIA’s leadership team will report on important updates and special guest, PIA National President, Andy Harris, will share National updates along with issues affecting our industry.

Thursday afternoon is the perfect opportunity to meet face to face with company representatives and industry partners at the trade show. Don’t miss out on visiting the famous PIA money machine! Thursday evening will include our traditional cocktail reception to be followed by our elegant awards dinner. The evening will end with a magician that mixes magic, comedy and mind reading.

Friday morning begins with a sit down breakfast and a powerful presentation by Keri Thomas, as he shares an incredible story from the “Blackhawk Down” Mission.

The convention will come to a close with the Company President’s Panel. I hope to see you in attendance.

Bring your family and take advantage of one of the best networking opportunities of the year!

Don’t forget about our annual charity drive – “School Kits for Kids”. This year help us collect backpacks and school supplies for low income children in your community. Has your office started to collect items? Post the information on your website and Facebook page, especially since the items collected will stay right in your own community! The goal is to help ensure that low income children will have the materials they need to succeed during the upcoming school year. Check out our website for more information: www.piaw.org On another note, it continues to be a fascinating time in our great industry; one full of opportunities and challenges.

Speaking of challenges, how do we get youth and talent excited about our industry as incredible opportunities do exist. Our public relations committee is hard at work collecting information that will be distributed to high schools and colleges in our state. We need to get the guidance counselors talking about our industry and the career opportunities that are available. Have you considered attending your area high school career day as an exhibitor or visiting with your local high school guidance counselors to provide them with information regarding careers in insurance? We now have resources available that can be used including a power point with script. A career in insurance may be one of the best kept secrets in the employment field. Let’s start sharing this secret! Spread the word about careers in insurance.

Enjoy your summer, make your plans now to attend our 64th Annual PIA Convention and get a challenge going in your office to collect items for the “School Kits for Kids”

Right in your backyard!

With Continental Western Group® in your backyard, you have the comfort of knowing we are responsive to your needs and the confidence of knowing we are dedicated to our partnership!

Call Fritz Weitendorf, our Wisconsin Representative at 1-877-643-0219 ext 3828.

www.cwgins.com

june 13 3

Memos from

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

Electronic Proof of Insurance PIA LEADS THE WAY again! When a member contacted us with a suggestion to allow electronic proof of insurance in Wisconsin, we immediately realized that it was a very good idea. So, we put the legislative machinery into gear and began to research the most effective way to make it happen.

A little history….When mandatory insurance became the law in Wisconsin, all vehicles had to have proof of insurance in the vehicle or face a fine. Generally, that proof was in the form of a card or piece of paper that was kept in the vehicle and could be produced if a law enforcement officer demanded it. Many times the card was misplaced or hard to find in a cluttered glove box or console. Also, police officers were always a bit nervous about making a traffic stop and allowing the vehicle occupant to reach over and open a compartment that they may not be able to view well. What if the occupant was reaching for a weapon instead of an insurance card?

So, when the current legislative session began in January and PIA member Mary Czaja was seated as a new State Representative, we asked Mary to author a bill to allow proof of insurance to be presented electronically. This meant that a vehicle owner could have the proof contained on their smart phone, ipad, or other electronic device. No more searching for a lost piece of paper! No more reaching into a compartment while a police officer stood by nervously!

She authored and introduced Assembly Bill 65 which was co-sponsored by Representative John Nygren and a host of

4 JUNE 13

other Representatives. A companion bill, Senate Bill 62, was introduced by Senator Frank Lasee in the State Senate and co-sponsored by several of his colleagues.

PIA testified in favor of the bill at the public hearing of the Assembly Insurance Committee on May 2 and we were thrilled as it was unanimously passed by the committee and sent to the full Assembly. The Senate bill flew through their insurance committee and was passed by the full body without opposition.

On May 14, the full State Assembly followed the committees lead, passed the bill and sent it to the Senate. This article is being written before the Senate vote but I expect the Senate to pass the bill and send it on to Governor Walker for his signature and it will become the law in Wisconsin.

What a terrific example of how things should be done: A good suggestions from a member, immediate activity by the association, introduction of a bill by thoughtful legislators, bi-partisan action by the legislature and the signature of the Governor. Whoa, it just doesn’t get any better than that.

You can be proud of your legislative team at PIA and our close relationship with legislators who gave careful consideration to a concept that is good for consumers. PIA is second to none, and leads the field in most circumstances, when it comes to advocacy for agents and their clients.

AND REMEMBER …..Even if you’re on the right track, you’ll get run over if you just sit there!

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june 13 5

From the

Boardroom Brian MacGillis, CPIA, MacGillis Agency, Inc. — Director, PIA of Wisconsin

Claim Time = Game Time Bottom of the 9th – 2 Outs – Bases Loaded and down by 2 runs. Time to send Babe Ruth up to the plate (the agent of course)! That is the mind frame of an Independent Agent when claim time comes. Our clients are looking for us to knock it out of the park with service. It doesn’t always go the way they intend. We can be prepared for claim time by doing the following: 1. Know your Contracts! This is number one on the list.

When a customer calls, they expect us to know whether a claim is covered or is not covered – easier said than done. While the answer isn’t always there, and may be in a gray area, it is vital to know the contracts of your companies. Our Direct Writer friends have the initial ‘leg up’ in this department – 1 Company to know – 1 Contract to Understand.

Use your company claim contacts to your advantage!

Get to know a good Casualty and Property Claim representative and go right to the source. Give them a call and get an opinion on sticky claims situations. Know the language as best you can for each company when it comes to common claim gray areas (Water Damage, Water Seepage, Power Surge, etc.)

2. Gather as much information as possible. The best way to keep your company happy and get the claim settled in a timely manner, is to gather every specific of the claim – leaving nothing to question. Get the Time of Day, Accident Details, Injured Party details, and so on. The less your company has to do, the more they are willing to pick up the phone immediately and get another claim off their desk.

3. Follow up with your customer the next day. Give the company 24 hours to contact the client and be sure that

the claim is moving. I am the last one that likes to get ‘in the middle’ of a company and client settlement – but it is imperative that your customer knows you are working on their behalf, and that their claim is moving.

4. Be an advocate for the Customer. This is an area that separates us from those who choose to take their business “Direct”. They don’t have a friend at claim time.

5. Let your company take care of business. All of your companies have Claim Adjusters and Staff who are more than capable of settling a claim – especially when there is no question as to coverage. Let your company WOW the client with the service they provide.

6. Remind the Client at Renewal Time about the Outstanding Service they just received. This can be easily forgotten when premiums rise. Remind your customer that even if the premium isn’t cut down to the lowest in town – YOU and the company will be there when they need it the most.

Great lessons can be learned early by your young producers and CSR’s as well. Ask your companies if your employee can spend 1 day in their claim department – learning about claim settlement and dealing with difficult situations.

Lastly, one of the more overlooked benefits of PIAW, is the Online courses for New Employees. These classes are offered frequently (one starting June 17, one starting July 15).

These 7 week courses are affordable, and can provide your new employee with the tools they need to understand the products they are selling – and make them Claim All-Stars when the time comes.

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

6 JUNE 13

june 13 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

Meghan Victoria Andersen, 126 S. Marquette St., Madison,

license for a period of 31 days. This action was taken based

WI 53704, had her application for an insurance license

on allegations of having an open lawsuit and unpaid money

denied. This action was taken based on allegations of failing

judgments.

to respond promptly to inquiries from OCI and for failing to provide evidence of an inactive California resident license.

Cindy M. Mau, 3131 Greenview Dr., Green Bay, WI 54311, agreed to the denial of her application for an insurance

Zaim Aslani, 706 Virgina St., Racine, WI 53405, agreed to the

license for a period of 15 days. This action was taken based

denial of his application for an insurance license for 31 days,

on allegations of unpaid civil judgments.

agreed to be supervised by a licensed intermediary until April 25, 2014, and agreed to reply promptly and completely to all inquiries from OCI. These actions were taken based on allegations of failing to disclose information on a licensing application and failing to provide requested information to OCI. Lori L. Buck, 2401 W. Creedy Rd., 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 a criminal conviction on a licensing application.

William M. Orange, 2036 Adams St., Apt. 4B, Hollywood, FL 33020, 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 proof of resident state licensing.

Franshesca Resendez, 4810 S. 68th St., Milwaukee, WI 53220, 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 complete

Charles W. Cross, 7921 W. Van Beck Ave., Milwaukee, WI

prelicensing education before testing, failing to pass a

53220, had his application for an insurance license denied. This

licensing examination after prelicensing education, and

action was taken based on allegations of failing to respond

failing to meet requirements within the maximum allowable

promptly to inquiries from OCI, having a criminal conviction

time for consideration of the application.

which may be substantially related to insurance marketing type conduct, failing to apply for licensure within 30 days of examination, and failing to pay past child support due.

Dawn M. Rhinesmith, 11936 Parks Farm Ln., Charlotte, NC 28277, had her application for an insurance license denied.

This action was taken based on allegations of failing to

Thomas W. Everett, 814 N. 3rd Ave., Sturgeon Bay, WI

respond promptly to inquiries from OCI and failing to

54235, had his application for an insurance license denied for

provide required proof of resident state licensing.

10 days. This action was taken based on allegations of failing to disclose a criminal conviction on a licensing application.

Kelly A. Rosenbush, 467 McCutcheon Rd., Hudson, WI 54016, agreed to the denial of her application for an

Erin E. Kurtz, 2814 E. Newberry Blvd., Milwaukee, WI 53211,

insurance license for a period of 60 days. This action was

agreed to the denial of her application for an insurance

taken based on allegations of unsatisfied civil judgments. (continued on page 10)

8 JUNE 13

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ROBERTSON RYAN & ASSOCIATES, INC.

june 13 9

OCI Administrative Actions (continued from page 8) Jason A. Schoeffler, 5510 W. Hillcrest, Mequon, WI 53092,

Joshua W. Steeber, 1508 15th Ave. E., Apt. 1, Menomonie, WI

agreed to the denial of his application for an insurance

54751, had his application for an insurance license denied.

license for a period of 10 days. This action was taken based

This action was taken based on allegations of failing to disclose criminal convictions on a licensing application and

on allegations of failing to disclose a lawsuit on a licensing

having unsatisfied judgments in civil lawsuits.

application.

Scott H. Simonsen, 2828 S. Wentworth Ave., Milwaukee, WI 53207, had his application for an insurance license denied for

Jenny L. Thom, 103 Conkey St., Burlington, WI 53105, had her application for an insurance license denied. This action was taken based on allegations of criminal and civil convictions

31 days. This action was taken based on allegations of failing

which may be substantially related to insurance marketing

to disclose a criminal conviction on a licensing application.

type conduct.

Allegations

and

Actions Against Agents

AGCS Marine Insurance Co., 225 W. Washington St., Ste. 1800,

Knightbrook Insurance Company, 2 Logan Sq., Fl. 9,

Chicago, IL 60606, was ordered to pay a forfeiture of $500.00

Philadelphia, PA 19103, was ordered to pay a forfeiture of $500.00

and was ordered to reply to OCI. These actions were taken

and was ordered to reply to OCI. These actions were taken based

based on allegations of failing to respond promptly to inquiries

on allegations of failing to respond promptly to inquiries from

from OCI and failing to pay an annual appointment fee.

OCI and failing to pay an annual appointment fee.

American Pet Insurance Co., 907 N.W. Ballard Way, Seattle,

ProAssurance Casualty Company, 100 Brookwood Pl.,

WA 98107, was ordered to pay a forfeiture of $500.00 and was ordered to reply to OCI. These actions were taken based on allegations of failing to respond promptly to inquiries from OCI and failing to pay an annual appointment fee.

Generation Life Insurance Co., 2500 Westfield Dr., Elgin, IL 60123, was ordered to pay a forfeiture of $500.00 and was ordered to reply to OCI. These actions were taken based on allegations of failing to respond promptly to inquiries from OCI and failing to pay an annual appointment fee.

Birmingham, AL 35209, appealed OCIâ&#x20AC;&#x2122;s disapproval of policy form endorsements. The Commissioner upheld the disapproval. This action was taken based on allegations that medical malpractice form filings violated Wisconsin insurance laws by applying a deductible, shifting the costs of defense expenses to the insured.

RGA Reinsurance Company, 1370 Timberlake Manor Pkwy., Chesterfield, MO 63017, was ordered to pay a forfeiture of $500.00 and was ordered to reply to OCI. These actions were taken based on allegations of failing to respond promptly to

Kevin Lee Company, Inc., 2828 Forest Ln., Ste. 2300, Dallas,

inquiries from OCI and failing to pay an annual appointment fee.

TX 75234, had its application for an insurance license

Virginia Surety Comapny, Inc., 175 W. Jackson Blvd., Chicago,

denied. This action was taken based on allegations of failing

IL 60604, was ordered to pay a forfeiture of $500.00 and was

to respond promptly to inquiries from OCI and failing to

ordered to reply to OCI. These actions were taken based on

provide information regarding the designated Wisconsin-

allegations of failing to respond promptly to inquiries from

licensed producer.

OCI and failing to pay an annual appointment fee.

10 JUNE 13

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june 13 11

What Makes a Top

Employee?

How to be the best and get noticed

I

By Nathan Jamail

In any economy, especially a tough one, thousands of companies are still looking to hire top employees. The real question is how does one become that top employee organizations and leaders are looking to hire? It is not experience, knowledge or background, though all of those are great benefits.

Three things a person can do to be a top performer on any team: 1. Do what you love. 2. Maintain a positive attitude. 3. Make your boss look good. This is more than a generic statement or a motivational blurb; rather, these are the most common things said when leaders describe their top performers.

Do what you love Passion is the most powerful motivator of a person or team.

More people will follow you, buy from you or promote you because you are passionate than because you are smart or have experience. Passion can only be created when someone is doing something they believe in or love to do. This does not mean a person must be passionate about the product or service they provide; rather they must be passionate about their actual job responsibilities and serving their clients or team members.

A misconception is that passion is a subjective thing to measure. How can the one thing that every top performer has be subjective? It canâ&#x20AC;&#x2122;t. Either a person has it or not.

Everybody has passion- it is an emotion. The question is not whether someone has passion; rather it is, â&#x20AC;&#x2DC;are they doing what they are passionate about?â&#x20AC;&#x2122; If the answer is no, then make a change because without it, a person will never reach their true ability or desires.

Action item: Write down what you love to do from hobbies to activities. Does it relate to what you do in any way? If not, talk to your boss about your passions and ways you can incorporate them into your current role. They will appreciate the top performer you become when you are doing something you are passionate about.

12 JUNE 13

Maintain a positive attitude Remember this – having a good attitude is as easy as always remembering to smile and take responsibility for everything both good and bad. It is never saying “it wasn’t my fault” or “it’s not my job” or blaming the company or competition for one’s failures. Rather, a person with the right attitude knows to be successful, you must first be grateful. To be the best, focus on how to have more fun and be better at serving your clients, peers and subordinates. Remove the life suckers and gunslingers that shoot holes in every new idea and new opportunity by saying “it won’t work” or “it has never worked in the past.” Most people will tell another person something can’t be done because in reality they fear they themselves can’t do it. Having the right attitude is knowing you will determine your reality not by what has been done, but rather by what you will do.

Action item: take the time each day to approach everyone around you and smile, encourage and expect the same in return.

Make your boss look good Working to please and impress will get a person promoted faster than tenure and experience. A top performer focuses on doing what is right and exceeding their boss’s expectations, promoting their leadership’s culture and delivering results.

Always be willing to help others to succeed knowing the better you can at helping others, the more valuable you

become. When a person focuses on making the boss look good, they should never worry about being perceived as an opportunist, they should only focus on making their boss look good. The key is to focus on having the right attitude, being passionate about your job and serving your leader and the team.

Action item: Look at your job expectations and add to them. If your boss says to be in the office by 9 a.m., try to be there by 8:30 a.m. at the latest. If your boss says to contact 50 prospects in a week, your goal should be 75. Most importantly, do these with integrity. Not only will your boss look good, but you will see results!

Every professional has the opportunity to get promoted and be number 1, but only a few will actually do what it takes to get there.

Nathan Jamail, best-selling author of “The Playbook Series,” is also a motivational speaker, entrepreneur and corporate coach. As a former executive for Fortune 500 companies, and owner of several small businesses, Nathan travels the country helping individuals and organizations achieve maximum success. A few of his clients include Fidelity, Nationwide Insurance, The Hartford Group, Cisco, Stryker Communications, and Army National Guard. To book Nathan, visit www.NathanJamail.com or contact 972-377-0030.

Certified Insurance Service Representative Open to Anyone!

8 WI CE Credits Course #68289

New! Life & Health Essentials

This course will help build a better understanding of what your clients need to know about life and health insurance. Explaining the benefits of having the proper life and health insurance is key to the financial wellbeing of your clients’ families and businesses. Be better prepared to answer questions about analyzing the need for and placement of life insurance. Health insurance includes a diverse assortment of policies, from medical expense coverage to vision care and dental coverage, plus a variety of delivery systems and health plans designed to manage the high cost of care. Topics include: • Introduction to Life Insurance • Term Insurance • Permanent Life Insurance July 17 • Milwaukee • Health Insurance Concepts • Regulation $145 Per Course • Consumer Driven Plans

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Optional Exam 4:15 p.m. – 5:15 p.m.

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

june 13 13

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

Coffee: Good for more than waking up early That cup of coffee that gets you going in the morning—or keeps you energetic in the afternoon—may have more positive health benefits. Though no one is recommending massive doses of caffeine, coffee in moderation may be good for more than just keeping you awake and alert. Here's a look at some of the research: • Gallstones. Some scientists believe that drinking coffee may reduce a person's risk of developing gallstones by stimulating gallbladder contractions and lowering concentrations of cholesterol in bile.

• Kidney stones. Studies have suggested that coffee consumption (caffeinated or decaf) cuts a person's chances of developing kidney stones by as much as 10 percent.

• Diabetes. Research involving more than 450,000 patients indicates that drinking four cups of coffee or tea a day may reduce one's risk for Type 2 diabetes by 25-35 percent.

• Parkinson's Disease. Men who don't drink coffee are apparently five times as likely to develop Parkinson's Disease as those who consume lots of coffee—though the link between coffee and Parkinson's hasn't been definitely established. Studies with women have been inconclusive.

Just don't go overboard. Doctors recommend drinking no more than 24 ounces of coffee a day. That's four 6-oz cups.

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.

14 JUNE 13

From the friendly voices of our customer service staff to the personal visits by our marketing managers and underwriters, to the promptness of our claims adjusters, we are told time and again …

Our people 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

Where Better Service Matters | Since 1931

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, CPIA’s must fulfill an update every two years by attending an Agency Management Boot Camp, or attend one of the core Insurance Success Seminars, or attend a Pro-to-Pro Retreat, or maintain an active membership in the AIMS Society.

The AIMS Society is a national organization dedicated to providing interactive marketing and sales training, ongoing resources and networking opportunities to insurance professionals.

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 CPIA11 - November 9, 2011 Radisson Fall 2012 Paper Valley Hotel Appleton, WI Dates to be Announced

CPIA 3 – September 11, 2013 Kelmann Corporation CPIA 2 - February 15, 2012 Wauwatosa, WI Marriott Madison West Middleton, WI

CPIA 3 - August 1, 2012 Grand Geneva Resort Lake Geneva, WI

Course Schedule 8:30 a.m. - 4:30 p.m.

8:30 – 4:30 Lunchp.m.

On Your Own 12:00 p.m. - 12:45 p.m.

Fee per Seminar: Fee PerRegistration Course (does not include lunch): PIA Member $155.00 / Non Member $190 Includes Materials, Coffee in the AM & Soda in the PM at > PIA Member $155.00 or call PIA at 1-800-261-7429 Register www.piaw.org > Non Member $190.00 Register at www.piaw.org or call PIA at 1-800-261-7429

june 13 15

16 JUNE 13

Unlocking the Leader Within:

Conquering Stage Fright

By Walt Grassl

Next week Bob, a junior executive, has to present his team’s status to senior management.

Whenever he even thinks about his presentation, his hands start shaking, his forehead starts sweating and his stomach starts dancing the jitterbug. He’s already had several sleepless nights, dreading the presentation. In desperation, he turns to his colleague, Jane, who he has seen deliver brilliant presentations. Bob asked Jane if she had discovered any tricks to unlock her inner leader.

S

Sadly, three out of four people suffer from stage fright.

2. Take small steps

Potential leaders are silenced by their fear; great minds

Now that Bob has realized that he can overcome his stage fright, he needs to take small steps towards improving his skills. The hardest part of any behavioral change is overcoming inertia. We naturally resist change. However, once we take a first small step, it becomes much easier to take the next small step. One popular small step to overcome stage fright is to join a speaking club. It is an inexpensive, yet extremely effective way to get comfortable with speaking.

are avoiding leadership positions or are not fulfilling their full potential because they are unable to speak up.

Possible causes of stage fright are self-image problems, perfectionism, self-consciousness, fear of embarrassment, improper breathing or not being able to remember what you are going to say.

If you are already a leader who is reluctant to speak or not good at it, overcoming stage fright will help you to inspire your team to follow your vision, explain how their tasks

3. Study. Practice. Perform.

contribute to the big picture and persuade, not coerce, them

Many people fall into the trap of studying endlessly or attending conferences and training, expecting to magically get better without putting in the work. You cannot get better without practicing what you learn, and then using it in real-life situations. If Bob bought 20 books on golf and a set of golf clubs, then immediately tried to join the pro golf tour, people would think he was crazy! Instead, he should read, take lessons, practice, play small games and tournaments and repeat the cycle.

to do the right things. If stage fright is keeping you from reaching your potential, it is never too late to free yourself by unlocking the leader within.

Jane, who, to Bob’s surprise, once suffered from severe stage fright as well, gave Bob the following five steps to help overcome his stage fright and unlock the leader within:

1. Change your mindset Just because you couldn’t do something before, doesn’t mean you can’t do it now. Before you learned to walk, you couldn’t; before you learned to ride a bike, you couldn’t.

For the most part, as people get older, they find it easier to say “I can’t” than to try to learn a new skill, then fall down and get up.

Realize that not everyone who is comfortable speaking to others was born that way. Is it easy? Perhaps not. But with the proper mindset, you are on the road to conquering your fear.

An easy way to practice is to speak for free at Rotary clubs, volunteer to emcee local charity events and give presentations at your local library or community center.

4. INVEST IN YOURSELF. The next step in overcoming stage fright is realizing that conquering this fear is not an expense, but an investment… in yourself. Many people feel that spending any money on learning is the same as going to a movie or buying dessert: an indulgence. Improving yourself improves the quality of your life, as well as (continued on page 18) june 13 17

[

[

Congratulations New CPIAs from Wisconsin!

front row: Dana Theiler, CISR, CPIA - Cordova Agency; Betty Clabough, CISR, CPIA - Central Wisconsin Insurance Associates, Inc.; David Schuppler, CPIA - David Schuppler & Associates; Brenda Steinbach - PIA of Wisconsin, Inc. back row: Michael Payne, CPIA - R & R Insurance Services, Inc.; Bradley Van Swol, CPIA - Farmers Insurance Group; Clayton Bush, CIC, LUTCF, CPIA - Course Facilitator,

Visit www.piaw.org for information on this fantastic sales education opportunity. No Exam.

Conquering Stage Fright . . . (continued from page 17) increases your ability to earn more money. Learn to feel comfortable investing in yourself.

5. Learn to be entertaining Effective leaders manage people’s attention which requires some entertainment skills. In addition to speaking clubs, studying improv and stand up comedy will help you learn to be in the moment and to get people to laugh — intentionally!

The ability to make people laugh, as well as the ability to get comfortable speaking in public are learnable skills, not something most people are born with.

Unlock the Leader Within When you change your mindset, begin to take small steps, learn-practice-perform, invest in yourself and learn to be entertaining, you will be more comfortable speaking. Then, when you have an important contribution to make to your work team, you won’t just sit there and silently go along because you were afraid to speak up. You will have the confidence to speak your mind, be heard and make a bigger contribution to the team.

18 JUNE 13

Bob struggled through his first presentation, but some of the stress was relieved, because he was motivated by Jane, changed his mindset and knew he could work to get better. A year later, Bob had to go before senior management again. He confidently reported his team’s status and when an audience member’s cell phone went off during the meeting, he was able to quickly make light of the distraction, the laughs increasing his connection with the audience. Bob received kudos from his boss for his presentation.

Walt Grassl conquered his crippling fear of public speaking at the age of 50, and through his Internet radio show, “Stand Up and Speak Up,” he is determined to help others do the same. Walt’s accomplishments include success in Toastmasters International speech contests, performing standup comedy at the Hollywood Improv and and the Flamingo in Las Vegas. He is also the author of the book Stand Up and Speak Up. For more information on Walt Grassl, please visit http:// waltgrassl.com/

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PEOPLE WHO EARNED THIS ALSO EARNED MORE

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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

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

Certified Insurance Counselor Each Approved for 20 Wisconsin CE Credits commercial casualty

agency management

June 19-21, 2013 Marriott Madison West – Middleton, WI 414-481-8000 $109 rate through 5/19/13 includes internet

September 11-13, 2013 Holiday Inn Wausau – Rothschild, WI 715-355-1111 $85 rate through 8/14/13 includes hot breakfast bar Approved for Utica E&O Premium Discount!

• commercial general liability Jerry Milton, CIC • WORKERS COMPENSATION John Dismukes, CIC, CPCU, AAI, AIS • BUSINESS AUTOMOBILE COVERAGES • ADDITIONAL INSUREDS • EXCESS LIABILITY/COMMERCIAL UMBRELLA COVERAGES David Pauly, CIC, CPCU, ARM, AAI

WI CE Course # 66247

Day One: 8:00 – 5:15

Day Two: 8:00 – 5:00

• the agency as an organization • human resources Dennis Stone, CIC, CPCU, CLU • managing and sustaining financial strength • agency productivity and effectiveness Rebecca Lathrop, CIC • legal & ethical responsibilities John Dismukes Jr., CIC, CPCU, AAI, AIS

WI CE Course # 66243 Inclues 4 WI Ethics Credits!

Day Three: 8:00 – noon, Optional Exam 2:00 – 4:00

$390.00 per Institute. Register at www.piaw.org or call 800-261-7429.

20 JUNE 13

NATIONAL HEALTH CARE REFORM! OUTSTANDING COMMENTS FROM MAY SEMINARS! SPACE WILL GO QUICKLY!

WWW.PIAW.ORG

Register your key business clients, your client’s attorneys, CPAs and human resource personnel.

National expert, Jerry Rhinehart, CIC, CLU, ChFC, RHU, will address the following questions and much more!

• • • Delete text and place photo here.

• • •

NATIONAL HEALTH CARE

•

4 WI CE Credits, Course # 68070 8:00 – 11:45 a.m.

•

How will the Affordable Care Act affect me, my family and my business?

What will a health insurance plan look like in 2014? What will it cover and for what policy limits?

Are there taxes, fees and penalties that may impact me and a business?

As a business owner do I have to provide health insurance for my employees?

What might happen to a business owner if they provide a plan now but stop in 2014?

Is it possible to have a penalty even if a high quality health insurance plan is provided to the employees?

Will income paid to employees impact potential penalties that could be levied on the business owner?

I have heard a lot of conversation about the “Exchange”, what it is and how might if effect me?

JULY 16 Wisconsin Mutual – Madison PIA Members and Guests $65 each Non Members and Guests $90 each Fee includes continental breakfast & program. *************************One form per insurance industry attendee please, plus non-licensed guest/s.*************************** ______July

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Total Amount Enclosed $________

Full Name_____________________________________________Nick Name ____________________________ Agency/Company ____________________________________________________________________________ Address__________________________________________City_______________State__________Zip _______ Phone__________________________________Cell or After Hours ____________________________________ Email___________________________________________WI License Number __________________________ Guest Name/s(non insurance)____________________ ______________________ ________________________ _____Check Payable to PIA

_____ M/C

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Card #_______________________________________________________ Exp. Date ______________________ Return to: PIAW, 6401 Odana Rd., Madison, WI 53719 Fax: 608-274-8195 Register online www.piaw.org Confirmation will be emailed upon receipt of registration. No refunds without 7 days notice, substitutions only.

Call PIA for assistance. 1-800-261-7429 june 13 21

An agencyâ&#x20AC;&#x2122;s E&O commitment is like a chain â&#x20AC;&#x201C; only as strong as its weakest link.

22 JUNE 13

How S o lid i s Y ou r A g e n c y ' s

Personal E& O Commitment?

by Curtis M. Pearsall, CPCU, AIAF, CPIA

Here’s a hypothetical scenario: you manage an agency with 10 staff members, eight of whom have a strong commitment to errors-and-omissions loss prevention. The other two just don’t seem to have the necessary commitment. One day, an E&O claim is made against your agency.

If you had to make an educated guess, which employee(s) do you think are alleged to have made the “error or omission?”

I

If you believe one or both of the two employees who are somewhat lacking in their commitment are the likely focal point of the summons and complaint, you are probably right. In some respects, an agency’s E&O commitment is like a chain – only as strong as its weakest link. To improve the overall strength of the chain, it is crucial to strengthen that weakest link.

Following the “agencies don’t make mistakes, people do” line of reasoning, a good starting point is for each agency staffer to perform a self-assessment of his or her personal E&O commitment. How strong does each employee feel about their commitment to meeting agency expectations and to doing their job in a professional and ethical manner?

Defining the commitment

•

Are you using your agency management system in the manner expected by the agency and consistent with how other agency members are using it?

•

Are you taking the necessary time to ensure all documentation is performed timely and professionally?

•

If you are not in the office tomorrow and a co-worker looks into one of your files, will he or she understand the notes you entered?

•

Are you documenting back to customers the essence of their conversations with you to ensure there are no misunderstandings?

•

Are you securing the sign-off from customers on those coverages/options they are rejecting?

•

Are you following up on direct-bill non-pay notices even though the agency does not want that task performed?

•

When you move a customer’s coverage to another carrier, are you advising the customer of the areas where the “new” coverage is more restrictive than the prior coverage?

•

If your agency has a procedures manual, are you performing tasks the way they are expected to be performed?

•

Are you signing a customer’s signature to an application or other key document?

Self-assessment questions can include: •

Are you confident and comfortable with your knowledge of the products you are responsible for?

•

Are you honest with your customers and prospects in answering their questions and explaining the coverages they do or don’t have?

•

Do you make a concerted effort to understand your clients’ needs?

•

Do you promptly advise your customers when you will be unable to provide them with the requested coverage?

[continued on page 24] june 13 23

Personal E&O Commitment . . . [continued from page 23]

•

Do you provide advice even if you are unsure it is correct?

•

Are you looking for ways to educate your customers to help them understand how their insurance program will perform when a loss occurs?

These are just some of the key questions that must be answered by every staff member and includes virtually all levels within an agency. While many agencies would think solely of the producers and CSRs, receptionists and claims staff are also generating E&O claims through the manner in which they interact with customers and via the way they perform (or don’t perform) various tasks. Thus, any assessment should require these staff members to answer the questions, too. How these questions are answered has the potential to enhance the E&O culture of the agency or detract from it.

A positive result If you had answered these same questions a year ago, how would you have “scored?” Do you believe you made progress over the last year? A recent industry survey asked the question, “Is your agency’s E&O culture and commitment stronger today than it was last year at this time?”

members were aware of the agency expectations and used tools, such as auditing, to verify how well those expectations were being met.

No better time An agency’s staff members must be honest with themselves – or this process will not bear much benefit. For the staff that realizes they are in need of improvement, this is a positive step by itself and should be appreciated and rewarded.

The key is for those agency staff members to have a plan to improve their commitment. However, bottom line is that it won’t just happen by itself. Their commitment should be memorialized in a document and reviewed to ensure the expected growth and progress are a reality.

Management must also realize the role it plays. As with most businesses, the culture of the organization starts with management/leadership. The staff will follow suit to the degree that management “walks the walk” and “talks the talk.” Thus, where it is readily apparent that agency management is committed to a strong errors-and-omissions culture, that message will heavily drive staff behavior.

Survey results indicated that 85 percent of the agencies responding reported an improvement over the previous year, with 70 percent of that 85 percent indicating a substantial improvement was made – a positive result indeed!

The E&O world is changing, so there is no better time than now for agencies to understand where they are and what changes are necessary to ensure a greater E&O commitment.

Start with the staff by asking them to “look at themselves in the mirror” and make note of what they see that is important.

After all, agencies don’t make mistakes, people do.

Those agencies deserve a huge pat on the back. If you asked each of those agencies how they did it, there’s a very good chance you would hear “one person at a time.” Many agencies probably went through the process of ensuring that staff

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 July 18 & 19, 2013 | Hilton Garden Inn – Milwaukee, WI October 3 & 4, 2013 | Marriott Madison West – Middleton, WI 16 WI CE (4 are optional Ethics)

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

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{

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MAPLE VALLEY MUTUAL Insurance Company “The Promise You Can Trust” Maple Valley Mutual’s vision is to be the best smaller mutual insurance carrier in northeastern Wisconsin.

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O n -L i n e E d u c a t i o n Open to Anyone & Everyone

On-Line educatiOn OppOrtunities thrOugh ! piaW For The New Employee (MERG) – no CE

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New Agency • Employee N e w A g e n Orientation cy Employee Orientation Delivering Quality • D e l i vService ering Quality Service Personal Lines • P eCoverage r s o n a l L i nBasics es Coverage Basics C o m mCoverage e r c i a l L i nBasics es Coverage Basics Commercial• Lines

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NEW CICs

The Certified Insurance Counselors (CIC) Program has been the insurance industry’s premier, proven source for practical, real-world education since 1969.

For insurance professionals everywhere, the 20 hour Institutes represent a thoroughly rewarding learning experience, led by accomplished insurance and risk management speakers. Are you ready to challenge yourself?

Christopher Busch, CIC

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Help us collect backpacks and school supplies for low income children in our community.

we need your

Help!

We kicked-off the SchooKits for Kids program to bring school supplies to low-income children in your community. We are asking you to post information about the program on your website and Facebook pages, and also send a press release to your local newspaper. We have posted suggested content and a press release on the PIAW website www.piaw.org. We would also ask you to “Like” the Wisconsin Salvation Army to help promote the program. If you don’t recall receiving

Drop off your donations here!

28 JUNE 13

information about the program or have questions, email piacharity@bmpr.com for more information.

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 june 13 29

The

Power

of a Template

Does it feel like you’re always busy typing up letters and emails? Does it sometimes feel like you’re sending out the same emails? If you answered yes, what do you do? Do you retype the entire email over and over again, or do you go back in your Sent folder and look for that email you sent out a few weeks ago so you can copy and paste the content? Why not simplify the process with a template?

By Athenée Mastrangelo

W

Why reinvent the wheel when you can have your own

If you don’t have the Signature option with your email service

library of frequently used items? Templates are not just for

you can either store your templates in the Draft folder or

contracts; you can use them for emails, spreadsheets, to

you can create a folder named Templates. All you have to

do lists, and just about everything. Most word processors

do is copy and paste the message, personalize and hit Send.

already have templates in place for you to use. You can use theirs or create your own from scratch – either way you’ll save a ton of time in the end. Let’s look at a few different ways of using templates:

You can use email templates for basically anything. Here are just a few examples: • Meeting Agendas & Minutes • Requesting a meeting

Email Templates

• Office Memo

Find yourself responding to the same emails over and over

• Confirming receipt of someone’s resume – or – Replying

again? Being Secretary/Treasurer of her network group, Jessica has to send out weekly emails and most of those emails contain the same message each week. So for each of those emails, she typed up the message and saved it as

that the position is already filled • Weekly Status Report • Driving Directions to your Business

a Signature in her Mac Mail. Each week when it’s time to

You can also use your email Signature to promote events

send out these emails, all she has to do is pick out the right

or specials, once the promotion is over just remove it from

message AKA Signature, personalize it and hit Send. No

your Signature. Want to wish them a great holiday season?

time was wasted creating a message, typing it all out and

Rather than retyping it over and over again, just add it to

making sure it has no typos.

your Signature!

30 JUNE 13

Document Templates

AutoText – another great tool!

It’s common for most of us to use templates for contracts or forms, but get creative – there’s so much you can use it for.

Some examples:

What is AutoText, you ask? It’s a tool inside your word processor or email service that automatically replaces your text as soon as you type it in. It’s frequently used to replace typical typos, for example ‘recieve’ will automatically be replaced with ‘receive’. Most of these tools let you add your own set of AutoText words and phrases.

• If you work in the HR department, set up templates for responding to applications to let them know (1) They are hired, (2) The position is closed, (3) Informing them of their next step.

• Are you in sales? Have an introduction letter with important information and links to your website.

• Do you have to reply to customer complaints? Use a template, now all you have to do is personalize it.

• If you’re applying for a new career use a template for your cover letter and resume, all you have to do is go in and personalize and you’re ready to go.

• Spreadsheets are also a great way for using templates, for example: expense reports, travel expenses, proposals, tnvoices and so much more.

To make sure you can easily find your templates; store them in a folder called Template. Tip: Always have a backup folder with all your templates, just in case you mistakenly use and changed one from the Template folder.

Presentation Templates If you prepare presentations for your company, having templates will not only save you time, but more importantly will keep your presentations consistent and professional! Make sure you: • Keep your logo and text positioning in the same location.

• Use the same colors, font, and sizes if and where possible – it looks less cluttered and is much easier on the eyes for your participants.

If there is more than one person creating presentations for a company, having templates is a must for keeping your company’s branding consistent.

Here are just a few ways you can use this tool to save you time: • Let’s say you’re always typing in ‘Executive Assistant to the General Manager of This Company’. Rather than typing that same phrase repeatedly, have ‘EXGM’ replaced with ‘Executive Assistant to the General Manager of This Company’ – that’s 4 key strokes instead of 60!

• What about names with symbols? Most AutoText tools will replace the letters ‘TM’ with ‘™’ But if yours doesn’t you can instruct it to do so. Plus you can do it with your company name – just have ‘YCN’ replaced with ‘Your Company Name™’ • You can do the same with entire paragraphs – let AutoText do the work for you!

Word of caution: When creating these replacement letters in AutoText, make sure they are not existing words or abbreviations – it can get quite messy!

Your Next Action!

Over the next few days and weeks pay attention to the things you frequently type or send out. Then take some time to set up your own set of templates. Remember, you can always go online to find some great pre-created templates. Download them, personalize them to your needs and you’re good to go!

Athenée Mastrangelo helps busy professionals use technology to stay organized, productive, and connected. She is available for workshops, online training, and individual consultations. Clients include Marriott, United Colors of Benetton, Amsterdam Manor Beach Resort, business owners, executives, and entrepreneurs.

Connect with Athenée at www.ActionChaos.com or 407-435-2170.

june 13 31

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Personal Umbrella

Policies

By Dan Corbin, CPCU, CIC, LUTC

Although the Insurance Services Office Inc. introduced a standard personal umbrella policy in 1998, you will most likely find that the umbrella policies offered by your insurers significantly differ from each other. Consequently, each insurer's policy must be read and studied for its content to determine the extent of coverage provided.

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A personal umbrella policy is intended to cover nonbusiness liability exposures of an insured. Limits generally range from a minimum of $1 million up to $10 million.

Some incidental business exposures may be contemplated in a particular insurer's policy, but generally it can be expected that business exposures require coverage under commercial liability forms.

Underlying policies Personal umbrella policies are built around the underlying policies prescribed by each insurer. This writer has never seen a policy that did not require at least an underlying policy for automobile liability, personal liability and watercraft liability. Most often, an underlying policy also is mandatory for recreational liability. Depending on the coverage provided, there may be a requirement for aircraft liability, professional liability and uninsured/underinsured motorists coverage.

the underlying policies. On the other hand, an umbrella policy may provide excess coverage under its own terms, which may be broader or narrower than coverage provided by the underlying policies.

Extended coverage The real test of an umbrella is the protection which has been broadened beyond underlying coverage. Consider an umbrella that covers legal liability for property in the care, custody and control of an insured, surpassing the perils of fire, smoke and explosion provided in the ISO homeowners policy. Entertain the thought of an umbrella that covers personal injury far beyond the concept of bodily injuryâ&#x20AC;&#x201D; to include the so-called intentional torts of libel, slander, invasion of privacy, assault and battery, discrimination, etc. Or think of a policy that covers automobile liability anywhere in the world, not subject to the usual territorial definition found in most personal auto policies.

It is important here to stress the subordination of price when comparing and presenting umbrella policies.

Since coverage and required underlying limits can vary so significantly, a comparison of price will not readily translate to value. The true value of any individual policy must reflect the extent to which expanded coverage benefits the insured.

The limits required for these underlying policies will vary from insurer to insurer. Many insurers will demand that coverage for some or all underlying policies be written with the same insurer writing the umbrella. Besides controlling the coverages being offered, this requirement makes verification of continued maintenance of underlying policies more accessible and, when a claim arises, it achieves coordination of defense strategies among policies.

Key provisions

Excess coverage

When analyzing the coverage of a particular personal umbrella, it helps to identify certain key provisions.

Coverage under the umbrella can be expected (but not assumed) to provide excess limits over that provided by underlying policies. We say an umbrella policy follows form when its coverage applies according to the same terms of

Defense. The amount of limits available will be greatly affected by the treatment of defense costs. If defense is inside the limits, the declared limits will be used up by any [continued on page 36] june 13 35

Policies . . . [continued from page 35] defense costs. Whereas, if defense is outside the limits, these costs will be in addition to the declared limits. A good place to look for this provision is under a policy's definition of ultimate net loss or some other provision identified as defense or supplementary payments.

carve out unintended coverage. An interesting characteristic of exclusions is that they often become the determinant of designated coverages. Observe that exceptions frequently are found in exclusions. When exceptions are made to exclusions (double negative), the result is a coverage (positive).

Territory. Some policies will state a specific territorial boundary. Others may simply designate the world as the covered territory. If left undefined, it can be assumed that coverage extends anywhere in the universe!

Consequently, much coverage can be found in the exclusions section of the policy. While all exclusions command importance, some common ones are highlighted here.

Property damage. The policy may state that coverage applies to tangible property. If no reference is made to tangible property, then coverage for intangible property may be assumed. This means that intangible property, such as good will, would be covered damages.

The loss of use of injured or damaged property customarily is included in the scope of property damage. Some provisions also may cover loss of use when the property has not been physically damaged, such as when the property has been stolen.

Personal injury. A definition of personal injury or personal liability will indicate how far beyond bodily injury the policy will respond to personal injuries. A list of exposures usually are identified. This list varies from just the basic exposures found in the ISO homeowner's HO 24 82 endorsement to more extensive exposures, such as shock, mental anguish, assault and battery (where necessary to protect life and/or property), humiliation, discrimination, etc. Sometimes the list is rendered merely as an example of potential exposures without intending to limit the scope of injuries covered.

Insured. The who of coverage under a personal umbrella is answered by the definition of the "insured." The named insured and resident relatives can expect coverage, as well as other dependent residents in the household who sometimes are designated by age. In addition, those permitted use of automobiles, watercraft and recreational vehicles may obtain protection under nonexcluded circumstances. Look for a coverage extension to persons having custody of an insured's animals. You often will find, too, that coverage is afforded persons legally liable for actions of persons otherwise insured.

Exclusions

Business pursuits. Will coverage follow form with underlying policies that provide some incidental business coverage?

Intentional acts. Coverage can be granted for self defense, protection of life and/or property or halting the dangerous operation of various means of transportation.

Directors and officers liability. Though this exposure seldom is excluded, the business exclusion and the definition of damages will limit its scope.

Care, custody and control. Where is the line drawn here?

Sometimes aircraft or watercraft is eliminated. Another variation is to extract coverage for liability assumed in a contract.

Watercraft, motorcycles and recreational vehicles. What is covered beyond the underlying policies?

Transmission of diseases, negligent entrustment, vicarious liability for children, intra-family suits, pollution and fellowemployee suits. These all are potential exclusions reflecting modern legal and social trends.

Target market Is the client with $1 million worth of assets the only market for this protection? Without a doubt, the wealthy client readily sees what is at stake in the event of cataclysmic losses.

Nevertheless, it is a client's orientation toward security that is the primary factor in the sale of personal umbrella policies, with or without an abundance of assets.

Whether you are meeting a specifically identified need or just calming the nerves, the personal umbrella policy can keep your client "singing in the rain"!

The broad sweeping coverage initially offered by the insuring agreement of a personal umbrella policy necessarily must be tempered by the other provisions of the policy. Exclusions

health 36 JUNE 13

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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 Mr. Steve Rodgers Premier Insurance Services 400 E. Cedar St Pulaski, WI 54162-8828 Phone 920-822-3695 Fax 920-822-1177 srodgers@premiercommunity.com Mr. Dennis Rupers, CIC, CISR Don Rick, Inc. PO Box 465 Portage, WI 53901 Phone 608-742-5548 Fax 608-742-5540 dennis@don-rick.com Ms. Kori Sagen Sagen & Associates 1002 1st Center Avenue Brodhead, WI 53520 Phone 608-897-9100 Fax 866-803-5135 kori@sageninsurance.com

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