PIAW January/February 2023 Magazine

[ JANUARY/FEBRUARY 2023 ]

PROFESSIONAL AGENT

{PAGE 18}

utting Together an P Annual Sales Plan

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How Do Your Numbers Stack Up?

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JANUARY/FEBRUARY 2023 [ 2 ]

CONTENTS 4 From The President 6 Memos From Madison 8 From The Boardroom 10 Capitol Update 13 Eye On The Law 14 Errors & Omissions 16 OCI Administrative Actions 18 Putting Together an Annual Sales Plan 20 Community Corner 22 How do your numbers stack up?

26 HR Snapshot 28 The 3 Ms of Insurance Marketing 30 Education 35 Thank You 2022 Supporting Members 37 Upcoming Events 38 Directory

We are a community of independent agents and other dedicated insurance professionals, working to promote and improve the independent agency channel. Our mission is to support the advancement and excellence of all independent agencies.

EDUCATE. ADVOCATE. COLLABORATE. EDUCATE

We are the premier association for insurance education in Wisconsin. Grow your knowledge and your bottom line, at our education sessions. Whether you want to pursue a CIC, CPIA, CISR or CRM designation, or just meet your bi-annual Wisconsin CE requirement, you have come to the right place.

ADVOCATE

With lobbyists representing you in Madison and in Washington, D.C., PIA is looking out for your interests and promoting the independent agency channel within state and federal government. Our goal is a regulatory environment that allows your agency to grow and prosper.

COLLABORATE

PIA is a place for you to collaborate with, and learn from, other agents and many other professionals in the industry. Starting an agency? We’ve been there. Growing an agency?

We’ve been there. Considering a new agency management system? PIA members have been there. Whether at our PIAW Winter Get-Away event in Minocqua, Annual Convention, Scholarship Golf Outing or dozens of other events, you can collaborate with other professionals who have “been there.”

725 Heartland Trail Ste 108 | Madison WI 53717 | (800) 261-7429 | www.piaw.org

PIAW.ORG [ 3 ]

FROM THE PRESIDENT

We stand at the ready to help you navigate a myriad of challenges that pop up in your operations.

STEVE CLEMENTS, CPIA President, PIA of Wisconsin

STAYING CALM IN A STORM – PART I During what was to be a very routine flight, I was one of the pilots operating a private jet transporting the aircraft’s owner and his family from Colorado back to their Midwest home. Our onboard weather radar was currently deactivated by the maintenance crew and was due to be repaired in a few days.

Not a big deal given the benign weather forecasted along our route. All was well as we cruised along in the flight levels while the family enjoyed their meal together in the passenger compartment.

Then things got interesting. After being in a high-level cloud layer for some time, we experienced a sudden onset of turbulence indicative of convective (thunderstorm) activity which was not in our departure forecast.

Pop-up thunderstorms are common in summertime and normally we would simply use our onboard radar to pick our way around the storms.

But our radar was… well, see above.

That wasn’t our only issue. Air traffic control (ATC) typically hands a flight off to the next controller as that plane progresses along its flight path. Since ATC is equipped with ground-based radar, we could simply ask them for vectors around the weather. However, our controller did not hand us off to the next controller before we flew out of his radio frequency range, leaving JANUARY/FEBRUARY 2023 [ 4 ]

us without contact with ATC. And then the ice pellets and hail started which, by the way, makes an awful commotion on a metal plane flying at over 500 mph. I glanced back to our white-faced and wide-eyed passengers and assured them that we are trained for all of this and that everything would be ok. After scrambling to manually find the next ATC frequency we were supposed to be assigned, we contacted them, got vectors out of the convective activity, and enjoyed a smooth, clear, and uneventful remainder of the flight to our destination. The owner’s wife hugged both of us pilots after we landed.

It is possible (and dare I say even probable) that today’s insurance climate has some agents and carriers feeling much the same way – unsettled, alone, and unable to see what is to come amidst stormy circumstances. To be honest, nobody would blame you for feeling such. After all, we are seeing an unprecedented combination of several simultaneous factors: hurricanes, wildfires, hailstorms, inflation, lossratio concerns and rate instability, just to name a few. But, our industry has weathered severe storms in the past – and has always come through them intact and well-positioned for the future. I strongly believe that that this current climate will resolve into smooth air and clear skies as well.

On the positive side, increasing rates translate to higher commissions and industry unrest often leads to increased quoting activity – especially within the independent insurance channel. Unfortunately, increasing rates also tend to correlate to lower overall levels of client satisfaction and retention.

So, what is the savvy insurance professional to do? What action steps should we be focused on? At the risk of oversimplifying, let me suggest boiling down our “next best steps” into a three-part mantra that works just as well in an agency as it does in a cockpit: Stay calm, stay focused, and stay optimistic. In the next issue of Wisconsin Professional Agent, I will write a dedicated column to more closely

examine each of these components to help us understand why they are so important and how they can be practically applied to our professional (and personal!) circumstances.

In closing, if you find yourself needing a little help from your “Agency ATC” (aka PIA), just let us know. We stand at the ready to help you navigate a myriad of challenges that pop up in your operations. And be assured, we will not forget to hand you off to the plethora of resources that are yours as a PIA member. And after all our efforts, who knows? We might find a line of clients eager to hug us for our determination to stay the course and serve people well.

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MEMOS FROM MADISON

PIAW fought hard in the state Capitol for small businesses to be exempted...

CYBERSECURITY CERTIFICATION REQUIRED BY MARCH 1, 2023 Starting in January, insurance industry businesses will be able to complete a required cybersecurity certification form online, at https://public.oci.wi.gov/ finform/public/cybersecurity. Most PIAW member agencies will merely certify that they are exempt businesses, and the filing will be very simple. PIAW fought hard in the state Capitol for small businesses to be exempted from the requirement to create an information security program (ISP). A business is exempt if it has: A. Fewer than 50 employees, or B. Less than $5 million in annual revenue, or C. Less than $10 million in assets

PETE HANSON, CAE, CISR Executive Director, PIA of Wisconsin

The law that requires this cybersecurity certification is 2021 Wisconsin Act 73.

You have likely seen coverage of this topic in this publication and in the PIAW Newsline, over the past three years. During that time, PIAW members met with state lawmakers, engaged in email campaigns and testified at public hearings in support of the bill with amendments to exempt small agencies.

With certain exceptions, businesses large enough to exceed all three thresholds (listed above) will have to upload their ISP during this certification process. The exceptions are businesses whose operations are already regulated by the information security regulations contained in federal regulations known as HIPPA, GrammLeach-Bliley, FINRA or Farm Credit Administration guidelines. In other words, health insurance companies, securities brokers, banks and mortgage companies are exempted from reporting to OCI because they already report this information to federal regulators.

If you didn’t receive emails and other communications from us on this topic, please take a few minutes to “white list” or “safe list” piaw.org in your spam filter and your email platform. We will send another notification in February, just to be certain that nobody misses this required filing. If you have any questions about this law or how to get started on developing an ISP, please feel free to reach out to me at phanson@ piaw.org or (608) 274-8188.

PIA VICTORY FOR CROP INSURANCE AGENTS In a victory for crop insurance agents, PIA-supported crop insurance provisions have passed Congress as part of the sweeping omnibus spending package that will fund the government through September of 2023.

Crop insurance agents’ compensation was effectively frozen at 2015 levels, when the U.S. Department of Agriculture ended the annual inflation adjustment in 2016. PIA’s lobbying team in Washington, D.C. and PIA crop insurance agents from across the nation advocated aggressively in favor of reinstating the inflation adjustment and JANUARY/FEBRUARY 2023 [ 6 ]

fixing an effective annual pay cut for crop agents.

The 2023 Omnibus Bill included a $25 million appropriation to provide immediate relief to the specialty crop market and an authorization for the Department of Agriculture’s Risk Management Agency to reinstate the inflation adjustments. These provisions were included in the package just weeks after PIA-member crop agents flew to Washington, D.C. to discuss the matter with key lawmakers. PIA will follow this issue carefully in 2023 to ensure these provisions are implemented.

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FROM THE BOARDROOM

PIA’s new benefit, PIA Breeze, tackles all these issues and is here to help you easily get your clients this important coverage

TRACY OESTREICH CIC, CPIA, AU, CPIW PIAW National Director

UNLOCK A NEW SOURCE OF REVENUE & GROW YOUR BOOK OF BUSINESS Disability insurance is vastly undersold and underutilized, with complicated processes and misunderstood products.

Not only that, but the underwriting process can also be slow and consumer awareness of the need for disability insurance is lacking. PIA’s new benefit, PIA Breeze, tackles all these issues and is here to help you easily get your clients this important coverage while also helping you grow your income.

PIA Breeze offers access to top-rated disability plans using a simple online process and is the #1 multi-carrier disability insurance sales platform designed for independent agents. There is no health license required! With PIA Breeze, you are now able to sell top-rated income protection through a simple online process.

Breeze offers TWO long-term disability products through Principal and Assurity.

A critical illness policy and a new shortterm disability policy are also offered through the platform. With instant quotes, an online application process, and case management done for you, Breeze makes it easy to earn competitive commissions by offering top-rated disability insurance options to your clients.

The #1 Multi-Carrier Disability Insurance Sales Platform for Agents With a simple online process, competitive commissions, and free case management done for you, Bree e is the #1 multi-carrier disability insurance sales platform for agents who want to sell more policies with less work. Get contracted at pianational.org/bree e.

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Breeze helps to eliminate the complicated processes and other common problems you may associate when writing disability insurance. The application is easy to complete, and the quote process is quick.

It takes on average about 30 seconds to quote and 10 minutes to apply. The platform is equipped to handle the case management for you and help you with the application and underwriting process.

The powerful marketing and sales tools provided by Breeze are extremely valuable, especially for busy agents. There are brochures, training webinars and resources, YouTube videos and marketing tool kits. Breeze only specializes in disability and income protection, so they are pros!

Interested in learning more about the program or giving it a try? Take a few minutes to check out the on-demand webinar and additional information on Breeze available at the PIA National website at www.pianational.org/Breeze.

Get out of your comfort zone and consider providing something new to your clients that will also help grow your income!

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H

CAPITOL UPDATE of legislative members are incoming freshmen!

NATALIE WHITE

Communications Director

Looking at the forecast for the 20232024 session, not much has changed in the political landscape. After many competitive months of campaigning and close races, November came and went with most things left unchanged and with a general lean towards incumbents in races where there was one.

Democratic Governor Evers won reelection, keeping the executive branch and agencies under the same leadership.

Nathan Houdek is expected to continue in the role of OCI Commissioner in the Evers administration. The Legislature had little change in terms of the number of seats under the control of each party, with Republicans gaining three Assembly seats for a 64-35 majority and one Senate seat for a 22-11 majority.

With this additional seat, Senate Republicans picked up enough seats to have a veto-proof majority, but the Assembly Republicans came up short of the five they needed for a supermajority.

Though the party makeup of the Legislature remains relatively the same in both houses, there are many new faces this session - nearly 25%

The majority-party leaders in each house are largely the same with Senate Republicans re-electing Devin LeMahieu (R - Oostburg) as Majority Leader and Chris Kapenga (R - Delafield) as Senate President and Assembly Republicans reelecting Robin Vos (R – Rochester) as Assembly Speaker. Tyler August (R – Lake Geneva), the former Speaker Pro Tempore, tmoved up to become Majority Leader. The minority in the Assembly remains unchanged with Assembly Democrats re-electing Greta Neubauer (D – Racine) as Minority Leader and Kalan Haywood (D – Milwaukee) as Assistant Minority Leader. With the retirement of former Senate Minority Leader Janet Bewley (D – Mason), Senate Democrats have now elected Melissa Agard (D – Madison) to lead the caucus as Minority Leader and Jeff Smith (D – Brunswick) to take up the role of Assistant Minority Leader.

As mentioned in the last issue, the forecast for the next session and budget seems to be looking bright.

With the anticipated record surplus ($6.6 BILLION!), there is money to spend in the budget to accomplish top goals – determining what those will be is the difficult part. Governor Evers held a few different budget listening sessions throughout December to hear from Wisconsinites on what those priorities should be and is expected to give his Biennial Budget Address JANUARY/FEBRUARY 2023 [ 10 ]

on February 15th at 7pm. The Joint Finance Committee will begin its work shortly after that, either working with the budget the Governor provided or starting from scratch – most likely the latter of those options. Your lobbyists at PIAW follow the budget process closely, watching for any provisions that may affect insurance agents.

One item that has been the subject of much discussion going into the session is the elimination of the personal property tax. This is an issue that PIAW has been advocating for many sessions and one you are likely familiar with. Legislation to eliminate this burdensome tax almost crossed the finish line last session, but some final objections to certain provisions in the final bill led to a veto from Governor Evers. Senate Majority Leader Devin LeMahieu has remarked that it is his priority this session to reduce taxes, including repealing the personal property tax. He is of the belief that Governor Evers would like to work to get the repeal of this tax done. PIAW will continue to advocate for the full repeal of the tax this session and during the budget process.

During the first few months of the session, many pieces of legislation will come forward and hearings will begin. Be sure to stay up to date with current happenings at the PIAW Blog (at piaw.org) and with the Capitol Report in every issue of the Wisconsin Professional Agent.

LEGISLATIVE Excellence AWARDS IAW is excited to announce the creation of a new award to recognize the P outstanding accomplishments of legislative leaders who are working with PIAW to improve Wisconsin for independent agents. The PIAW Legislative Committee named the award the “Professional Insurance Agents of Wisconsin Legislative Excellence Award,” and selected the design and criteria. The award will be given annually to a member of each house of the Legislature whom the committee determines has worked during the session and throughout their career to keep the insurance industry and small business climate strong in the state.

Rep. Kevin Petersen Wins Legislative Excellence Award

PIAW Past President Julie Ulset, CPIA presents Representative Kevin Petersen with his award at his Capitol office with (from left) Executive Director Pete Hanson, CAE, CISR, Board Member Octavio Padilla and Communications Director Natalie White.

Representative Kevin Petersen was elected to the Assembly in 2006 and serves the 40th Assembly District. He is based in Waupaca, WI and has served several sessions as the Chair of the Assembly Committee on Insurance. In the 20212022 session, he served in the role of Vice-Chair and continued to lead as the author of 2021 Senate Bill 160/Assembly Bill 147, which was a key priority for PIAW. During the legislative process, Representative Petersen worked continuously with stakeholders to ensure that the final bill protected consumers and that there were fair regulations for the insurance industry. His efforts during the session led to its final passage and eventual enactment as 2021 Wisconsin Act 73. Thank you to Representative Petersen for his work on this important legislation. PIAW looks forward to continuing working with him in his new role of Speaker Pro Tempore of the Assembly!

Sen. Mary Felzkowski Wins Legislative Excellence Award

PIAW Legislative Committee Co-Chair Tracy Oestreich, CIC, CPIA, AU, CPIW, presents Senator Mary Felzkowski with the award at her Capitol office with (from left) Executive Director Pete Hanson, CAE, CISR, and Legislative Committee members Scott Faris, CIC, CPCU, CRIS, and Octavio Padilla.

Senator Mary Felzkowski served eight years in the Assembly and is now in her first term as a State Senator. She serves northern Senate District 12 and is based in Tomahawk, WI. During the 2021-2022 session, she served as the Chair of the Senate Committee on Insurance, Licensing and Forestry and worked with PIAW on a variety of issues that came through the committee such as the data cybersecurity bill, travel insurance legislation, and important technical updates for OCI. As an agency owner and Past President of PIAW, Senator Felzkowski has a personal background in insurance and deep knowledge of the needs of small businesses and independent agency owners. Her work this session displays a strong dedication to improving the insurance industry and keeping Wisconsin a great place to do business. Thank you to Senator Felzkowski for all of her hard work!

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FREE LEGAL PIAW MEMBER HOTLINE

1.844.672.1221 INSURANCEHOTLINE@AXLEY.COM

Solving Problems Makes Us Attorneys; Anticipating Them, Makes Us a Partner.

Our attorneys have extensive experience in the unique legal needs of insurance agencies. We have represented hundreds of agencies, agents and brokers in all aspects of their business. Î Agency Ownership & Operations Î Mergers & Acquisitions Î Drafting & Review of Carrier, Producer, & Other Contracts Î Confidentiality, Non-Solicitation, & Non-Competition Agreements Î Perpetuation & Succession Planning Î Employee & Independent Contractor Issues Î Representation regarding OCI Licensing & Discipline Î E&O Reporting Obligations

Axley’s free insurance hotline is available to all PIAW members. Our attorneys will respond as quickly as possible. Calls do not constitute an attorney-client relationship. If your issues require more in-depth legal action or advice, you may be directed to seek private counsel.

JANUARY/FEBRUARY 2023 [ 12 ]

Eye on the Law I’ll Take OCI License Suspension or Revocation for $500.

At the PIAW Insurance Hotline, we receive many telephone calls from agents facing investigations or enforcement actions by the Office of the Commissioner of Insurance (OCI). As anyone that has been subject to an OCI investigation or enforcement action knows, OCI takes its role in protecting consumers and enforcing the insurance laws of Wisconsin very seriously. “No harm, no foul” is not a phrase used by OCI. Too often, we receive the telephone call too late—only after the licensee has already put themselves in jeopardy.

After the fact, what the agent should have done to avoid a suspension, revocation, or forfeiture seems so obvious.

Nonetheless, we see the same enforcement actions over and over. Answering these calls is like playing the game Jeopardy®!

Clue: My license was just revoked for failure to make this type of payment.

Answer: What are delinquent Wisconsin taxes?

Clue: My license was just suspended because I failed to report this to OCI. Answer: What is an administrative action in another state?

Most license suspensions and revocations are not related to illegal marketing practices or selling unsuitable annuities, or similar infractions. Instead, they are for failing to comply with simple obligations under the insurance laws. The theme that runs through most enforcement actions is that the agent could have avoided the enforcement action by just addressing it head on.

For example, the Wisconsin Department of Revenue will enter into payment plans if you are unable to pay your taxes. Ongoing payment plans with DOR are not generally referred to OCI. In another example, reporting an administrative action from another state will not necessarily cause OCI to take action against an agent’s license. Not reporting it will almost always lead to an enforcement action.

A review of the 2022 OCI enforcement actions illustrates the most common ways that agents end up with a suspension, revocation, or forfeiture: • Owing delinquent Wisconsin taxes.

•F ailing to fully disclose administrative actions on a licensing application or failing to timely report them while licensed.

•P roviding false information on a licensing application.

•F ailing to pay child support.

•F ailing to timely respond to inquiries from OCI. •F ailing to timely pay an ordered forfeiture.

•F ailing to report a criminal conviction.

•F ailing to report a lawsuit or arbitration containing allegations of fraud, misrepresentation, misappropriation, or breach of fiduciary duty.

•P roviding unfair inducements in the sale of insurance.

Each month when we review OCI’s actions, it is obvious that many of the actions could have been avoided if the applicant or licensee had just addressed them immediately. Anytime you are facing a situation that may involve OCI it is very stressful. Human nature makes it tempting to bury your head in the sand and avoid the issue causing the stress. You may want to avoid disclosing a conviction because you don’t know whether the conviction will lead to an enforcement action. You may not want to respond to OCI’s inquiry because you do not have a good answer. These types of responses put your license and your ability to earn a living in jeopardy.

You will receive the best results when you face any issues with OCI head on. Moreover, you do not have to face it alone. You can get the information you need to best address the issue you are facing.

Clue: This trade group provides its members with the assistance they need to address issues with OCI. Answer: What is PIAW? Clue: This is the best time to call the PIAW with questions.

Answer: What is as soon as possible?

Remember: the PIAW Insurance Hotline is one call away.

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Virtual Assistants: E&O Concerns and Risk Management Tips

by Bob Porten Commercial Lines Underwriting Specialist

Insurance agencies are using virtual assistants more and more. These services can be advantageous, but there are coverage and risk management concerns, too.

WHAT IS A VIRTUAL ASSISTANT? Also referred to as a third-party resource, outside resource, or back-office support, a virtual assistant is an organization an agency contracts with to perform services that typically slow agencies down, such as: • Checking policies, comparing expiring to renewal forms and edition dates, and alerting agency personnel to changes • Issuing Certificates of Insurance (COIs) • Policy processing • Data entry • New business support • Sending auto responders Having a virtual assistant allows agency personnel to focus more on selling, improving the customer experience, eliminating backlogs, and growing the agency. Depending on the services the agency contracts, the provider will assign several individuals to work on that business, in most cases exclusively for the agent. This will be adjusted as contracted services change or the agency grows. These individuals do not typically have direct contact with agency customers as agency personnel continue to be the public face of the agency.

COVERAGE CONCERNS Does the Utica National Agents’ E&O policy cover virtual assistants? The vendor and its employees would not fall within the definition of “who is an insured” on the E&O policy. If there is a problem with their work that results in an E&O claim, the E&O claim would likely be brought against the agency. If the agency is named in a claim covered by the E&O policy, Utica National would provide defense to the agency. If the agency is found liable, then that is what your E&O is for.* *The facts of a claim determine the application of coverage and any exclusions. This response does not alter, modify, or change any of the terms, conditions, or exclusions of the Utica Mutual E&O policy. Utica Mutual Insurance Company reserves all rights and does not waive any rights contained in the E&O policy.

JANUARY/FEBRUARY 2023 [ 14 ]

Continues

If you are considering using virtual assistants, you should protect yourself by: • Obtaining references and following up on them. Reputation is important.

• Having your attorneys review the contract.

Does the E&O carrier haveassistants recourse against virtual if it wasyou determined their error • Requiring the virtual to carrythe their own assistant E&O and provide with proofthat coverage is in resulted place. in the•E&O claim?their It’s possible.

Make sure the virtual maintains its own E&O coverage. However, the contract Checking work regularly to ensure they assistant are meeting your expectations. between the agency thecarrier. virtual Advise assistant – and thevendor E&O coverage carriedwhat by the virtual they assistant – is mostly likely • Contacting yourand E&O them of the you are using, services are performing, limited to the gross negligence, which is lessservices. likely to occur to prove. and staff equivalency for those Not alland E&Ohard policies are the same – so there may be conditions or exclusions for claims arising from wrongful acts caused by the virtual assistants.

RISK MANAGEMENT TIPS DON’T LET THIS HAPPEN TO YOU

If you are considering using virtual assistants, you should protect yourself by:

An agency enteredreferences a service contract with a virtual service. One of the tasks performed by the service on behalf • Obtaining and following up onassistant them. Reputation is important.

of the• insured involved the creation and distribution of Certificates of Insurance (COIs) for the agency’s customers.

Havingagency your attorneys review the contract.

The claim against the the virtual agency assistants involved anto alleged a COI by the virtual assistant.

• Requiring carry error theiron own E&Oissued and provide you with proof coverage is in place.

• Checking regularlyCGL to ensure they written are meeting your expectations.

The COI indicatedtheir that work an underlying Policy was with Products Completed Operations Coverage. This • Contacting your E&O carrier.

Advise them of the vendor you are using, what services are performing, was not the case and the carrier denied coverage for an underlying claim since the policy was they not written to afford

andforthe staff equivalency for those services.

E&O policies areathe same –COI. so A there may be conditions coverage this exposure.

The client filed suit againstNot theall agency for issuing defective subsequent third-party or exclusions for claims arising from wrongful acts caused by the virtual assistants. action was pursued on behalf of the agency against the virtual assistant service. The E&O and underlying claims were resolved for $165,000.

DON’T LET THIS HAPPEN TO YOU

LESSON: When using a virtual assistant, be aware that their errors may result in an E&O claim against your agency.

An agency entered a service contract with a virtual assistant service. One of the tasks performed by the service on behalf of the insured agency involved the creation and distribution of Certificates of Insurance (COIs) for the agency’s customers.

The claim against the agency involved an alleged error on a COI issued by the virtual assistant.

The COI indicated that an underlying CGL Policy was written with Products Completed Operations Coverage. This was not the case and the carrier denied coverage for an underlying claim since the policy was not written to afford coverage for this exposure. The client filed suit against the agency for issuing a defective COI. A subsequent third-party action was pursued on behalf of the agency against the virtual assistant service. The E&O and underlying claims were resolved for $165,000.

LESSON: When using a virtual assistant, be aware that their errors may result in an E&O claim against your agency.

2022 Utica Mutual Insurance Company 5-R-1434 Ed. 11-2022

PIAW.ORG [ 15 ]

OCI ADMINISTRATIVE ACTIONS NATHAN HOUDEK

Commissioner 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.

OCTOBER 2022 Allegations & Actions Against Agents

Jay R. Benson, W1878 County Rd. S, Plum City, WI 54761, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Keilen Gordon, 12707 Ashford Knoll Dr., Houston, TX 77082, had her insurance license revoked. This action was taken based on allegations of failing to timely pay an ordered forfeiture.

Tyrre A. Burks, c/o Players Health, 718 Washington Ave. N, Ste. 402, Minneapolis, MN 55401, agreed to pay a forfeiture of $500.00 and agreed to timely report and disclose all administrative actions taken in any jurisdiction. These actions were taken based on allegations of failing to fully disclose administrative actions on a licensing application and failing to timely report them while licensed.

Mardy Gould, 1033 Larkspur Loop, Jacksonville, FL 32259, had his insurance license revoked. This action was taken based on allegations of failing to respond to inquiries from OCI, using misleading advertising, failing to report administrative actions, failing to answer a Notice of Hearing, and failing to appear as directed at an administrative proceeding.

Waleed Butt, 7594 NW 70th Way, Parkland, FL 33067, was ordered to pay a forfeiture of $1,000.00 and was ordered to provide all information requested by OCI. These actions were taken based on allegations of failing to provide required information related to a consumer complaint investigation and failing to maintain current residential, business, mailing, and email addresses with OCI.

Robert J. Grzyb, 2324 Cleveland St., Eau Claire, WI 54703, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Melissa N. Cabrera, 610 Edith Blvd. SE, Albuquerque, NM 87102, had her insurance license revoked. This action was taken based on allegations of failing to timely pay an ordered forfeiture.

Julia Chavis, 13922 Painted Bunting Ln., Riverview, FL 33579, had her insurance license revoked. This action was taken based on allegations of failing to timely pay an ordered forfeiture.

Jeremy Clickner, 20646 Belvidere Ave., Fairview Park, OH 44126, had his insurance license revoked. This action was taken based on allegations of failing to timely pay an ordered forfeiture.

Kenneth C. Cochrane, 531 Vine St., Wisconsin Dells, WI 53965, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Guillermo Cruz, 662 S Military Trl., Deerfield Beach, FL 33442, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of using high pressure sales tactics and making misleading statements regarding a Medicare Advantage insurance plan.

Kylee Geiger, 817 Church St., Beloit, WI 53511, had her application for an insurance license denied. This action was taken based on allegations of failing to disclose alias names and criminal convictions on a licensing application, failing to respond to inquiries from OCI, and failing to participate as directed at an administrative hearing.

Victoria Jackson, 3375 Georgia St., Gary, IN 46409, had her insurance license revoked. This action was taken based on allegations of failing to timely pay an ordered forfeiture.

Morgan L. McCall, 14832 NW Expy., Piedmont, OK 73078, had her insurance license revoked. This action was taken based on allegations of failing to timely pay an ordered forfeiture.

Lavon McCullough, 1202 McKenna Blvd., Apt. 212, Madison, WI 53719, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Aaron T. Paul, 1835 S Perimeter Rd., Ste. 165, Fort Lauderdale, FL 33309, was ordered to pay a forfeiture of $500.00 and was ordered to provide information related to a consumer complaint. These actions were taken based on allegations of failing to timely respond to inquiries from OCI. Robert F. Ryan, 208 S 3rd St., Delavan, WI 53115, had his application for an insurance license denied. This action was taken based on allegations of failing to provide documentation required to complete a licensing application, having a history of administrative actions, making material misrepresentations and omitting information on a licensing application, demonstrating financial irresponsibility in the conduct of business, having criminal convictions that may be substantially related to insurance marketing type conduct, and failing to timely respond to inquiries from OCI.

JANUARY/FEBRUARY 2023 [ 16 ]

Nicole R. Siekert, 853 Fielding Ln., Hartland, WI 53029, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

DeAna N. Vargas-McCarthy, 8730 N Himes Ave., Unit 1108, Tampa, FL 33614, agreed to the permanent surrender of her Wisconsin insurance license. This action was taken based on allegations of failing to timely respond to inquiries from OCI. Matthew Vega-Sanz, 1340 S Dixie Hwy., Apt. 618, Coral Gables, FL 33156, had his insurance license revoked. This action was taken based on allegations of failing to timely pay an ordered forfeiture.

November 2022 Allegations & Actions Against Agents

Kathleen M. Card, 286 W Haines St., Philadelphia, PA 19144, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of making misleading statements regarding a Medicare insurance plan.

Nigel Dutchin, c/o 6800 Shoppes at Plantation Drive, Ste. 120, Fort Myers, FL 33912, agreed to the surrender of his Wisconsin insurance license. This action was taken based on allegations of making unsuitable insurance product recommendations, using undue pressure in the sale of an insurance product, and failing to timely pay an ordered forfeiture assessment.

Dynah R. Edang, 3772 E Pulaski Ave., Cudahy, WI 53110, agreed to the addition of a two-year conditional life line of authority to her insurance license. This action was taken based on allegations of failing to disclose administrative actions taken by the State of Wisconsin on a licensing application.

David E. Fischer, 401 Pinnacle Way, Unit 407, Eau Claire, WI 54701, had his insurance license revoked. This action was taken based on allegations of failing to comply with the terms of a previous Stipulation and Order related to unsuitable sales of annuity products and a forfeiture payment.

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.

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PIAW.ORG [ 17 ]

F E AT U R E

Putting Together an Annual Sales Plan

By John Chapin How many calls do you need to make a day in order to make the number of sales you need to make. By the way, if you don’t know your average sale, you can figure it out by looking at past sales. Same with your closing percentage, presentations, proposals, calls, etc. Just look at the past numbers and results on each. If you’re new, or you don’t know, talk to your manager and other salespeople to come up with averages, then be conservative with your numbers.

In other words, figure it will take you more than the average.

It amazes me how many salespeople don’t have an annual sales plan. Of those that do, many just put it together once and barely, if ever, look at it again the rest of the year. We all know that people with written goals and a plan for their achievement, who focus on those goals continuously, are much more likely to hit their goals than those that don’t.

Yes, it’s some work up front, and during the year, but the payoff is tremendous. Here are the steps to set up your annual sales plan.

Step 1: Set your goals.

What ultimate annual sales number are you trying to achieve? Once you have that, break that down into monthly and weekly goals. So, ultimately, you’ll have three goals: your annual number, your monthly number, and your weekly number.

Step 2: Do the math.

Once you have your three numbers, do the math. How many contacts do you need to get an appointment, how many appointments for a presentation, how many presentations for a proposal, how many proposals for a sale, and how many sales to hit your goals? In order to figure out the math, you’ll have to know things such as: how many calls do you make to get a contact, how many contacts for an appointment, how many appointments for a presentation, how, many presentations for a proposal, how many proposals for a sale, and how much is your average sale?

Once you’ve done the math, you’ll know your daily activity.

Step 3: Figure out where the numbers will come from.

Now that you’ve got your goals and you’ve done the math, who will you call on make the necessary sales? Ideally a lot of your sales will come from new accounts and new business. As a salesperson, your job is to hunt for new business first and foremost. That said, most of you are likely in a business where you can do more business with current clients. So, that said, how much business will be from current clients and how much from new? Again, ideally the vast majority of your business will be from new accounts, say, 80% or more.

Step 4: Chart the course.

Based upon the above, what will a typical day and week look like? What is your daily activity and how and where will you fit that in? How many calls do you have to make each day and who will you make them to? How many presentations and proposals do you need to hit your numbers? Based upon your numbers, time-block those items in your calendar. The goal is to be prospecting, presenting, and closing 80% or more of the time during prime-calling time, or the time that your prospects are available.

Step 5: Anticipate what tools, resources, people, and skills you might need.

Is there anyone’s help or are there certain tools or skills you could add or employ that would make attaining your goals easier? If so, set up a plan to talk to those people and acquire those skills and tools.

JANUARY/FEBRUARY 2023 [ 18 ]

Step 6: Anticipate possible roadblocks.

What could get in the way of you achieving your goals?

Industry changes, company changes, economy changes, family changes? What changes can you possibly anticipate and how will you navigate these and perhaps even take advantage of them?

That said, first, what will you do to get better at selling? What courses will you take, books will you read or listen to, or who will you learn from? Second, what will you do to ensure you’re applying those new sales skills by calling on plenty of new prospects? Who will hold you accountable? How will you reward or punish yourself?

Step 7: Know your WHY. Why is it imperative for you to achieve your goals? It’s simple, your success is up to you, you own it, and you control it. If you have strong enough reasons why you need to achieve your goals, nothing will stand in your way. You are 100% responsible for your success.

As I mentioned in the opening, the above steps take work, and they are worth it. If you follow these steps, not only are you much more likely to hit and exceed your sales goals, you’ll also most likely find that all aspects of your life will improve, not just your work life.

Step 8: Develop yourself personally and professionally.

Studies show that the happiest people are those who are growing and becoming more. You grow and become more by developing yourself personally and professionally. From a personal standpoint, the biggest boosts typically come from being healthier and from an increase in self-confidence. For health, eating better, exercising regularly, and good sleep will have the greatest impact. Good health will also positively affect self-confidence. The better you look and feel, the better you feel about yourself. From a professional standpoint, getting better at selling and making more sales will have the overall greatest impact on your growth and your confidence.

About the Author John Chapin is a motivational sales speaker, coach, and trainer. For his free eBook: 30 Ideas to Double Sales and monthly article, or to have him speak at your next event, go to www.completeselling.com John has over 34 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia (Axiom Book Awards). You can reprint provided you keep contact information in place. E-mail: johnchapin@ completeselling.com.

PIAW.ORG [ 19 ]

COMMUNITY CORNER PIA Members are giving back to their communities year-round. We want to highlight what individual members and agency and company members are doing to help make Wisconsin a great place to live and run a business. Share your volunteer story with us – shoot an email and photos of the action to nwhite@piaw.org!

NORTHBROOK INSURANCE ASSOCIATES INC. & FRANKENMUTH INSURANCE HOST COMMUNITY FLAG EXCHANGE

During November, Northbrook Insurance Associates and Frankenmuth Insurance hosted a flag exchange program to help renew the flags in the community. Throughout the drive, members of the community were welcome to drop by the Northbrook Insurance office in Slinger to exchange their worn United States Flag with a new refreshed flag. This program helps community members respectfully dispose of tattered flags in line with the US Flag Code.

WISCONSIN MUTUAL INSURANCE EMPLOYEES CARE FOR LOCAL FARMERS

In November, employees at Wisconsin Mutual Insurance’s Coon Valley-Farm Division office spent some time thinking about all the farmers in the area working overtime during the harvest season. A group of employees worked together to compile various gift baskets with treats. The baskets were later given out to various local farmers to thank them for all the hard work they do to get food on our tables.

IMT CELEBRATES GIVING TUESDAY & PLEDGES $20K TO COMMUNITY ORGANIZATIONS

On November 29th, IMT pledged $2,500 every hour from 9AM to 4PM to different community organizations throughout their territory.

The Spierings Cancer Foundation of Little Chute, WI was selected as one of the recipients. This foundation is volunteer-led and is dedicated to helping local families battling cancer, enhancing cancer treatments in the community and funding cancer research in the state. Van Dyn Hoven Insurance of Little Chute joined IMT in personally presenting the donation to the Spierings Cancer Foundation on Giving Tuesday to help further their important mission.

JANUARY/FEBRUARY 2023 [ 20 ]

BWO FUNDRAISER RAISES MONEY FOR MACC FUND

Beginning in 2018, BWO Insurance in Oak Creek turned their annual employee outing into a fundraiser golf outing for the MACC Fund. This event, which has continued to grow each year, raised $9,500 for the MACC Fund to continue their research towards developing a cure for childhood cancer and other related blood disorders.

ROBERTSON RYAN & ASSOCIATES HOSTS GIVING THANKS DONATION MATCH

AXIS INSURANCE AGENCY DONATES $10K TO CHRISTMAS IN JULY

With help from the community, Axis Insurance Agency of Weston, WI was able to donate a whopping $10,000 to Christmas in July, a local charity that organizes toy drives and helps to provide safe environments for kids undergoing lengthy hospital stays. Paula Vesely, the owner of Axis Insurance Agency received a $5,000 donation for the charity from Liberty Mutual and Safeco Insurance through their 2022 Make More Happen Awards. Then Axis Insurance Agency had the ability to raise an additional $5,000 through developing a local awareness campaign for the non-profit.

The campaign was a success, with $10,000 raised to be used to help Christmas in July renovate the Child Life Getaway Space at Marshfield Children’s Hospital, a room for patients and families to gather and support one another.

PIAW.ORG [ 21 ]

This November, Robertson Ryan & Associates hosted a donation match drive to raise money for food banks in need during the holiday season. The drive was able to raise an impressive $9,310 which was then split between two different charities: Hunger Task Force and Center for Veteran’s Issues – The Hero’s Market.

Each charity received $4,655 to help their hunger cause in the local community during the busy season.

F E AT U R E

How do your numbers stack up?

By Al Diamond, President, Agency Consulting Group, Inc. Have you ever wanted to compare your Statement of Activities (P&L) to other agencies around the same size as yours?

How does your profit per employee stack up with other agencies?

The following are composite numbers for agencies with revenues of $1 million, $2 million, $3 million and also a larger category averaging $9 million. The data is courtesy of Agency Consulting Group. Grab your P&L and your calculator and see how you do!

2021/2022 COMPOSITE OF AGENCY OPERATIONS

JANUARY/FEBRUARY 2023 [ 22 ]

Contingency Income as a Percentage of (prior year) Commissions.

2022 TABLE 1 CONTINGENCIES

Since, in many agencies, the producers ARE the owners we have added Pre-Tax Profits to Exec/Sales Compensation to show the Gross Profit Relativity of each agency size group over the past five years.

2022 TABLE 2 GROSS PROFITABILITY RELATIVITY

PIAW.ORG [ 23 ]

An explanation of the Productivity Factors in an agency, Revenue/Employee, Compensation/Employee and Spread (the difference between the first two) comparing 2022 and 2021.

2022 TABLE 3 GROUP PRODUCTIVITY

JANUARY/FEBRUARY 2023 [ 24 ]

PIAW.ORG [ 25 ]

HR Snapshot

DO WE HAVE TO GET PERMISSION TO RUN A BACKGROUND CHECK? The short answer is yes: the Fair Credit Reporting Act (FCRA) requires you to get permission from your applicant or employee before conducting a background check. Aside from this legal requirement, telling applicants what to expect as part of the selection process is considered a professional courtesy, especially if you’ll conduct background checks, which dig into history that may not be directly related to the work they will be doing.

The FCRA has pretty specific notice requirements. For example, you also need to provide the applicant or employee a summary of their FCRA rights and the appropriate adverse action letters if you decide not to hire them (or terminate an existing employee) because of the background check.

Employers should also keep in mind antidiscrimination protections. Specifically, using criminal histories as a screening tool can have a disparate impact on race and national origin. Because of this, employers should only eliminate applicants based on their criminal history if doing so is job related and consistent with business necessity.

You can learn more about background checks, including legal requirements, on the platform

Answer from Jenny, SPHR, SHRM-SCP

CAN WE ASK AN APPLICANT WHY THEY ARE LEAVING THEIR CURRENT JOB? Yes, you can ask applicants why they are leaving their current job. The employment application is a good place to collect this information. In the section where the applicant lists their previous employment experience, you can ask for the reason they left each job. Trends you notice may be cause for follow-up questions during the interview or a reason not to schedule an interview at all.

If you ask about previous or current employment during the interview, be mindful of the direction the response goes. As with any interview question, you should redirect the candidate if they start to share sensitive information. For example, if a candidate says they left past employment due to medical reasons, don’t ask for details about their condition.

Answer from Kyle, Instead, you could ask whether they provided notice of their need to PHR resign and whether they left on good terms..

WE RECEIVED A WAGE GARNISHMENT FOR CHILD SUPPORT THAT THE EMPLOYEE DOESN’T WANT US TO FOLLOW. WHAT SHOULD WE DO? Valid wage garnishments need to be followed regardless of the affected employee’s feelings on the matter. In this case, you should go ahead and follow the instructions from the garnishing agency, withholding and sending them the specified amounts. The instructions should tell you what kind of notice you need to provide to the employee and provide a contact number if you have questions about remitting the payments. You may want to have a separate conversation with the employee so you can explain your legal obligations and why you cannot refuse to withhold the required amounts. If the employee wishes to get the garnishment discontinued or altered, you can refer the employee to Answer from Laura, the garnishing agency for further conversation; the employer’s obligations SHRM-CP will remain in effect until new instructions are received from the agency.

JANUARY/FEBRUARY 2023 [ 26 ]

IS THERE A DOWNSIDE TO SCREENING THE SOCIAL MEDIA ACCOUNTS OF JOB CANDIDATES? There can be downsides, yes.

First, screening social media accounts creates extra risk. You could be exposed to information about a candidate’s protected classes, such as their race, age, or religion. If your ultimate hiring decision were challenged, you would need to prove that those characteristics were not a factor in your decision.

Second, it takes extra time and adds an unnecessary cost to your hiring process. The questions you ask on the application and during the interview should provide you with sufficient information to determine whether a candidate is the right person for the Answer from Kyle, job. If you’re not getting the information you need, I would recommend PHR reevaluating the questions you’re asking during the hiring process.

DOES “AT-WILL EMPLOYMENT” MEAN WE CAN TERMINATE WITHOUT RISK? No, termination always comes with some risk, even when the employment is at-will. While at-will employment allows either you or the employee to terminate the employment relationship at any time, with or without notice, and with or without cause, it doesn’t allow you to terminate employment for an unlawful reason which includes termination based on the fact that the employee exercised a legal right (like taking family leave or sick leave) or belongs to a protected class (e.g., age, disability, race, sex, religion, national origin).

There’s even some risk when the termination is for cause, because a terminated employee could claim that your reasoning is just for show, and that they were actually terminated for an illegal reason. That risk grows exponentially when you don’t provide the employee with a legitimate reason for the termination. This is why we suggest you tell a departing employee the factual reason(s) why they are being let go rather than falling back on “at-will employment” to avoid explaining your reasoning.

Consequently, the safest way to terminate an employee is to have documentation that justifies the legitimate business reasons behind the termination. If the termination is due to the employee’s behavior or performance, documentation would include infractions of policy, instances of poor performance, and any disciplinary or corrective action taken. If the termination is due to a layoff or reduction in force, documentation would show that there was no work available and identify the business reasons for eliminating the position. If you aren’t laying off everyone in a particular job group, however, you’ll still want objective documentation that shows why this particular person was selected for layoff, such as less impressive performance or less seniority than their peers.

The more you can do to show that you had a legitimate business reason for a termination, the harder it will be for an employee to fill in the blank with their own illegal reason for termination, and the less risky it will be.

PIAW.ORG [ 27 ]

Answer from Monica, SPHR, SHRM-CP

F E AT U R E

The 3 Ms of Insurance Marketing The term “Marketing” is often misunderstood in the insurance industry. Agents think of marketing as the activities required to place business with an insurance carrier. At the AIMS Society, we encourage CPIA seminar participants and designees to think about marketing in terms of building and solidifying prospect and client relationships using the 3 M’s: market, message, and medium.

MARKET To successfully build and bolster relationships requires knowledge of your agency’s desired target market(s). Do you have niches or programs where you and/or your staff have specialized expertise? Are you focused on a particular demographic where you can offer a unique mix of products?

Maybe you’ve identified an emerging risk area where you and your team are working to develop deeper knowledge such as Cyber Liability or Cannabis.

Continuously learning and developing an understanding of your target markets is critically important. Without solid technical insurance knowledge and a clear focus on where you want to grow, your agency can waste significant time, energy and money.

MESSAGE Once you have identified the specific market or markets that could be profitable for your firm, consider your message. What does your agency stand for? What are the core values of your business operations? More importantly, does everyone in the organization know them and how to weave them into their daily work? Have you spent the time to develop your “brand?” Do employees consistently represent your values and your agency’s brand to clients and prospects? Your agency has an identity – the question is, is it the one you want?

MEDIUM Once you know the “who” (your market) and the “what” (your message), the next step is to determine the “how”— the proper medium for reaching your market with your message. In determining the medium, consider where your prospects and clients already are.

What do they typically read or listen to — and how? Is there an association or other group they belong to? What events do they attend? Are they engaged online? Are they into podcasts or videos? Consider how Social Media tools such as Facebook, LinkedIn, Twitter, Instagram, YouTube, and TikTok may help you connect with them. If you’re not sure, ask them!

Take the time to explore and contemplate your Three Ms to create or elevate your agency marketing strategy. Clarity in your market, message, and medium will pay off!

JANUARY/FEBRUARY 2023 [ 28 ]

© 2020 Society Insurance

Filling them up now so they won’t be hungry later.

Small detail. Big difference.

You know as well as anyone that today’s cut corner can easily turn into tomorrow’s missing piece. With our forty years of experience in specialized coverage and policies developed alongside actual restaurant and bar owners, you can rest assured that your policyholders are protected against the unique risks they face every day.

If you agree that details like these make a big difference, give us a call at 1-888-5-SOCIETY or visit societyinsurance.com.

Workers’ Compensation We distinguish our Workers’ Compensation coverage by providing value-added services before, during, and after a claim.

Upfront loss control measures Responsive claims handling Facilitation of quality medical care (when an accident does occur) We’ve been successfully protecting our policyholders and their employees since 1983.

Browse all of our products at www.guard.com.

APPLY TO BE AN AGENT: WWW.GUARD.COM/APPLY/ Our Workers’ Compensation policy is available nationwide except in monopolistic states: ND, OH, WA, and WY. PIAW.ORG [ 29 ]

EDUCATION

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

NEW TOPICS ADDED! 3 WI CE CREDITS. LIVE (NOT PRE-RECORDED). 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 2023 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

Homeowners Deep-Dive: What You Need to Know About the Most Recent Forms 3 WI CE # 6000134134

1/10

8-11a

David Thompson, CPCU, AAI, API, CRIS

Chris Amrhein’s “Adventures in Aging”: Medicare and Other Retirement Healthcare Solutions 3 WI CE # 6000108253

1/10

12-3p

Chris Amrhein, CIC

An Hour with Nicole: Everything You Need to Know About Insuring Work-From-Home Exposures 1 WI CE # 6000134133

1/11

10-11a

Nicole Broch, CIC, CISR, PLCS

An Hour with Sam: The Policy’s Position on Home-Sharing and How to Handle It 1 WI CE # 6000119116

1/11

1-2p

Sam Bennett, CIC, AFIS, CRIS, CPIA

Inflation and Personal Lines: Helping Insureds Understand Why It Matters and What to Do 3 WI CE # 6000134115

1/12

8-11a

Nicole Broch, CIC, CISR, PLCS

Marriage, Kids, Money, Assisted Living and Everything Between: Home and Auto Exposures for Life 3 WI CE # 6000134114

1/17

8-11a

Scott Treen, CIC

Planting the Seed: Agent Strategies to Get and Keep Agribusiness Insureds 3 WI CE # 6000110471

1/17

12-3p

Sam Bennett, CIC, AFIS, CRIS, CPIA

Bots, Crypto, Weed and Other Risks You Never Imagined Insuring (But Here We Are) 3 WI CE # 6000134132

1/19

8-11a

Steve Lyon CIC, CPCU, ARM

Why Good People Do Bad Things A Deep Dive into Agency Ethics 3 WI ETHICS, CE # 6000112615

1/19

12-3p

Terry Tadlock, CIC, CPCU, CRIS

Lurking: Surprises in the Contractor’s CGL Policy & Endorsements to Watch Out For 3 WI CE # 6000110926

1/24

12-3p

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

An hour with Dave: All-Things Ordinance or Law (Personal and Commercial) 1 WI CE #6000134131

1/25

1-2p

David Thompson, CPCU, AAI, API, CR IS

Covering Online Fraud and Employees Who Turn Out to Be Crooks 3 WI CE # 6000134182

1/26

12-3p

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

JANUARY/FEBRUARY 2023 [ 30 ]

for in-house webinar opportunities. bsteinbach@piaw.org

NEW TOPICS ADDED! 3 WI CE CREDITS. LIVE (NOT PRE-RECORDED). 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.

February 2023 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

An Hour with Nicole: Why Personal Lines Deductibles Always Confuse Insureds 1 WI CE # 6000136589

2/1

1-2p

Nicole Broch, CIC, CISR, PLCS

Why Insurance to Value and Liability Limits are Always Wrong (and How to Fix That) 3 WI CE # 6000112609

2/2

8-11a

Steve Lyon, CIC, CPCU, ARM

Claims That Will Convince Your Insured to Enhance Their Homeowners Coverage 3 WI CE # 6000136609

2/2

12-3p

Nicole Broch, CIC, CISR, PLCS

Certificates and Additional Insureds: What Did I Do to Deserve This?!

3 WI CE # 6000115912

2/7

8-11a

Carissa Bonner, ANIS, CRIS

“Wait…What the #^&* Just Happened?!” Fourteen Personal Lines Issues To Know Before It’s Too Late 3 WI CE # 6000136608

2/9

8-11a

Scott Treen, CIC

Chris Amrhein’s “Adventures in Aging”: Social Security and Other Retirement Income Solutions 3 WI CE # 6000110967

2/9

12-3p

Chris Amrhein, CIC

Cyber Coverage: Protecting Your Insureds From Hackers, Liars, & Really Bad Bots 3 WI CE # 6000136607

2/21

8-11a

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

Ethical Dilemmas in Insurance and the Responsibilities of Agents 3 WI ETHICS, CE # 6000136606

2/21

12-3p

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

Mastering Business Income: Tools & Tips to Keep Insureds Flush 3 WI CE # 6000136605

2/23

12-3p

Terry Tadlock, CIC, CPCU, CRIS

Commercial Property: Recent Changes and Crucial Concepts 3 WI CE 3 6000136533

2/28

12-3p

David Thompson, CPCU, AAI, API, CRIS

PIAW.ORG [ 31 ]

EDUCATION–DESIGNATIONS AND UPDATES CIC WEBINARS & CLASSROOM Anyone Can Attend No Exam or Proctor Required for CE 16 WI CE Each

JANUARY 25-26 Personal Lines Webinar

FEBRUARY 15-16 Commercial Property Webinar

APRIL 19-20

Agency Management West Bend

CIC GRADUATE RUBLE WEBINARS & CLASSROOM Exciting update option for CICs, CRMs, and CISRs! 16 WI CE Each / CISRs Can Attend One Day for 8 CE and Update Credit

MARCH 8-9 Webinar

JUNE 14-15

Sheboygan (Includes 3 Ethics)

AUGUST 29-30 Webinar

CISR WEBINARS

Anyone Can Attend. No Exam or Proctor Required for CE 7 WI CE Each

JANUARY 12

Life & Health Essentials

JANUARY 24 Personal Auto

FEBRUARY 14

Commercial Casualty II

CPIA WEBINAR

Anyone Can Attend this CPIA Update Option 8 WI CE

FEBRUARY 9

Disaster Planning & Business Continuity Webinar

JANUARY/FEBRUARY 2023 [ 32 ]

FEBRUARY 24

Commercial Casualty I

NEW CICs

The Certified Insurance Counselor program is nationally recognized and highly respected insurance professional designation for agency owners, producers, agents, CSR’s, brokers, and insurance company personnel.

Are you ready to join the elite group of CICs? Brittni Baker, CIC, CISR Bob Schuchardt Insurance Agency Inc Mary Jo Blair, CIC, CPCU,API,AIS,AU,AIC,AINS Erie Insurance Norman Bock, Jr., CIC Bock Insurance Agency, Inc. Wendy Diedrich, CIC, CISR Diedrich Family Insurance Agency, Inc. Elizabeth Griffin, CIC, CISR West Bend - A Mutual Insurance Company Michael Hug, CIC West Bend - A Mutual Insurance Company Buck Krueger, CIC, CISR Cottingham & Butler Daniel Ludwig, CIC, CPCU, ARM, CRIS, AU-M, AINS Liberty Mutual Insurance Laura McCarty, CIC,AIS,AU,AIC,CPCU Society Insurance Taylor Ryman, CIC, CPIA Ansay & Associates LLC Stephanie Schweitzer, CIC, AU, AINS Society Insurance Amy Sobotta, CIC TRICOR, LLC

Aaron Weidenbaum, CIC, CISR, CPIA, AIS American Advantage - TU Agency Delonne Whipple, CIC, CISR Musty-Barnhart Agency Inc Joseph Wollner, CIC North Risk Partners

Justin Lardinois, CPIA Pagel & Associates Insurance Agency, Inc. Erica Larson, CPIA The Insurance Center

Suzanne Zoromski, CISR, CPIA Ansay & Associates LLC

Jacquelyn Lenz, CPIA Schenning Ins. Agency, Inc.

New CISRs

Emilie Mumm, CPIA Brechler-Lendosky Group

Kyle Zierer, CIC Rural Mutual Insurance

Timothy Placek, CISR, CPIA The Insurance Center

New CPIAs

The Certified Professional Insurance Agent designation is the first-of-its kind, handson, how-to training on sales and marketing topics and techniques. No exam.

Tracy Boeing, CISR, CPIA Ansay & Associates LLC Dawn Buchkowski, CISR, CPIA Spectrum Insurance Group

Kimberly Quinlan, CISR, CPIA R & R Insurance Services, Inc. Sarah Radtke, CISR Elite, CPIA TRICOR, LLC K. Grant Reckner, CPIA All Insurance Agency, Inc. Zach Reiter, CPIA Ansay & Associates LLC

Brenda Duzinske, CISR, CPIA Vizance, Inc.

Marilyn Rice, CPIA Vizance, Inc.

Bob Grim, CPIA TRICOR, LLC

Nicole Rivers, CPIA Mosher & Associates Insurance Services Inc.

Peggy Hamburgur, CISR, CPIA Vizance, Inc.

Amy Seidler, CISR, CPIA Ansay & Associates LLC

Pauline Huven, CPIA Family Insurance Center, LLC

Shelly Statz, CPIA The Insurance Center

Jessica Jachim, CISR, CPIA Ansay & Associates LLC

Sara Stiver, CISR, CPIA, AINS Spectrum Insurance Group,

Susan Kerry, CISR, CPIA Vizance, Inc.

Mark Wildermuth, CISR, CPIA American Advantage IFS, Inc.

Carrie Klinger, CISR, CPIA Midwest Select Insurance Sarah Klotzbuecher, CPIA Eastling Insurance Services

Sandie Wilz, CPIA Eastling Insurance Services

Renee Wilging, CPIA Henricks Wilging Insurance Services Inc

Mitchell Langkamp, CPIA TRICOR, LLC PIAW.ORG [ 33 ]

The Certified Insurance Service Representative program empowers outstanding individuals to provide exceptional account management and customer service.

Elizabeth Kauer, CISR Church Mutual Insurance Co. Katie Opelt, CISR TRICOR, LLC Justin Pelischek, CISR Spectrum Insurance Group, Heather Pendleton, CISR Family Insurance Center, LLC Scott Peterson, CISR Brechler-Lendosky Group Timothy Placek, CISR, CPIA The Insurance Center Diane Rodrian, CISR Rodrian Insurance Nadine Rowan, CISR Robertson Ryan & Associates, Inc. Joe Schmidt, CISR West Bend - A Mutual Insurance Company Lisa Schmidt, CISR, AINS USI Insurance Services Matthew Waldeck, CISR TRICOR, LLC Samantha Wood, CISR M3 Insurance, Inc.

ready for

a new beginning?

It’s time to start a new chapter in your story. Consider becoming an independent Erie Insurance agent.

• 13th largest auto insurer in the U.S.1 (even though we only operate in 12 states and the District of Columbia) • 12th largest home insurer in the U.S.1 • 13th largest business insurer in the U.S.2 • Support from a dedicated sales team and your own underwriter • FORTUNE 500® company • High customer retention3—over 90%

Limited appointments available, so visit BecomeAnErieAgent.com to learn more, or contact me today: Fred Johnson, CIC Vice President & Branch Manager, Wisconsin Branch (262) 798-1941 or (877) 740-3743 Fred.Johnson@erieinsurance.com Erie Insurance agents are independent contractors and not employees. All Erie Insurance agents are subject to all terms and policies as outlined in the Erie Insurance Agency Agreement and related policies and procedures.

1 Based on direct premiums written, Best’s Insurance Reports 2020. 2Based on direct premiums written, commercial multi-peril writers, Best’s Insurance Reports 2020. 3Based on year-overyear retention rate data compiled by ERIE as of December 31, 2020. CMS149_30 6/21

SM

JANUARY/FEBRUARY 2023AGENT [ 34 ] BE AN ERIE

10 AM REGISTRATION 11AM SHOTGUN START

THANK YOU SUPPORTING MEMBERS! THE BOG 3121 COUNTY ROAD I SAUKVILLE, WI 53080

COST

Each year the insurance companies that choose to support the Professional Insurance $150 Agents of Wisconsin make so many things possible. It is because of them that we can Includes golf cart, box lunch, two drink offer top-notch, affordable networking and education opportunities to our member agents.

tickets, reception, hors d’oeuvres

Platinum Supporting Members MAJOR SPONSOR

PLATINUM SPONSORS

Gold Supporting Members

Scholarships totaling up to $25,000 will beSilver given Supporting away thanks to our generous sponsors.

REGISTER TODAY! PIAW.ORG [ 35 ]

Members

13TH ANNUAL PIAW WINTER GET-AWAY THE POINTE HOTEL – MINOCQUA, WI LOW REGISTRATION FEE INCLUDES: TWO DINNERS, LUNCH, BOWLING, 10 WI CE CREDITS, PRIZES & MORE!

PIAW MEMBERS $149 / NON-MEMBERS WELCOME $179

FEBRUARY 1-3, 2023

• THE POINT HOTEL & SUITES $82 SINGLE, $164 TWO BEDROOM | 888-356-4431 • THE WATERS, $79 | 715-358-4000 HOT CONTINENTAL BREAKFAST AT BOTH

MENTION PIA FOR GROUP RATE WEDNESDAY, FEBRUARY 1 1:00 – 5:00 CLAIM TRENDS & INSURANCE (4 WI CE) 5:30 – 11:00 WELCOME GET TOGETHER AT THE OAKFIRE PIZZERIA PIZZA, APPETIZERS AND FREE BEER, WINE & SODA TO 7:30 FUN & GAMES SHUTTLE TO AND FROM THE POINTE & THE WATERS

EDUCATION PRESENTED BY

TODD DAVIS

THURSDAY, FEBRUARY 2 9:00 – 12:00 E&O AND COURTROOMS (3 WI CE & UTICA APPROVAL PENDING) 12:00

BUFFET LUNCH AT THE POINTE

2:00 – 4:00 BOWLING TOURNAMENT ISLAND CITY LANES SHUTTLE PROVIDED 4:45 & 5:15 BUS FROM THE POINTE & THE WATERS TO WHITETAIL INN 5:00 – 10:30 WHITETAIL INN – BEAUTIFUL, NORTHWOODS RESTAURANT CASH BAR, APPETIZERS 5-6 P.M., SIT DOWN DINNER AT 6 P.M. BRIEF MEMBERSHIP MEETING AT 7 P.M., BUS BACK TO HOTEL AT 8:30 AND 10:30

FRIDAY, FEBRUARY 3 9:00 – 12:00 THE ETHICS OF OZ (3 WI ETHICS CE) )

JANUARY/FEBRUARY 2023 [ 36 ]

PUT YOUR DANCING SHOES ON! BRIAN MCLAUGHLIN IS BACK ON THURSDAY NIGHT!

UPCOMING EVENTS

THE PIA OF WISCONSIN IS KNOWN NATIONWIDE FOR ITS TOP-NOTCH EDUCATION AND NETWORKING EVENTS!

FEBRUARY JANUARY

For a comprehensive list of all PIA education opportunities, including the 12-14 multiple topic 1-3 hour webinars, and pre-licensing, visit the Education tab at piaw.org.

12 CISR Life & Health Essentials Webinar (7 WI CE) 24 CISR Personal Auto Webinar (7 WI CE) 25-26 CIC Personal Lines Webinar (16 WI CE) 1-3 Winter Get-Away – Minocqua, WI (10 WI CE) 9 Disaster Planning & Business Continuity Webinar (CPIA Update, 8 WI CE) 14 CISR Commercial Casualty II Webinar (7 WI CE) 15-16 CIC Commercial Property Webinar (16 WI CE) 24 CISR Commercial Casualty I (7 WI CE)

>>>DISASTER PLANNING & BUSINESS CONTINUITY WEBINAR During this program, participants are encouraged to focus on factors affecting disaster and business continuity planning. Areas discussed include types of disasters, key planning elements, disaster team makeup, insurance considerations and funding challenges. Participants will use case studies and exercises to practice concepts and techniques covered in the course.

February 9, 2023

This webinar is a CPIA update, however, you do not need to be CPIA designee to attend.

8:00 am – 4:45 pm (45-minute lunch break) 8 WI CE Credits # 6000080309 | $170 PIAW Member / $199 Non-Member Register online at PIAW.org | 800-274-8188 Edwin L. Lamont CIC, CRM, CPIA President, Lamont Consulting Group, Inc.

PIAW.ORG [ 37 ]

DIRECTORY

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. 725 HEARTLAND TRAIL, ST. 108 | MADISON, WI 53717 | WWW.PIAW.ORG PHONE: 608-274-8188 | TOLL FREE: 800-261-7429 | FAX: 608-274-8195

officers

Directors

Steve Clements, CPIA President Clements Insurance Agency 151577 King Fisher Ln. Wausau, WI 54401 (715) 842-1664 steve@clementsagency.com

Steve R. Albinger Couri Insurance Associates 379 W. Main St. Waukesha, WI 53186 (414) 916-9321 salbinger@couri.com

Octavio Padilla Nova Insurance LLC 4615 W. National Ave. West Milwaukee, WI 53214 (414)639-1650 octavia@novaagencies.com

Ryan Butzke, CIC, CISR Immediate Past President Northbrook Insurance Associates, Inc. PO Box 520 Slinger, WI 53086 (262) 297-7101 ryanb@northbrook-ins.com

Mitch Tarras Advantage Insurance Agency LLC PO Box 165 Plymouth, WI 53073 (920) 893-3252 mitch@bwoinsurance.com

Lacey Endres, CIC Vice President M3 Insurance, Inc. 828 John Nolan Dr. Madison, WI 53713 (608) 288-2874 lacey.endres@m3ins.com Jon M. Strom Treasurer Image of Wisconsin PO Box 600 St. Germain, WI 54558 (920) 723-1209 jon@imageofwi.com Mike Endres Secretary Endres Insurance Agency, Inc. 2201 Eulalia Street Cross Plains, WI 53528 (608) 798-3811 mendres@endresinsurance.net

Staff

Matt Cranney, CIC, CRM Past President Liaison M3 Insurance, Inc 828 John Nolan Dr. Madison, WI 53713 (608)288-2810 matt.cranneym3ins.com Tracy A. Oestreich, CIC, CPIA, AU, CPIW PIA National Director T4 Insurance Solutions, Inc. PO Box 408 Jackson, WI 53037 (262) 423-4949 tracyo@t4ins.com

Michael Winstanley Winstanley Insurance Agency Inc. 3044 S. 92nd St. West Allis, WI 53227 (414) 425-6914 mdw@mdwinstanley.com Bob Wolfgram Wolfgram Insurance Agency PO Box 122 North Prairie, WI 53153 (262) 349-9605 bob@wolfgraminsurance.com

Pete Hanson, CAE, CISR Executive Director phanson@piaw.org

Shirley Faherty Office Manager/Bookeeper sfaherty@piaw.org

Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

Becca Bredeson Administrative Assistant bbredeson@piaw.org

Heidi Hodel-Faris, CPIA, CIC Insurance and Member Services Director hhodel@piaw.org

Natalie White Communications Director nwhite@piaw.org

JANUARY/FEBRUARY 2023 [ 38 ]

GROW with TRICOR insurance

benefits for agency owners • •

David Fritz, CPCU

•

President & CEO, TRICOR Insurance (608) 473-1045 growwithus@tricorinsurance.com

Flexible partner agreements including the ability to continue to grow your equity Gain the ability to retain local ownership while at the same time reallocating some of your assets at a time when valuations are high A dedicated integrations team that supports your agency’s onboarding

TRICORINSURANCE.COM/GROW-WITH-US

Why agency owners choose TRICOR Insurance • • • • •

A leadership team that values results, employee engagement, & local community support Access to agency-shared services: information technology, accounting, licensing & contracting, reporting & data analytics, human resources including benefits administration, marketing, & more Access to resources such as safety & human resources consulting State-of-the-art technology platforms & data analytics such as Salesforce, Indio, & more A strong focus on financial strength, backed by JC Flowers, a robust private equity capital group with strong ties to investing & growing businesses in the Midwest, supports our future growth

Contact us for a confidential consultation TRICORINSURANCE.COM/GROW-WITH-US PIAW.ORG [ 39 ]

It shouldn’t take four days with no power, water, or communication to find out who your friends are.

BUT SOMETIMES IT DOES. And that’s the Silver Lining®.