March/April Wisconsin Professional Agent

WEST BEND

THE BEST REMEDY FOR WORKERS’ COMPENSATION

West Bend has a long history of writing workers’ compensation insurance. Our underwriters are knowledgeable and experienced. Our loss control reps have the expertise and tools to help keep employees safe. And our claims practices are the best in class.

From Main Street-type businesses to specialty businesses like childcare, West Bend has the experience and expertise to protect businesses of many kinds and many sizes. We want to write all of your workers’ compensation business, small to large!

When you select West Bend for your valued customers, you can rest assured you made the right choice. After all, we are the best remedy for workers’ compensation.

Learn more by visiting thesilverlining.com

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.”

FROM THE PRESIDENT

How can I demonstrate to my clients that I know what I’m talking about?

LACEY ENDRES, CIC President PIA of Wisconsin

EDUCATE

The education program of an insurance association is designed to provide professionals in the industry with the knowledge, skills, and resources necessary to excel in their roles. As you have heard now numerous times, “Educate” is one of the three key pillars that we focus on at the PIAW – called out in our logo.

CISR – Certified Insurance Service Representative

• This designation offers nine, one-day courses that focus on practical day to day insurance education. To earn the CISR designation, one must complete any five of the nine courses offered and successfully pass the exams.

• The PIAW also offers a CISR Elite designation which you can obtain if you successfully complete and pass all nine of the offered CISR courses.

CPIA – Certified Professional Insurance Agent

In this edition of the Wisconsin Professional Agent magazine, I’ll be focusing on the Educate portion of our association and why we are so passionate about this.

When I first joined the insurance industry in 2007, one of the questions I asked my manager at the time was, “How can I demonstrate to my clients that I know what I’m talking about?” My manager very quickly responded, “That’s easy, obtain a professional designation.”

At the PIAW we offer 3 designations that include different and unique programs designed to meet the insurance professional’s need for technical knowledge. We offer both in person and virtual classes to meet everyone where they prefer to do their learning.

CIC – Certified Insurance Counselor

• This is a designation that consists of seven, 16-hour institutes focused on technical knowledge in all areas of the insurance industry. It is one of the most prestigious designations available to insurance professionals. To obtain the CIC designation, one must successfully pass 5 institutes of their choosing and the associated exams.

• This program is designed to boost the ability of producers and sales support staff to positively increase sales results. The program includes a series of three, one day seminars and does not require any exams. In just three days’ time, you can earn a professional designation and bring new marketing and customer service skills back to your agency!

The National Alliance for Insurance Education and Research owns the CIC and CISR designations, while PIA National owns the CPIA designation. PIA of Wisconsin teaches the courses on behalf of these two national credentialing organizations.

In addition to the designations that the PIAW offers, we offer many opportunities for CE, as well. Our “Webinars for CE” are live webinars covering countless insurance topics. Most run for three hours, but some are shorter. You can find a calendar of education events on the PIAW website - https://members.piaw. org/eventcalendar.

For brand new employees, PIAW has created Insurance 101 training webinars. These are on-demand webinars available FREE on our website, piaw.org. They run 3-4 hours each and cover three different topics: Property and Casualty Basics; Life and Health Basics; and Agency Processes.

These are less in-depth than prelicensing classes and are intended for individuals who are brand new to the insurance industry. They are also a great way to pre-study for the pre-licensing courses, to be sure there is some familiarity and confidence going into that process.

Finally, PIAW offers a discount on pre-licensing courses and study materials through Kaplan. Members can purchase Kaplan courses, whether live webinars or self-paced and on-demand, for a 15% discount – but ONLY through our website at https://www.piaw.org/insuranceprelicensing/.

One of the other topics I spoke about when stepping into the President’s role was about my passion for getting the CISR designation into Wisconsin high school classroom curriculum. My excitement for this is multi-

faceted. First, this would be a great way to educate students about the possibilities of joining the insurance industry post-graduation. Secondly, if we could offer the CISR designation through high school curriculum and students graduated high school with this designation, it would offer all of us (insurance agents and insurance carriers) a larger talent pool to hire from. As we’ve experienced a war for talent in the past several years, having a group of individuals who have already expressed an interest in our industry and have completed the coursework would lead to a higher likelihood that they stay in our industry long term.

I’m so pleased with the work that our Education Committee has been doing to partner with The National Alliance and their lead for the High School CISR program. They have been discussing creating a sub-committee

in the Education committee to focus solely on working to get a pilot going in a Wisconsin high school and look to include this CISR curriculum in the next school year cycle. THANK YOU all for the work that you are doing to help educate the next generation on our industry and ideally help us to solve for our future staffing needs!

Insurance associations often collaborate with industry experts, educational institutions, and regulatory bodies to develop and deliver comprehensive education programs that meet the evolving needs of the insurance industry. My hope is that this overview will give you the peace of mind to know that the PIAW is doing this to benefit you all!

Rather than attempt to be all things to every kind of business, we focus on the ones we know best—restaurants and bars, grocery and convenience stores, medical clinics, artisan contractors and auto service shops—to deliver outstanding property, casualty and workers compensation insurance. Deep niche expertise, with insight into unique business risks, is how we cover the details that make the biggest difference to our policyholders.

To discuss an agency appointment, give us a call at 888.5.SOCIETY or visit societyinsurance.com.

MEMOS FROM MADISON

As a result of improving fundamentals, most industry analysts are becoming more optimistic.

PETE HANSON, CAE, CISR Executive Director PIA of Wisconsin

TRANSITIONAL MARKET?

Logically, we know the property insurance market behaves like a pendulum. It swings into soft market conditions, lingers awhile, and then swings back towards hard market conditions.

Now that we’ve been in a hard market for a couple of years, one has to wonder when the pendulum will start to swing back towards a market that is better for consumers and easier for agents to navigate. The fact is, it already has. While agents in Wisconsin are not yet experiencing increased capacity or lower pricing, the broader market is showing signs that the pendulum is moving. Here are some of those positive signs I’ve gleaned from industry publications in the last two months:

• Stability and increased capacity in the reinsurance market (Aon)

• The U.S. P&C industry has reduced its underwriting expense ratio to 25.7 (AM Best)

• Combined ratio for the P&C market predicted to drop to 98.5 in 2024 (Swiss Re)

• Increasing P&C capacity, worldwide, will have to be filled with written premium (Lockton)

• Slowing of extreme underwriting changes will benefit insureds (Gallagher)

• Inflation rate dropped to 3.1% in January, down from a high of 9.1% in June of 2022 (BLS)

• U.S. P&C industry Return-on-Equity to jump from 5% to 9.5% in 2024 (Swiss Re)

• Increased stability and easing of rates and availability (Alera Group)

As a result of improving fundamentals, most industry analysts are becoming more optimistic. No one is saying that your personal lines clients are going to see lower premiums at renewal time. In fact, experts are still expecting increases in the high-single-digits range in 2024. In Wisconsin, ours could be a little higher due to our recent experience with conductive storms. However, analysts believe that rate increases are decelerating

and will level off in the next few years. That forecast is certainly promising compared to the 35% average hike in PL premiums across the last two years.

Capacity will not increase quickly in all lines, however. Analysts are still expecting a lack of capacity and significant rate increases in 2024 for commercial property and commercial auto, with habitational and food & beverage mentioned specifically. Alera Group’s recent P&C Market Outlook expects improvement in D&O, environmental, surety and workers comp lines, but they anticipate continued “rigorous underwriting standards” for commercial auto, medical malpractice and umbrella/excess lines.

Welcome to the “transitional market.” Much like a hard market, a transitional market has challenges and opportunities. There will be a continued demand to remarket coverages because of historically high prices, and because you want to find the markets with improving pricing before your competitors do. There will also be a continued need to communicate early and often with clients, explaining the market conditions and potential options for them. The upside is that, with diligent effort, you can improve retention and outshine your competitors.

Due to the ongoing pressures faced by team members, it will also be important to focus on team dynamics and employee morale. Make time for teambuilding activities and be sure you are compensating your people well. Given the recent bout of inflation, be sure you’re keeping up with compensation packages offered by other employers near you. Employees’ increasing cost of living almost certainly has them monitoring what else might be available to them.

It appears that the transitional market is not much different from the hard market. The main difference, of course, is the light at the end of the tunnel!

FROM THE BOARDROOM

Commission split payments play a vital role in compensating producers within independent insurance agencies.

STEVE ALBINGER Director PIA of Wisconsin

CRAFTING P&C AGENT REWARDS

At the PIA, we often get asked, “what I should be paying my producers?”

In the landscape of the property and casualty (P&C) insurance agencies, compensation models for agents play a pivotal role in driving desired performance, retaining talent, and ensuring sustainable growth. Various compensation structures exist, each with its unique features and implications for agents and agencies alike. Let’s dive into the diverse compensation models prevalent in the agency world.:

1. Commission-Based Model: Commission-based compensation remains a cornerstone in the P&C insurance industry. Agents earn a percentage of the premiums they sell, incentivizing them to focus on sales volume and premium amounts. This model offers agents unlimited earning potential, directly correlating their income with their sales efforts. However, it can lead to fluctuations in income and may encourage agents to prioritize high-premium policies over comprehensive coverage.

2. Salary-Based Model:

Some insurance agencies opt for a salary-based compensation structure, providing agents with a fixed income regardless of their sales performance. This model offers stability and predictability to agents, reducing financial uncertainty. However, it may dampen motivation and fail to reward exceptional performance adequately.

3. Salary Plus Commission:

Combining elements of both salary and commission models, the salary plus commission structure offers agents a base salary supplemented by commission incentives based on their sales achievements. This hybrid model provides agents with a stable income while still motivating them to drive sales and revenue growth.

4. Performance-Based Bonuses:

In addition to base salary and commissions, many insurance agencies offer performance-based bonuses to agents who exceed predefined targets or demonstrate exceptional sales proficiency. These bonuses serve as powerful motivators, encouraging agents to go above and beyond in their sales efforts and customer service initiatives.

5. What percentage of New Versus Renewal Commissions: New commission percentages reward agents for bringing new customers to the agency, while renewal commissions reward agents for retaining existing clients and ensuring policy renewals. It makes sense to align the agencies’ goals with the percentage weighted to those goals. If you want to grow with Company A, why not pay the agent more on new business with that company?

Average Commission Split for New and Renewal Business: The commission split for new and renewal business can vary greatly depending on several factors, including the type of insurance products, the size of the agency, the producer’s experience, and the specific agreements between the producer and the agency. However, there are some common trends observed in the industry.

1. New Business Commission Split: When a producer secures a new client or sells a new insurance policy, they typically earn a higher commission split compared to renewal business. This is because acquiring new business requires more effort and resources, including prospecting, client meetings, and underwriting. The average commission split for new business can range from 40% to 70% for producers, with the remaining percentage going to the agency.

2. Renewal Business Commission Split: Renewal business refers to the continuation of existing insurance policies, often requiring less effort than acquiring new clients. As a result, the commission split for renewal business tends to be lower than that for new business. Producers may receive an average commission split ranging from 20% to 50% for renewal business, depending on the factors mentioned earlier, the biggest being what is their involvement in day to day service and renewing the account.

Several factors influence the commission split payments for producers in independent insurance agencies:

• Agency Size: Larger agencies may offer more competitive commission splits to attract and retain top talent.

• Producer Experience: Experienced producers with a proven track record of generating business may negotiate higher commission splits.

• Type of Insurance Products: Commission splits can vary based on the type of insurance products being sold, with some products offering higher commissions than others.

• Producer Performance: Producers who consistently exceed sales targets and bring in high-value clients may be eligible for bonuses or higher commission splits.

Producers and independent insurance agencies should carefully consider the commission split offered and negotiate terms that align with their skills, experience, and

business goals. While some agencies may have standard commission structures, there is often room for negotiation, especially for producers with a strong sales record or specialized expertise.

Commission split payments play a vital role in compensating producers within independent insurance agencies. Understanding the average commission split for new and renewal business, along with the factors influencing these splits, is essential for producers seeking fair compensation and agencies aiming to attract top talent. By striking the right balance between producer incentives and agency revenue, commission split arrangements can drive mutual success and foster long-term partnerships within the insurance industry.

Each compensation model comes with its advantages and challenges, and the most effective approach depends on the agency’s strategic objectives, market dynamics, and organizational culture. Insurance agencies must carefully evaluate and tailor their compensation structures to attract and retain top talent, foster a culture of performance and innovation, and drive sustainable growth in the competitive P&C insurance industry. By striking the right balance between financial incentives, stability, and recognition, insurance agencies can empower their agents to thrive in an ever-evolving marketplace while delivering exceptional value to policyholders.

H CAPITOL UPDATE

There are precious few days of the legislative session remaining at the time of writing. By the time this magazine is arriving to you, it is more than likely that the Assembly and Senate will both have declared that they have adjourned for the session and are heading back to their districts to begin the long road to the November elections. Those elections are going to look quite a bit different, due to new the Legislative maps that were adopted at the end of February.

New Legislative Maps in Wisconsin

The former district maps for the State of Wisconsin were adopted back in 2011, updated in 2021, and had been serving in place until now. The previous maps had survived through several legal challenges over the years, but with the election of Justice Janet Protasiewicz and subsequent ideological shift of the Wisconsin Supreme Court, they have now ultimately been overturned.

In overturning the previous maps, the Wisconsin Supreme Court ordered that new ones be immediately drawn for the upcoming 2024 election and brought in consultants to evaluate submissions. The consultants ultimately declared that

the maps submitted by the Legislature and a conservative group were “partisan gerrymanders,” leaving four maps to be considered. The Legislature was given the option of acting to pass one of the remaining maps or to wait and allow the Wisconsin Supreme Court to draw the new map themselves.

With that decision before them, the Republican majorities in both houses opted to pass the maps submitted by Governor Evers. Despite some dissent from Democratic colleagues, Governor Evers signed the maps into law making this the first bipartisan passage of new Wisconsin legislative maps in over fifty years.

The newly adopted maps shift boundaries and change the districts in a way that will likely narrow or could even reverse the majorities that Republicans have held in both houses for many years. In addition to that, the maps pair many incumbent Republican legislators together, meaning that two legislators are now in the same geographic boundary –one being drawn out of the district that they currently hold. Due to all of these changes, there are many

announcements being made daily from legislators on their future plans to run for their same district, move to a new district, or even run against a fellow Republican lawmaker in primary election.

What promises to be a rollercoaster of an election year, nationally, is going to have large implications for state legislative control as well.

PIA’s 2024 Legislative Excellence Award Winners

PIA’s Legislative Excellence Award recognizes the accomplishments of legislators who are working to improve Wisconsin for independent agents and other small businesses. The award is given annually to a member of each house who has worked on PIA priority issues during the session that keep the insurance industry and small business climate strong.

Senate Recipient: Senator Dan Knodl Senator Dan Knodl serves Senate District 8 and is based in Germantown, WI. Before recently joining the Senate, he served for many years in the state Assembly where he has been an advocate on issues affecting small

NATALIE WHITE Communications Director

Sen. Dan Knodl receives the PIA Legislative Excellence Award from PIA Secretary Octavio Padilla, Director Alyssa Hobgood, Executive Director Pete Hanson, PIA Past President Ryan Butzke, Director Luke Strupp and Natalie White.

Eye on the Law

Navigating Worker’s Compensation Insurance for Contractors

By Robert C. Procter and Judd A. Genda

In the complex insurance world, particularly in worker’s compensation, the relationship between general contractors and subcontractors can present many challenges and legal nuances. As an insurance agent, it’s crucial to understand the interplay between legal requirements and practical considerations when ensuring adequate coverage for subcontractors.

Legal Framework:

In Wisconsin, the legal requirements for worker’s compensation insurance for subcontractors hinge on their classification as independent contractors or employees. Independent contractors, without employees, are not mandated by Wisconsin law to carry worker’s compensation insurance.

General Contractor Obligations:

Central to the discussion is the general contractor’s responsibility to ensure adequate worker’s compensation coverage for all on-site workers, including subcontractors. If an injury occurs to a subcontractor or a subcontractor’s employee, and the subcontractor fails to meet the criteria for an independent contractor, the injured person may be considered an employee of the general contractor for worker’s compensation purposes.

Is a Subcontractor an Employee or an Independent Contractor:

For purposes of workers’ compensation, put aside your current understanding of whether a subcontractor is an employee or an independent contractor. In Wisconsin, the subcontractor will be considered an employee of the general contractor for purposes of worker compensation if the subcontractor does not satisfy each part of the following nine-part test:

1.

2.

3.

4.

5.

6.

7.

Each of these tests offers specific criteria and considerations to assess whether an individual is classified as an independent contractor or an employee, providing a comprehensive framework for evaluating the nature of the working relationship. The following link to the Department of Workforce Development website provides an explanation of the requirements contained in the nine-part test and case studies relevant to each requirement based on cases decided by the Labor and Industry Review Commission (LIRC) and Wisconsin courts: https://dwd.wisconsin.gov/ worker-classification/wc/ninepart/. The onus is on the general contractor to prove that the subcontractor meets the nine-part test if an injured subcontractor or subcontractor employee makes a worker’s compensation claim. Including language in a contract with a subcontractor stating that the subcontractor is an independent contractor and not an employee does not satisfy this burden.

Risk Mitigation Strategies:

To mitigate potential liabilities, general contractors often stipulate in contracts that subcontractors must carry worker’s compensation insurance and provide proof of coverage. This requirement not only safeguards against potential claims but also ensures compliance with insurance standards set by carriers. A contractor’s insurance policy often contains certain rules requiring that subcontractors carry workers compensation insurance, in addition to other types of insurance, such as general liability insurance. Even if the general contractor does not have employees, it should have a worker compensation policy. In this circumstance, the policy would be very reasonably priced—likely in the hundreds of dollars. The ramifications can be significant when a subcontractor or its employee is uninsured and sustains an injury. The injured party may file a claim against the general contractor’s worker’s compensation policy. Despite any representations of the subcontractor, the responsibility is on the general contractor to prove that the subcontractor or its employee is an independent contractor.

The Role of Insurance Agents:

While the legal landscape surrounding worker’s compensation insurance for subcontractors may be nuanced, insurance agents can provide invaluable expertise in helping general contractors navigate these complexities. By advocating for comprehensive coverage, agents can empower their clients to ensure compliance with insurance standards and, most importantly, mitigate risks effectively.

6 Common Causes of Agents’ E&O Claims

by Tabitha L. DeGirolano, RPLU E&O Risk Management Specialist Executive Commercial Lines Underwriter Utica National Insurance Group

Why do insurance agents receive errors and omissions (E&O) claims? Often it is for failing to execute basic transactions that take place many times each day in your agency. The following are some of the most common reasons that agents experience E&O claims:

FAILURE TO PLACE/RENEW COVERAGE

1 2 3 4 5 6

For a variety of reasons, an account can “fall through the cracks,” leading to coverage not being bound. Often, this is only discovered once a client submits a claim and realizes there is not coverage in place. Alternatively, coverage may be bound, but not at the terms expected.

CERTIFICATES OF INSURANCE

Many claims begin with a mistake made on a certificate of insurance. This can be the result of listing incorrect limits, including additional insureds that are not covered under the policy, or confirming coverage when the policy has been cancelled.

FAILURE TO OBTAIN/MAINTAIN PROPER COVERAGE

For P&C agents, this is the most common source of E&O claims. When a client doesn’t receive the coverage they requested or expected, they look to the agent for relief. A lack of a thorough risk analysis is often the root cause of these problems. For renewals, failure to recognize and communicate coverage changes can result in a coverage gap for your client.

FAILURE TO GIVE ACCURATE INFORMATION/ADVICE

When an agent is not effectively communicating the product they are selling, a client may believe that they were not provided with adequate information to make an informed decision on coverage. This can be of particular concern when an agent works with a wholesaler on a product they lack expertise in. Limit recommendations can be a pitfall for agents when a client finds out they do not have sufficient coverage for a claim.

FAILURE TO NOTIFY OF CANCELLATION/REPLACE COVERAGE

When agents set the precedent of notifying clients of pending cancellations, failure to do so can result in a claim when a client has a loss after the cancellation. Failing to offer to assist the client in replacing the cancelled coverage can be another area of exposure.

REPORTING OF CLIENT CLAIMS

Claims that are reported to the agent, but not forwarded to the carrier in a timely manner can result in a denial of coverage. Additionally, an agent may not report the claim under all policies that could respond. This is often an issue when excess or umbrella coverage is in place. An agent may advise a client that “they will be covered” or “there is not coverage” rather than instructing the client to submit the claim to the carrier for coverage determination.

Many claims can be successfully defended with good, uniform procedures and thorough documentation. Instituting appropriate loss control measures can help agents avoid claims while better servicing their clients.

In upcoming articles, we will explore each of these common causes of E&O claims in more depth and provide guidance on loss control measures. For now, check your office procedures to make sure your agency is not making any of the mistakes noted above.

OCI ADMINISTRATIVE ACTIONS

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.

DECEMBER 2023

Allegations & Actions Against Agents

Clifford O. Baker, 1505 E Main St., Merrill, WI 54452, had his application for an insurance license denied. This action was taken based on allegations of having pending criminal charges that may be substantially related to insurance marketing type conduct and failing to disclose a criminal conviction on current and past licensing applications.

Dorota Barreto, 2442 Durand Dr., Downers Grove, IL 60516, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to provide accurate information on a licensing application following a warning letter.

Michael J. Becker, 5891 Algoma St., Stevens Point, WI 54482, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Rylie Bradshaw, 702 Superior St., Chippewa Falls, WI 54729, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Matthew W. Brandt, 904 Tenny Ave., Waukesha, WI 53186, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Daniel D. Carpenter, 1248 N 68th St., Unit 209, Wauwatosa, WI 53213, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Agnes T. Collins, 1751 Emerald Creek Dr., Florissant, MO 63031, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to respond promptly to inquiries from the Commissioner.

Larry M. Contreraz, 1111 E Herndon Ave., 106, Fresno, CA 93720, had his insurance

license revoked. This action was taken based on allegations of misrepresenting insurance products, making unsuitable sales, failing to respond to inquiries from the Commissioner, and failing to participate as ordered in an administrative proceeding.

Rebecca D. Cunningham, 863 W Puetz Rd., Oak Creek, WI 53154, had her insurance license summarily suspended. This action was taken based on allegations of making misrepresentations and engaging in prohibited financial transactions with customers.

Shareef Dillard, 303 E Wacker Dr., Ste. 2840, Chicago, IL 60601, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of making misrepresentations and failing to properly consider suitability in the sale of health insurance products.

Markaila Gordon, 2700 W Atlantic Blvd., Pompano Beach, FL 33069, had her insurance license revoked. This action was taken based on allegations of making misrepresentations, selling an unsuitable policy, failing to respond to inquiries from the Commissioner, failing to update address information, failing to be appointed with the underwriting insurer, and failing to participate as ordered in the administrative hearing process.

Ara V. Jackson, 2905 W Wisconsin Ave., Apt. 403, Milwaukee, WI 53208, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Shanice Johnson, 4864 N 67th St., Milwaukee, WI 53218, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

James Krutsch, 917 Eales Ave., Waukesha, WI 53186, agreed to pay a forfeiture of $500.00. This action was taken based on allegations of making misrepresentations in the sale of an insurance product.

Brett A. Nielsen, 1742 Lathrop Ave., Racine, WI 53405, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Edwin A. Ordonez Cardenas, 910 S 88th St., West Allis, WI 53214, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Alexander Pellon, 2068 W Stryker Rd., Avon Park, FL 33830, had his insurance license revoked. This action was taken based on allegations of making misrepresentations, recommending an unsuitable policy, failing to update contact information, and failing to respond to inquiries from the Commissioner.

Elixandra Rivera Martinez, 2600 W Bolivar Ave., Milwaukee, WI 53221, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Angela L. Rockstroh, 1342 Kenwood Ave., Beloit, WI 53511, agreed to the issuance of a one-year probationary insurance license. This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct.

Jeffrey R. Schneider, 2904 State Hwy. 34, Junction City, WI 54443, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Richard R. Staley, 5101 Academy Dr., Madison, WI 53716, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Troy J. Temple, 719 State St., Union Grove, WI 53182, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

NATHAN HOUDEK Commissioner of Insurance

Dione N. Wagie, 1515 Bridge St., Watertown, WI 53094, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Ryan Wagner, 8153 Curtis Ln., Eden Prairie, MN 55347, had his application for an insurance license denied. This action was taken based on allegations of having administrative actions taken by the Minnesota Commissioner of Labor and Industry.

Arthur W. Walsh, 60 Abbey Ln., Apt. 3B, Newark, Delaware 19711, agreed to surrender his Wisconsin insurance license. This action was taken based on allegations of making misrepresentations and failing to report administrative actions.

Creresha A. Willis, 2787 N Avondale Blvd., Milwaukee, WI 53210, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

JANUARY 2024

Allegations & Actions Against Agents

Nicholas C. Andrew, 4580 PGA Blvd., Ste. 209, Palm Beach Gardens, FL 33418, agreed to the permanent revocation of his insurance license. This action was taken based on allegations of failing to timely report and disclose administrative actions taken by the states of Delaware, Louisiana, California, Washington, and Louisiana.

Jeremy J.B. Bryant, 4711 Balley Shannon Dr., Mableton, GA 30126, had his application for an insurance license denied. This action was taken based on allegations of having a probationary license in his resident state, having a history of administrative actions, and having a criminal conviction that may be substantially related to insurance marketing type conduct.

Erika Castaneda, 2690 Theatre Rd., Williams Bay, WI 53191, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jake Demots, 160 N 70th St., Milwaukee, WI 53213, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Charmania A. Frazier, 211 15th Ave. SE, Rochester, MN 55904, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

David Gartley, 2821 Ashland Ave., Racine, WI 53403, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Larry A. Golden, 711 Alexander St., Killeen, TX 76541, was ordered to pay a forfeiture of $500.00. This action was taken for failing to timely report administrative actions taken by the states of Florida and California.

Seng Hang, 640 S 24th St., Manitowoc, WI 54220, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Nicole M. Hoier Everson, N3076 County Rd. F, Pulaski, WI 54162, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Teddie Jones, Jr., 4333 N Oakland Ave., Apt. 106, Shorewood, WI 53211, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Thomas A. Kilps, 309 S Blount St., Apt. 514, Madison, WI 53703, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Kaylee Knutson, 147 13 1/2 St., Ridgeland, WI 54763, agreed to the surrender of her Wisconsin insurance license. This action was taken based on allegations of misrepresentations.

Beth A. Kratwell, 117 S 7th Ave., Wausau, WI 54401, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Michael J. Larson, 3811 Lake Park Rd., Ashland, WI 54806, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Richard J. Olsen, N6107 County Rd. U, Glenbeulah, WI 53023, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Gretchen Paape, 1808 Jackson St., Bloomer, WI 54724, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Santana R. Robinson, 6158 W Spencer Pl., Milwaukee, WI 53218, had her insurance

license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Laurisha P. Rosario, 1222 Oak St., Beloit, WI 53511, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jynelsa Ruiz Velazquez, 2540 S 19th St., Milwaukee, WI 53215, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Xavier J. Sanders, 3022 N 59th St., Milwaukee, WI 53210, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Natasha Schwingle, 3748 N 15th St., Milwaukee, WI 53206, had her application for an insurance license denied. This action was taken based on allegations of failing to disclose an insurer lawsuit on a licensing application.

Robert C. Starnes, 2570 N 63rd St., Milwaukee, WI 53213, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Joseph M. Tenuta, 303 E Wacker Dr., Ste. 2840, Chicago, IL 60601, was ordered to pay a forfeiture of $500.00. This action was taken for failing to disclose, in his license renewal application, an administrative action taken by another state.

Ashley A. Toberman, 413 E Beloit St., Orfordville, WI 53576, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Marissa N. Walker, PO Box 1974, Hampton, GA 30228, had her application for an insurance license denied. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Georgia, Louisiana, and North Carolina on a licensing application; failing to disclose criminal convictions on a licensing application; violating the terms of a previous warning letter; and providing substantially misrepresentations on a licensing application.

Brian Xiong, 3505 Owasso St., Apt. 210, Shoreview, MN 55126, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Dog Bite Liability –Are Your Clients Covered?

| By Martha Lester, MBA, AAI, AIC, CIC, CRM, CFE

An August 2023 article in the Insurance Journal cites a Connecticut case of a dog who bit a third party and the insurer denied the claim. The insurance company cited having a dog, and failing to disclose it on the application, was a material misrepresentation and the reason for the claim denial. The insured stated the agent completed the application and the insured electronically signed it without being provided with a complete copy of the application. The insured asserted that is, therefore, not a misrepresentation. However, the court denied the claim maintaining that the applicant for insurance has a duty to read the application prior to signing it.

This is an expensive reminder that an intermediary should not be completing applications on behalf of a prospective insured without asking the applicant each question.

The agent should be providing a complete copy of the application and encouraging the client to read it prior to signing.

Since National Dog Bite Prevention Week is coming up (April 7-13), let’s consider some interesting statistics. The Center for Disease Control and Prevention has estimated 4.5 million Americans were bitten by dogs, in 2023. Their numbers indicate that one in every five people bitten required medical care. The Insurance Information Institute reported that the value of a dog bite claim increased 234.9% since 2013. The American Veterinary Medical Association stated that more than half of all dog bites in 2023 came from Pit Bulls. The Humane Society indicates that more than half of all dog bite claims are for children.

Mail carriers are especially at risk for dog bites. According to the United States Postal Service, over 5,300 employees were attacked by dogs while delivering the mail in 2022. Milwaukee Wisconsin ranked #14 out of the top 36 cities for the most postal worker dog bites with 22; tying Minneapolis and Cincinnati for that spot. In 2022, Wisconsin had 100 attacks reported. Racine and Fond du lac ranked behind Milwaukee with 4 bites each, Madison reported 3 and Appleton cited 2.

Under Wisconsin Statute section 174.02, a dog owner is responsible for damages caused by their pet even if the animal doesn’t have a history of biting. This law extends to harborers and keepers of dogs holding all three liable for both intentional and negligent actions.

A “harborer” of a dog is someone who provides shelter for the animal. A “keeper” of the dog is someone who provides care, custody and control over the animal. A dog walker, dog fosterer, and dog sitter would all fall under the definition of “keeper”. If an adult child, with a dog, lives with their parents and the parents do not have any care of the dog but provide a place for the dog to live, they would be considered a “harborer” of the dog. If the adult child goes away on vacation and the parents feed, provide water, and walk the dog they have now become “keepers” of the dog. Do your homeowner’s clients have any of these exposures? The distinction between owner, harborer, and keeper is essentially irrelevant. Wisconsin law states that, in any of those capacities, dog-bite liability exists.

This does not apply to a landlord who simply allows the tenant to have a pet in their apartment. There is some exception, if the landlord does not properly maintain the premises and the lack of maintenance is the proximate cause of the dog getting out and causing injury. There could be some liability if the landlord knew the tenant had a vicious animal (previously bit) and did not give the tenant notice to remove the dog or evacuate the premises.

Common law requires that the “owner” exercise reasonable care with regards to the control and restraint of the pet. In addition, the owner must use reasonable care in controlling the characteristics that are specific to a dog’s breed that may result in harm.

Under Wisconsin law, dog bites are considered a “strict” liability. Therefore, negligence on the part of the owner, harborer, or keeper does not have to be proven. The first time a dog bites, if the owner did not have any reason (previous biting) to suspect the dog would react in this manner, the owner is still responsible. They are held liable, however, only for the full amount of damage caused by the animal. This applies to injuries to a person, a domestic animal, or damage to property of others. In addition, the owner may also be subject to statutory charges up to $500. This amount also applies if a dog causes injury to deer, game birds, their nests, or their eggs.

If the owner of the dog knew that the animal had previously bitten, under the law the owner is liable for double the damages, if the dog: 1. bites a person 2. breaks the skin and 3. causes permanent scarring or disfigurement. In this type of case, the damage is considered foreseeable. In addition, the owner may incur statutory charges up to $1,000. Insurers will likely not pay the second set of damages awarded and they will not pay fines.

The defenses to the insured, when a dog bites, are minimal. With strict liability, the victim must show that they were not trespassing on the owner’s premises, not engaged in an illegal act at the time such as physically attacking the insured, that they did not incite the dog, and that they suffered harm.

Do you know if your insureds own, harbor, or keep a dog?

COMMUNITY CORNER

How are you and your agency or company helping your community? Community Corner showcases what individual members and agency/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!

VIZANCE ASSOCIATES FEED CHILDREN IN GUATEMALA

During January, employees from Vizance’s Racine office got together to spend time packing meals for those in need. In coordination with the organization Feed My Starving Children, the group worked with other volunteers to pack meals for children in need. When all was said and done, the volunteers packed 27,000 meals that were then sent to Guatemala.

DIAPER DRIVE HOSTED BY BADGER MUTUAL

Through January, Badger Mutual joined with their fellow office suite neighbors to host a diaper drive supporting Milwaukee’s basic needs bank, Milwaukee Diaper Mission. At the end of the drive when all donations were totaled, the drive collected a total of 4,780 diapers, 668 training pants, and 107 packs of wipes. All items were sent to Milwaukee Diaper Mission to be distributed to families across the city in need of these basic essentials.

SECURITY FINANCIAL BANKS’S EMPLOYEE GIVING CAMPAIGN

Recently, SFB’s Becky Seelen presented United Way’s Haley Stowell with a check for the 2023 United Way Campaign. The final donation total reflects SFB employees’ pledges and SFB’s company match. The funds will be distributed to the United Way of the Greater Chippewa Valley and will be used to help their many initiatives to improve the Chippewa Valley!

M3 INSURANCE SUPPORTS HOME FOR SENIORS

During the holiday season, the M3 Foundation presented a donation to St. Monica’s Senior Living. St. Monica’s is located in Racine and is a nonprofit senior living community dedicated to providing a strong and compassionate home environment for those in need. Thank you M3 for supporting a home for these seniors!

ROCKFORD MUTUAL EMPLOYEES ADOPT A FAMILY

Over the holidays, associates at Rockford Mutual participated in a fundraiser to benefit a local non-profit, the Rockford MELD. The Rockford MELD’s mission is to develop, provide and coordinate services to improve the physical, developmental, psychological, and social well-being of children, young adults, and families. Through the Rockford MELD, RMIC associates “Adopted a Family” and raised money and gifts for a family in need, making their holiday very bright – way to go Rockford Mutual!

SOCIETY INSURANCE FUNDRAISES FOR UNITED WAY

Employees from Society Insurance participated in an annual fundraising campaign during the holiday season. At the end of the campaign, it was revealed that they raised a whopping $24,003 for the United Way Fond du Lac County. The funds raised will go towards non-profit organizations throughout the county, making the community a brighter place. Great work, Society!

WINTER GET-AWAY 2024 RECAP

Another year, another fantastic Winter Get-Away 2024 up in Wisconsin’s Northwoods! It was another year for records – not only was the weather balmy for February, but attendance also remained at a record high!

To kick things off, attendees sat down for a unique E&O Mock Trial as part of their 10 CE credits presented by Todd Davis. The evening was then spent catching up with friends and competing for strikes during a friendly competition at Island City Lanes. Congratulations to high-score bowlers Ryan Bedroske and Alison Clements!

Day Two started bright and early in the classroom, before the fun and games began at Forestry Tap & Axe. The fun carried over into the night at Whitetail Inn with cocktails, filet mignon and salmon, followed by live music and dancing. After three more credits of CE on Friday morning, we were sad to say goodbye. Thanks again for another wonderful year! We can’t wait for the 15th Annual Winter Get-Away – Coming January 29-31, 2025!

The Secrets of Visionary Thinkers: how to ensure new ideas get real consideration

| By Susan Robertson

When you think of famous visionary leaders, you often think that they have something, know something, or do something that the rest of us don’t have, don’t know, or can’t do. The truth is, they don’t. The only thing they have is an intuitive understanding of how to open their minds and consider new ideas.

When you’re thinking about new ideas, you’re often thinking of the divergent phase of the brainstorming process - where you generate many new ideas.

However, the convergent (deciding) phase is equally important - to ensure that those new, fresh, and interesting ideas thought of during the divergent phase actually get considered. Due to some basic neuroscience principles, it’s all too easy to instantly reject any truly new ideas. The very human tendency is to decide to select the ideas that make you feel the least uncomfortable. In other words, even if you managed to generate some really unique and innovative ideas, you’re actually fairly unlikely to decide to use them, unless you do some overt things to help overcome instinctive fears of anything new.

There’s an old adage that people are resistant to change. There’s some truth in that, most people are a bit resistant to change in most circumstances.

However, there are many instances where change is embraced with open arms. Events like marriage, the birth of a child, a career change, or moving to a new city are all dramatic life changes that are typically welcome. Most people are happy and excited to embark on these new journeys.

So, what is it about other types of changes that make the “people don’t like change” adage true? The difference is, with a few exceptions like the above, change is typically assumed to be negative.

To better understand this, think about this hypothetical situation. You’re at your desk, doing your work as usual, when your boss walks over and says, “Things are going to change around here”. If you’re like most people, your instant assumption is not that things are going to get better. You probably assume it’s going to be worse. That you will experience some loss of something you currently benefit from. Even if you can acknowledge that the change might be good for the department or the company, your go-to assumption is that things will be somehow worse for you personally.

This expectation that change equals loss is, surprisingly, grounded in neuroscience. All humans have a set of cognitive biases. Cognitive biases are mental shortcuts that you use for problem-solving and decision-making. There are a few things to understand about cognitive biases before you dive into why they’re problematic.

• First, cognitive biases are NOT the same kind of bias related to diversity and inclusion initiatives. That’s a completely different concept. Cognitive biases are a neuroscience concept; they have to do with how our brains operate.

• Second, cognitive biases are not individual. All humans share the same cognitive biases. It is not as if you have one cognitive bias and somebody else has a different one. All humans share these same mental shortcuts.

• Thirdly, cognitive biases operate subconsciously. You are not aware you’re relying on these shortcuts when you are.

When it comes to the convergent phase of creative thinking –when you’re voting and deciding from a large list of ideas –the cliche that people don’t like change tends to hold true. You tend to shy away from the truly new ideas and only vote for the “safest” ideas.

This tendency is due to a specific cognitive bias called the Status Quo bias.

The Status Quo bias is the phenomenon just described - that you instantly and subconsciously presume change to mean loss. Specifically, loss to you personally and individually. You assume that the current state of affairs is the best, and anything other than that will be negative.

So, when you are looking for new ideas and have generated a list of possibilities, and it is time to choose among them, you tend to choose only the safest, most incremental, and least disruptive ideas. In other words, you lean toward the least amount of change possible.

But suppose the situation is something that actually needs real change. In that case, you need to ensure that the team making the decisions doesn’t let the status quo bias get in the way of considering a more radical idea, which may be the one that really solves the problem.

Here are some tips to help you get around the status quo bias.

1. Overtly include in your list of criteria that you want ideas that are disruptive, new, and will make a significant

impact. Clearly stating that as a criteria will make a difference and will remind people that they need to explicitly consider some of the more interesting, unique, and potentially harder-to-implement ideas.

2. Another way you can approach getting around this status quo bias is to require the group to list the potential downsides of changing nothing. Changing nothing is a decision. And unfortunately, it is often the decision that is made by default. You can all too easily “decide to decide later” once you have more information. And then during the next meeting, you decide again to decide later, once you have even more information. And you continue that cycle until you miss the window entirely, and it’s too late. So, when a group decides not to decide, they need to consider the true consequences of that decision. Given that they thought there was a need to get together and develop new ideas, there’s likely a definitive reason to create change by selecting a more impactful idea.

In order to become a more visionary and creative leader, you need to personally ensure that new, interesting, and more challenging ideas get real consideration. And you need to give your team some assistance so that they can do the same. These tips for getting around the Status Quo bias will help your team truly consider the potentially more disruptive ideas you may need to fundamentally solve the challenge at hand.

About the Author: Susan Robertson empowers individuals, teams, and organizations to more nimbly adapt to change, by transforming thinking from “why we can’t” to “how might we?” She is a creative thinking expert with over 20 years of experience speaking and coaching in Fortune 500 companies. As an instructor on applied creativity at Harvard, Susan brings a scientific foundation to enhancing human creativity. To learn more, please go to: SusanRobertsonSpeaker.com.

SHOOT SOME CLAYS FOR THE MAY

Fun for shooters of all abilities!

Sporting clays is sometimes described as “golf with a shotgun.” Players move from station to station on an outdoor course, shooting at clay targets that are launched at different angles and trajectories to mimic the flight paths of game species.

Sponsorships go towards the costs of putting on the event and can be paid with corporate funds.

EVENT SPONSOR $500

• Signage for all Clay Shoot activities

• Recognition during the program

• Logo on course signage

STATION SPONSOR $250

• A dedicated sign at a shooting station

Registration includes safety training, two rounds of sporting clays (multistation shooting), a hearty lunch,

social hour hors d-oeuvres.

EDUCATION

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.

March 2024 Webinar Schedule

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.

NEW! 1-Hour Webinars: $25 PIAW Member, $35 Non-Member

April 2024 Webinar Schedule

EDUCATION - DESIGNATIONS & UPDATES

APRIL 10-11

Commercial Property West Bend

JUNE 19-20

Sheboygan (Includes 4 Ethics)

CIC

CIC WEBINARS & CLASSROOM

Anyone Can Attend No Exam Required for CE

16 WI CE Each

MAY 15-16

Personal Lines Webinar

JULY 16-17

Agency Management Webinar (3 of 16 Ethics)

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

SEPTEMBER 25-26

Green Bay (Includes 4 Ethics)

MARCH 12

Agency Operations (1 of 7 Ethics) Webinar

APRIL 2

CPIA 3 - Webinar

AUGUST 7-8

Company Operations Neenah

OCTOBER 8-9 Webinar

CISR WEBINARS & CLASSROOM

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

MARCH 20

Personal Auto Webinar

APRIL 5

Commercial Casualty II Webinar

CPIA WEBINARS & CLASSROOM

Anyone Can Attend. No Exam. 7 WI CE (2 of 7 Ethics) Utica Approved

AUGUST 6

An Agent’s Guide to Understanding & Litigating Cyber ExposuresWebinar (8 WI CE, 1 of 8 Ethics)

SEPTEMBER 4

CPIA 1 – Webinar

DECEMBER 11-12 Webinar (4 of 16 Ethics)

APRIL 19

Commercial Casualty I Webinar

OCTOBER 8

CPIA 2 - Webinar

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 16 hour Institutes represent a thoroughly rewarding learning experience, led by accomplished insurance and risk management speakers.

Eric Tschurwald, CIC

Robertson Ryan Insurance Milwaukee, WI

NEW CISRs

The Certified Professional Insurance Agent designation is the firstof-its kind, hands-on, how-to training on sales and marketing topics and techniques. It is nationally recognized as the mark of professionalism, commitment to professional training and results, and exceptional technical knowledge.

Joseph Becker, CISR

Church Mutual Insurance Company Merrill, WI

Rabecca Brook, CISR

R&R Insurance Services, Inc. Mukwonago, WI

Carrie Buchholz, CISR

McNamara & Thiel Insurance Agency Fond Du Lac, WI

Matthew Budreck, CISR

QBE Americas, Inc. Madison, WI

Morgan Conaway Bauman, CISR

QBE Americas, Inc. Madison, WI

Laura Dillett Weber, CISR WisMed Assure Fitchburg, WI

Daniel Faulkner, CISR

QBE Americas, Inc. Sun Prairie, WI

Michele Feltz, CISR Sentry Insurance Plover, WI

Paige Hammele, CISR QBE Americas, Inc. Madison, WI

Charles Landis, CISR QBE Americas, Inc. Madison, WI

Derek Manchester, CISR Rodrian Insurance Brookfield, WI

Krista Marvin, CISR

Carriveau Insurance Agency Crivitz, WI

Angela Shaw, CISR

Grams Insurance Agency LLC Edgerton, WI

Paula Straubel, CISR TRICOR Insurance New Lisbon, WI

Zia Syed, CISR

QBE Americas, Inc. Deforest, WI

Emily Tuschl, CISR Ansay & Associates Wheeler, WI

Maureen Van Der Kooy, CISR Ansay & Associates Port Washington, WI

New CISR ELITEs

The honorable status for CISRs who aspired to be more and passed all nine CISR courses.

Samantha Hackbart, CISR Elite Marsh McLennan Agency Milwaukee, WI

Ashley Riley, CISR Elite TRICOR Insurance Darlington, WI

The Secret to Inspiring Others & Selling Smart Ideas

“Ideas are the true currency of the 21st Century,” writes public speaking coach and author Carmine Gallo in his book, Talk Like Ted. “So, in order to succeed, you need to be able to sell your ideas and yourself persuasively. That ability is the greatest skill that will help you accomplish your dreams.”

To provide the tools to create strong presentations and deliver winning talks, Gallo studied hundreds of TED Talks and interviewed the most popular TED presenters and top researchers in psychology, communications, and neuroscience. The result is expert advice on creating and delivering engaging and memorable presentations. Below are Gallo’s tips for inspiring any audience:

1. Let Loose. Passion is contagious, but you can’t inspire others unless you are inspired. It is vital to express your enthusiasm and passion for your ideas. Identify your connection to the topic and inspire listeners with this meaningful connection.

2. Master the Art of Storytelling. Because stories stimulate and engage the human brain, storytellers must tell stories that touch the hearts and minds of listeners, as well as express passion and inspire.

For an example, listen to public-interest lawyer Bryan Stevenson deliver his Ted Talk, entitled, “We Need to Talk about an Injustice.” Stevenson’s passion for his

topic generated the longest standing ovation in TED Talk history. Not only did he spend much of his speech sharing stories, but he also welcomed his grandmother and Rosa Parks onstage to share their personal stories, too.

3. Have a Conversation. Only after creating an emotional connection, building rapport, and gaining trust, can you practice true persuasion. To achieve this, your presentation should feel relaxed, like a discussion with a friend. Consistent practice and internalizing the content are two ways to create this conversation.

4. Stick to the 18-Minute Rule. Nobody likes a long, overloaded and meandering presentation. Instead, you need to inform, while also holding people’s attention. So, what’s the best length? Only 18 minutes.

TED Talks curator Chris Anderson says, “Eighteen minutes is short enough to hold people’s attention … [and if you make points precisely] … it’s also long enough to say something that matters.”

5. Lighten Up. Research from the Mayo Clinic shows that laughter relieves stress and increases endorphins, and improves the immune system, relieves pain and enhances mood. Humor can help you connect with your listeners because it makes you more likable, which in turn, makes others more willing to do business with you.

Ideas can change the direction of your life and potentially change the world. “You don’t need luck to be an inspiring speaker,” Gallo writes. “You need courage — the courage to follow your passion, articulate your ideas simply, and express what makes your heart sing.”

Continued from page 10

businesses. This includes repeatedly authoring legislation and working to repeal the personal property tax, which was finally successful this session after being adopted into the larger shared revenue legislation. In addition to his work on the personal property tax, Sen. Knodl worked on several PIAbacked initiatives that passed this session, such as authoring legislation to remove barriers for the prosecution of catalytic converter thefts (2023 AB 637), authoring legislation to create a driver’s education grant program for economically disadvantaged students (2023 Wisconsin Act 86), and coauthoring legislation to curb reckless driving (2023 Wisconsin Acts 1 & 9). Thank you to Sen. Knodl for his support of small businesses and efforts on public safety initiatives!

Assembly Recipient: Representative Bob Donovan

Representative Bob Donovan serves Assembly District 84 and was a long-serving Milwaukee Alderman before his election to the Assembly in 2022. Once he joined the Assembly, he got to work authoring several initiatives backed by PIA to tackle the recent increase in reckless driving. Two of these initiatives (2023 Wisconsin Act 1 & 9) came from recommendations made by Milwaukee’s City-County Reckless Driving Task Force. Additionally, he authored legislation to create a driver’s education grant program at the Department of Transportation

for students who qualify for free or reduced-price lunch under the federal student lunch program (2023 Wisconsin Act 86) and co-authored the legislation to streamline the prosecution of catalytic converter thefts (2023 AB 637). Thank you to Representative Donovan for your work on these important bills!

SAMPLE EMPLOYEE HANDBOOK

Rep. Bob Donovan receives the PIA Legislative Excellence Award from PIA Executive Director Pete Hanson, Director Alyssa Hobgood, PIA Secretary Octavio Padilla, PIA Past President Ryan Butzke and Director Luke Strupp.

UPCOMING EVENTS

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

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.

March

April

12 CISR Agency Operations Webinar (7 WI CE, 1of 7 Ethics)

20 CISR Personal Auto Webinar (7 WI CE)

2 CPIA 3 Webinar (7 WI CE, 2 of 7 Ethics)

5 Commercial Casualty II Webinar (7 WI CE)

10-11 CIC Commercial Property - West Bend (16 WI CE)

19 Commercial Casualty I (7 WI CE)

May

1 Clay Shoot, Milford Hills Hunt Club

3 CISR Life & Health Essentials Webinar (7 WI CE)

15-16 CIC Personal Lines Webinar (16 WI CE)

22 CISR Elements of Risk Management (7 WI CE)

June

6 CISR Agency Operations Webinar (7 WI CE, 1 of 7 ethics)

19-20 CIC Ruble – Sheboygan (16 WI CE, 4 Optional Ethics)

7 CISR Commercial Casualty II, Madison (7 WI CE)

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

Lacey Endres, CIC President

M3 Insurance, Inc. 828 John Nolan Dr. Madison, WI 53713 (608) 288-2874

lacey.endres@m3ins.com

Jon M. Strom

Vice President

Image of Wisconsin

201 N. Main St. 4th Floor PO Box 608 Fort Atkinson, WI 53538 (920) 723-1209 jon@imageofwi.com

Mike Endres

Treasurer

Endres Insurance Agency, Inc. 2201 Eulalia Street Cross Plains, WI 53528 (608) 798-3811

mendres@endresinsurance.net

Octavio Padilla

Secretary

Nova Insurance LLC

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

Directors

Steve R. Albinger

Couri Insurance Associates

379 W. Main St. Waukesha, WI 53186 (414) 916-9321

salbinger@couri.com

Ryan Bedroske

MacGillis Agency Inc. W3934 Cty Hwy H Fredonia, WI 53021 (262) 790-0000

ryan@macgillisinsurance.com

Ryan Butzke, CIC, CISR

Northbrook Insurance Associates, Inc. PO Box 520 Slinger, WI 53086 (262) 297-7101

ryanb@northbrook-ins.com

Steve Clements, CPIA Immediate Past President Clements Insurance Agency 151577 King Fisher Ln. Wausau, WI 54401 (715) 842-1664

steve@clementsagency.com

Alyssa Hobgood

BWO Insurance Group, LLC 7472 S. 6th Street Oak Creek, WI 53154 (414) 768-8100

alyssa@bwoinsurance.com

Staff

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

Becca Bredeson Administrative Assistant bbredeson@piaw.org

Shirley Faherty Executive Assistant/Bookkeeper sfaherty@piaw.org

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

Eric Lewison, CIC Past President Liaison TRICOR, LLC 313 Oak St. Baraboo, WI 53913 (608) 963-4193

elewison@tricorinsurance.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

Luke Strupp, CPIA P+C Insurance Services 405 N. Calhoun Rd., Ste. 20 Brookfield, WI 53005 (262) 784-0990

lstrupp@pcins.com

April Tarras

Advantage Insurance Agency LLC 435 E Mill St Plymouth, WI 53073 (920) 893-3252

april@bwoinsurance.com

Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

Natalie White Communications Director nwhite@piaw.org

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Risk is everywhere. In everything. With Applied Underwriters by your side, the gears of commerce, innovation, and exploration keep turning. Experience the unrivaled heart and unwavering service that only Applied delivers.

Learn more at auw.com or call (877) 234-4450.