May/June 2024 Wisconsin Professional Agent

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.

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EDUCATE

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.

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

Golf Outing or dozens of other events, you can collaborate

other professionals who have “been there.”

FROM THE PRESIDENT

In addition to visiting lawmakers in Washington, D.C., we also spend time with state legislators, here in Wisconsin.

LACEY ENDRES,

President PIA of Wisconsin

CIC

ADVOCATE

One of the responsibilities of our association is to advocate for independent agents. This is one of the biggest focus areas of the PIAW and where both our staff and our board of directors spend a significant amount of time, energy and financial support.

Our goal in focusing here is to positively influence the regulatory framework to create an environment that is favorable for independent agents, the IA channel, and the greater wellbeing of Wisconsin’s small businesses. The ultimate goal is to have a regulatory environment that protects the consumer, while also promoting a thriving and competitive insurance market.

At the PIAW, we do this through a number of avenues.

First, we are incredibly fortunate to have two registered lobbyists on the PIAW staff full-time. Natalie White is our Communications Director and is also a registered lobbyist, as is our Executive Director Pete Hanson. In addition to our staff in Madison, we also have lobbyists at our national arm in Washington, D.C. Our lobbyists are continuously monitoring the legislative landscape for prospective policy that could impact our industry, at both the state and federal level. Aside from the legislative bodies, we monitor all the federal agencies and state agencies that can propose new administrative rules that affect our industry.

To keep you updated on current happenings in state affairs, Natalie’s “Capitol Report” is in every issue of the Wisconsin Professional Agent and her

“Capitol Updates” are posted on the PIAW Blog. The PIA Advocacy Blog and PIA Action Alerts highlight federal issues of importance. Please be sure to read these to stay on top of pertinent topics, and to take action when PIA needs members to send emails to lawmakers. Guiding our staff lobbyists, we have a dedicated Legislative Committee that is led by a group of amazing individuals from our board of directors and PIAW members from across the state. This committee convenes to discuss issues that are facing our industry and review legislation of importance to independent agents. They provide valuable insight in guiding our approach to supporting prospective legislative policies and warning against policies that could be harmful to our industry.

On an annual basis, we have several people from our Executive Board of Directors join Pete Hanson at the PIA Advocacy Day in Washington, D.C. This group meets with elected representatives from the State of Wisconsin in both the U.S. Senate and the House of Representatives to discuss key issues of importance to our agent members. In May of 2023, we spoke about several issues such as the importance of repealing the Federal Insurance Office, the need to reauthorize the National Flood Insurance Program, and our concerns with attempts to ban the use of noncompete contracts and clauses. Advocacy Day in D.C. is a great opportunity to meet face-to-face with our federal representatives, keep them updated on the current insurance landscape, and urge them to act to keep Wisconsin’s insurance industry strong. In 2024, our National Advocacy Day will take place on September 18th.

In addition to visiting lawmakers in Washington, D.C., we also spend time with state legislators, here in Wisconsin. At the start of the legislative session, PIA

members gathered at the State Capitol in Madison for Wisconsin Advocacy Day. We spent time discussing important issues such as our support for the repeal of the personal property tax and our support for including financial education in high schools. We are happy to report that legislation to accomplish both of these priorities passed this session! Spending time with our lawmakers and furthering these relationships with them only helps to improve our chances of making positive changes in our industry.

PIA also has federal and state-level Political Action Committees (PACs) that allow us to provide support to

political candidates who support policies that are favorable to our industry. One of the biggest ways that we add money into our statelevel PAC is through our annual fundraiser, the PIA PAC Clay Shoot. The 2024 Clay Shoot took place on May 1st at Milford Hills Hunt Club in Johnson Creek and raised over $13,000. Be sure to check out the recap for this event in our next issue and be on the watch for next year’s dates - The event continues to grow and raise money for a great cause!

If you couldn’t make it to the Clay Shoot but are still interested in personally donating to support our PAC and candidates that support

policies important to independent agents and Wisconsin’s small businesses, you can reach out directly to Natalie White at 608-274-8188 or you can now donate through the PIAW website at https://www.piaw. org/donate-to-pia-pac-conduit/.

When I first joined the PIAW, I had no idea the scope and efforts that were made from an advocacy perspective, or exactly how the PIAW was working to support me, my agency, and my clients. I hope that this overview sheds light on the good work that our association does for us all on an ongoing basis.

We offer the products you need and a team you can trust.

It’s important to consider how each of these rule changes will affect your business with respect to each of your employees.

PETE HANSON, CAE, CISR Executive Director PIA of Wisconsin

EXPLOSION OF NEW FEDERAL REGULATIONS

It takes a few years for a new President’s administration to push through the regulatory changes they desire. Some are intended to reverse what the prior administration did. Some are long-desired policy changes that they couldn’t get through the U.S. Congress, so they resorted to executive action.

Three years into the Biden Administration, a plethora of new labor regulations are starting to land on employers of all sizes. Here is a brief description of three new labor regulations of concern to insurance agencies.

Non-Compete Clauses Banned

On April 23rd, the Federal Trade Commission approved a new regulation banning most U.S. employers from utilizing non-compete agreements. Not only will current non-compete agreements become invalid, but employers will have to notify employees in writing that those agreements are no longer valid.

PIA and many other business groups lobbied against this rule, and it faces immediate legal challenges by the U.S. Chamber of Commerce and others. If these challenges are not successful in delaying implementation, it will take effect on August 22, 2024.

If this rule does take effect, there are some work-arounds that can be used:

1. Instead of non-compete clauses, you can use non-solicitation clauses that restrict departing employees from going after your customers or employees for a period of time.

2. Non-disclosure agreements can still be used to protect trade secrets.

3. Upon the bona fide sale of a business, a non-compete clause can be used to prevent the prior owner from immediately opening a new business to compete with the one he/she just sold.

4. There is a limited exception for executives who earn more than $151,000 per year and have policymaking authority. Current “noncompetes” with those employees can still be enforced, but new agreements cannot be made.

PIA of Wisconsin has sample producer contracts that have been modified to eliminate language that violates the new rule. They are free for members to download from the Info Hub at piaw.org.

Independent Contractor Test ReWritten

Effective March 11, 2024, the U.S. Department of Labor’s (DOL) test to determine who qualifies as an independent contractor (IC) has changed significantly. The focus of the new, six-part test is the question of economic dependence of the individual on the business in question. The test appears to create new challenges for insurance agencies that utilize 1099, contracted personnel.

Here is a simplified version of DOL’s new test:

• Does the employer have the right to control the manner in which the work is performed?

Yes = employee; No = IC

• Does the worker have the capability of controlling his/her profits or losses?

Yes = IC; No = employee

• Does the worker invest in equipment or materials required for their task?

Yes = IC; No = employee

• Does the work require a skill set NOT present in the business?

Yes = IC; NO = employee

• Is the working relationship considered exclusive, indefinite or permanent?

Yes = IC; NO = employee

• Does the employer exert control over

the worker’s efforts (scheduling, supervision, pricing)?

Yes = employee; No = IC

DOL guidance says that the questions are all weighted equally and that a “totality of the circumstances” will guide IC determinations.

New Overtime Rule

On April 23rd, DOL issued a final rule that will increase the minimum salary thresholds for workers to be considered exempt from overtime.

The test that determines what duties make an employee eligible for exemption from overtime will not change, but required salaries will go up substantially. Beginning on July 1, 2024, a worker will have to earn $43,888 per year to be treated as “exempt,” up from the current $35,568. On January 1, 2025, that threshold will jump again – to $58,656.

The minimum salary threshold for the highly compensated employee (HCE) exemption will increase

from $107,432 to $132,964, on July 1, 2024. On January 1, 2025, it will jump to $151,164. DOL says that level represents the 85th percentile for fulltime, salaried workers.

It’s important to consider how each of these rule changes will affect your business with respect to each of your employees. Please feel free to reach out to me (phanson@piaw.org) if you have questions.

FROM THE BOARDROOM

Many factors, beyond the control of the business owners, have made a significant impact on their ability to run their business.

RYAN BEDROSKE Director PIA of Wisconsin

STAY ON THE TRAIL

Picture this. You’re riding fast. The scenery is whizzing by. You hit some bumps, make some sharp turns and barely miss the oncoming traffic. Are you riding a snowmobile or are you selling insurance?

At the time of writing this article, Wisconsin snowmobile enthusiasts are singing a bleak tune. Usually by the first week of February, many Wisconsin snowmobile trails have been open for weeks. However, with the lack of the #1 ingredient (snow), the ‘23-‘24 Wisconsin snowmobiling season never got off the ground.

Establishments that are accustomed to serving hundreds of snowmobile visitors each day have been reeling. Many factors, beyond the control of the business owners, have made a significant impact on their ability to run their business. Businesses who rely on a successful winter season are now faced with difficult business decisions, while trying to create different opportunities to turn a profit, or quite simply keep their doors open to serve patrons in the future. Does this sound familiar?

While the lack of snow is the primary factor impacting these businesses, snowmobilers may have their own challenges too. Perhaps their favorite snowmobile is in the shop for weeks, or their access to the trail has been cut-off, or they’re financially unable to afford the thrill of a weekend snowmobile trip.

Just like the recent Wisconsin snowmobiling season, we as insurance agents are experiencing a very unique time. We’re seeing higher-thanever premium increases, noticeable deductible adjustments especially on wind/hail, and tightened requirements for adding new policyholders. All of this puts added stress on agencies, their employees and ultimately the customers served.

One of the primary factors contributing to these changes is the weather. This winter alone was quite abnormal with the higher-than-average temperatures and significant lack of snowfall. Over the past several years there have been a greater number of significant hailstorms in Wisconsin. Pairing that with inflation, greater severity in auto accidents, and increase in property and auto repair costs has put insurance carriers in a very unfamiliar position.

It seems on a weekly basis we receive news of upcoming premium adjustments, changes in roof coverages and deductibles, and acceptability factors. Constant adaptation appears to be the new norm. But, it’s also important that we understand that insurance carriers must be creative and adjust, so they too can remain committed to providing the best offerings and ability to serve customers today and for many years to come.

I wish I could have waved a magic wand to coerce Mother Nature to dump 30 inches of snow and maintain some winter-like temperatures in February. This would have allowed Northern Wisconsin establishments and their employees some sense of normalcy. I also wish that same magic wand would reduce the number and severity of claim-inducing storms, so perhaps the insurance industry could also get back to a level of normalcy.

Those bumps in the trail are going to continue. You’re going to experience many sharp turns and deal with things outside of your control. I encourage you to maintain a positive direction, work collaboratively with your teams and carriers. Stay on the trail, enjoy the scenery and continue to hold on to the handlebars to enjoy this fast and everchanging world of insurance.

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President & CEO, TRICOR Insurance (608) 473-1045

growwithus@tricorinsurance.com

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H CAPITOL UPDATE

NATALIE WHITE Communications Director

The 2023-24 Legislative Session has officially adjourned, and now legislators and hopeful new candidates are looking towards November. Before you know it, Election Day will have arrived –perhaps not soon enough for some!

Session in Review

Despite a divided executive and legislative branch in Wisconsin, there are many accomplishments from throughout the session that we can celebrate - and some PIA priorities we will continue advocating for next session.

First off, we are continuing to celebrate the long-awaited repeal of the personal property tax with the passage of Wisconsin Act 12. After decades advocating for the repeal, Wisconsin has now joined our neighboring states in eliminating this outdated and unfair tax on small businesses. This is a huge victory for PIA members and their small business clients. The added burden of calculating and paying this tax is finally being lifted due to the efforts this session!

Local district attorneys will have an

easier time charging and prosecuting the theft of catalytic converters as a felony thanks to the passage of Wisconsin Act 166, which clarifies that catalytic converters are a major part of a vehicle valued over $500.

In a bipartisan effort to combat the increase in hazardous driving on Wisconsin’s roadways, reckless drivers now face harsher penalties and can have their vehicles impounded if they continue to reoffend thanks to Wisconsin Acts 1 and 9. Though this doesn’t eliminate reckless driving, it sends an important message to local prosecutors and judicial officials on the seriousness of these crimes.

Students who qualify for free or reduced-price lunches will now have an opportunity to get grant funding for driver’s education, thanks to Wisconsin Act 86. This means that students who might not otherwise be able to afford driver’s education will be able to get formal driving safety instruction and will be more likely to obtain a driver’s license than to drive without one.

Finally, students will now be required to learn about financial responsibility and insurance in high schools with the enactment of Wisconsin Act 60. This will help empower students to make smart financial decisions in their personal lives and impress upon them the importance of obtaining insurance to protect themselves and their livelihoods. Furthermore, it will make high school students aware of the insurance industry and hopefully give us a head start on recruiting them as employees, some day.

Onto Next Session…

Though there are many accomplishments from this session, we are already looking forward to next year.

Despite the Peer-to-Peer Car Sharing bill (AB 395) being passed out of both

houses, it was later vetoed. In his veto message, Governor Evers cited his concerns with certain exemptions from vehicle rental taxation provisions within the bill and with the insurance coverage minimum requirements. The insurance minimums required in the bill are the state minimum requirements and are tied to the state required coverage minimums. Should those change, the coverage requirements of the bill would change along with them. Currently this industry is operating in Wisconsin without regulation, leaving the door open to potential litigation. PIA will continue to advocate for the passage of this legislation as it is important to solidify the functioning of insurance coverage during these transactions.

Increasing litigation is a common theme these days in the insurance industry, and there will likely be more legislation next session aimed at reining in social inflation. One PIA-backed bill aimed at doing that is 2023 SB/AB 464 which implements transparency and consumer protections in regard to litigation lending. “Litigation advance” transactions occur when a lender provides advance money to a plaintiff with the repayment coming from the settlement of the legal dispute. Though these transactions are painted as helping potential litigants with basic necessities while their case proceeds, the lenders charge exorbitant interest rates and leave litigants with a fraction of their case settlement or holding out from settling in hopes of a higher judgement to cover their expenses.

PIA will continue to advocate for consumer protections and transparency within these transactions, as well as other legislation aimed at responsibly controlling social inflation.

Continue to stay up to date with Wisconsin politics and PIA legislative activities in the Wisconsin Professional Agent and with updates on the PIAW Blog at piaw.org.

Eye on the Law

Employment of Minors in Wisconsin: Understanding Legal and Insurance Implications

By Judd A. Genda and Robert C. Procter

Many business clients hire minors for summer work, whether for restaurants, amusement parks, or landscaping businesses. Hiring minors presents unique considerations. You and your clients must know the legal and insurance implications of hiring minors.

The U.S. Department of Labor and the State of Wisconsin have both established child labor laws to protect minors, including their health and safety. Wisconsin employers must comply with Wisconsin child labor laws, and most Wisconsin employers must also follow federal law. Amid increasing child labor law violations, whether to strengthen or roll back protections divides lawmakers across the country.

Minimum Ages and Exceptions: Minors must generally be 14 years old to work in most occupations. That said, exceptions exist for younger minors in some cases.

Work Permits: Subject to limited exceptions, most Wisconsin employers hiring minors must obtain a valid work permit or each minor before allowing them to work. A valid work permit will not allow a minor to do prohibited work and will not protect the employer if the minor does any prohibited work.

Prohibited Work: Wisconsin law prohibits minors from engaging in hazardous work, including activities considered dangerous or unsuitable for individuals under 18. Some common examples of prohibited employment for minors include working in adult bookstores, handling hazardous substances, operating machinery like power-driven woodworking machines, circular saws, or chainsaws, and working in facilities manufacturing or storing explosives. These are just a few examples. Employers must familiarize themselves with the complete list of prohibited employment outlined in the Wis. Admin. Code to ensure minor employees’ compliance and safety.

Before hiring minor employees, clients must understand the ramifications of liability insurance.

Transportation: Generally, the party responsible for transportation is liable in the event of an accident. The employer is responsible for insurance coverage when

providing transportation to and from work. An example may be where the minor stays at lodging supplied by the employer, and the employer transports the minor to and from a worksite. Even so, the employer is not responsible for insurance coverage related to transportation when the minor provides transportation to and from the worksite.

General liability: Depending on the insurance carrier, there may be restrictions on what tasks minors can perform. If a minor employee operates restricted equipment, the employer may face fines. Typically, EPL policies will not insure against violations of child labor laws.

Business Auto Insurance: Many insurance companies impose age restrictions, such as not allowing anyone under 21 to drive for the company.

Workers’ Compensation: The age of an employee is irrelevant to the need to carry worker’s compensation insurance. Worker’s compensation insurance covers all employees, irrespective of age. There may be specific benefits for minors who sustain injuries on the job. In Wisconsin, the insurance company usually pays primary compensation, and the employer is primarily responsible for any extra compensation.

Double Compensation: Primary worker’s compensation is due when a minor is injured. If an employer hires a minor for lawful (non-hazardous) work without a work permit or a youth apprenticeship education training agreement, it must match the primary compensation and remit this sum to the Work Injury Supplemental Benefit Fund (WISBF).

Treble Compensation: When a minor works in a prohibited (hazardous) occupation and the primary worker’s compensation is due, the employer may be required to double the primary compensation and pay this amount to the WISBF. This is known as treble compensation.

Navigating the legal and insurance implications of hiring minors requires careful attention to detail and adherence to applicable laws and regulations. By addressing these concerns, you can assist your employer-insureds in protecting themselves and young workers in Wisconsin.

Where’s the Money?

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

“We don’t need coverage for employee theft. We are like a family here,” say the majority of small business owners. Yet, the Association of Certified Fraud Examiners (ACFE) annual report continues to show that small businesses have the highest average employee theft loss. In addition, the ACFE’s study shows the longer a fraudster has been with an organization, the more money they take. Why? The employee has earned the trust of the employer and likely has greater access to the funds through their position in the organization.

The Occupational Fraud 2024: A Report to the Nations, by the Association of Certified Fraud Examiners, shows:

• 5% of revenue annually is lost by organizations to employee theft.

• 89% of the acts involved asset misappropriation.

• 12 months is the average amount of time it takes before the fraud is detected.

• 22% of all cases involve billing schemes.

• $250,000 is the median loss by an employee who has been with an organization 10 years or more.

Consider the case of a woman who will be referred to as RC. She began her employment with a small municipality while in high school. Thirteen years later, RC became the comptroller and treasurer. Her fraud scheme began seven years after that. With twenty years of employment, RC had earned trust and access to money: all of it.

RC regularly picked up the mail including the bank statements, wrote out the checks, deposited the funds, and balanced the books. Through misappropriation of funds, $53.7 million dollars disappeared from the city over a twenty-year period, according to the United States Attorney’s Office. It wasn’t until RC took a vacation and another employee obtained the financial statements from the bank, that the fraud was detected. This comptroller was using the money to finance a lavish lifestyle while the emergency responders in the city took pay cuts. She was sentenced to 19.5 years in prison and was released with close to eight years left. (For more on this story, check out All the Queen’s Horses; a documentary on YouTube.)

In a separate case, over a four-year period, an employee of a veteran-owned small business embezzled just under $430,000. The money, spent on gambling, came from cash and forgery of checks according to the United States Attorney’s office. The press release quotes the prosecuting attorney stating the employer “treated her like family” and that “her greed destroyed a business.”

In another reported case of embezzlement by the United States Attorney’s office, a bookkeeper for a small business took $1.8 million dollars. Her tenure with the organization was not noted in the document. However, up to 15 times a month, for a period exceeding four years, she issued herself checks from the company’s bank account. Each of the 436 checks ranged from $3,000 to $5,000. At the time of the press release, the bookkeeper was looking at a sentence of twenty-five years for both fraud and tax evasion. (Surprisingly, fraudsters don’t often report their illegal income on their taxes.)

Although these stories involve female employees, the ACFE’s report consistently shows that males are involved in a larger number of losses. In the 2024 study, 74% were attributed to men with median losses of $158,000 compared to female median losses of $100,000.

Due to fewer employees, small businesses don’t have the checks and balance processes that their larger counterparts implement. In addition, small business owners and managers get to know their employees more resulting in a higher level of trust from the top down.

What steps can an organization’s leadership take to reduce the chances of occupational fraud and protect their business? Background checks on applicants for employment are not necessarily helpful as 87% of employee perpetrators had never been charged or convicted of a fraud related offense.

According to the ACFE, 51% of the losses occur due to a lack of internal controls or an override of existing controls in place. Implementing double checking processes can help. For example, one employee should not have the autonomy of handling accounts receivable, accounts payable, and checkbook balancing. Another set of eyes should be viewing the records. Additionally, more than one signature should be on outgoing checks or, for electronic payments, more than one approval.

The most effective method of detecting occupational fraud (43%) is having an anonymous reporting procedure in place for employees. More than half of the tips came from co-workers. Thirty-three percent came from customers and vendors. Internal audits only identified 14% of the fraudulent acts.

Providing training to staff on identifying and reporting suspicious behavior is an effective risk management strategy. The ACFE report showed that hotline notifications are twice as likely to come from employees who received

some type of fraud awareness training.

Lastly, transferring the financial risk of employee theft to a crime insurance policy can be crucial in sustaining a business should a loss occur. While several coverage options are provided under the Insurance Services Office’s 2021 form, only the coverage under the first option, Fidelity, provides protection under 1.a. for employee theft and forgery. This coverage can be purchased as a monoline contract or as part of a package. Under the form, 1.b. provides coverage for ERISA Plan Official Dishonesty and 1.c. Employee Theft of Clients’ Property (not on the client’s premises). The remaining coverage options offer protection to the insured business for fraudulent acts by others outside the organization.

The 2021 ISO Crime Policy be written on either a Loss Sustained Form or a Discovery Form. A Loss Sustained Form provides coverage for losses that occur during the policy period and are discovered during the policy period or within one year after the expiration date. The Discovery Form provides coverage for losses discovered during the policy period or within 60 days beyond the policy’s expiration date. Typical exclusions apply including: losses identified through inventory shortage or a profit and loss statement; theft by the insured, partners or members. Data security breaches are also excluded. (A cyber policy should be recommended.)

The risk of employee theft and the coverage to protect the business, should this type of loss occur, is a necessary part of an intermediary’s conversation with their commercial clients. The U.S. Department of Commerce states businesses lose an estimated $50 billion annually from employee theft resulting in 30% of business failures. Making proper policy recommendations not only provides an awareness to the client of the risk and the insurance availability to protect against it, but also provides a layer of protection to the insurance agency from a failure to make proper coverage recommendations.

NATHAN HOUDEK Commissioner of Insurance

FEBRUARY 2024

Allegations & Actions Against Agents

CMichael J. Archimede, S41W26893 Oak Grove Ln., Waukesha, WI 53189-6536, agreed to the permanent revocation of his Wisconsin insurance license. This action was taken based on allegations of borrowing money from a customer.

Beau A. Breske, 1678 Hunter Rd., Waukesha, WI 53189, had his application for an insurance license denied and his hearing request dismissed. These actions were taken based on allegations of failing to timely disclose criminal charges; failing to disclose a criminal conviction on a licensing application; having a criminal conviction that may be substantially related to insurance marketing type conduct; violating the terms of a previous warning letter and failing to appear at an administrative hearing as ordered.

David E. Cortez, 12326 Hawthorne Hill Cir., Humble, TX 77346-4562, had his non-resident license revoked. This action was taken based on allegations of failing to pay a previous forfeiture when due.

Sierra Currie, 4011 W Capitol Dr., Ste. 201, Milwaukee, WI 53216-2557, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Daren Davis, 19730 NW 34th Ave., Miami Gardens, FL 33056, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose administrative actions on a licensing application.

Shareef Dillard, 303 E Wacker Dr., Ste. 2840, Chicago, IL 60601, had his non-resident license revoked. This action was taken based on allegations of failing to pay a previous forfeiture when due.

Frank A. Epstein, 190 N Milwaukee Ave., Apt. 405, Wheeling, IL 60090-3080, agreed to the surrender of his Wisconsin insurance license. This action was taken based on allegations of submitting life insurance applications without customer authorization or knowledge.

Jacob Gentz, N8283 Kellom Rd., Lot 84, Beaver Dam, WI 53916, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

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.

Elijaah Goins, 4735 N Scottsdale Rd., Apt. 304, Scottsdale, AZ 85251, had his insurance license summarily suspended. This action was taken based on allegations of violating insurance laws, lacking the character required of insurance intermediaries, and engaging in conduct that endangered public welfare.

Joshua D. Greenberg, 9674 E Elm Rd., Poplar, WI 54864, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Dennis Haslam, 4295 Ocmulgee East Blvd., Macon, GA 31295, had his application for an insurance license denied. This action was taken based on allegations of the applicant holding only a probationary license in his home state.

Jensyn Hines, 1680 Hines Lakeview Dr., Cumberland, WI 54829, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Nicholas R. Horak, 6019 75th St., Kenosha, WI 53142, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Andrew Hyun, 1755 Flag Pin Dr., Corona, CA 92883, agreed to the surrender of his Wisconsin insurance license and a forfeiture of $500.00. This action was taken based on allegations of making misrepresentations, selling an unsuitable life insurance policy, and engaging in prohibited conduct in the course of a home solicitation.

Leigh F. Joost, 331 N 50th St., Milwaukee, WI 53208, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Thomas L. Joost Jr., 331 N 50th St., Milwaukee, WI 53208, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

ah Marjamaa, 2918 S 95th St., West Allis, WI 53227, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Angela Mencia, 5237 N Bay Ridge Ave., Whitefish Bay, WI 53217, had her insurance license revoked.

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

Auziauna C. Mendoza, 15300 Cutten Rd., Apt. 2305, Houston, TX 77070, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Chanelle Oneal, 511 Walden Hills Ct., Augusta, GA 30909-0231, had her non-resident license revoked. This action was taken based on allegations of failing to pay a previous forfeiture when due.

Monique S. Parent, 789 Hill Farm Rd., Hudson, WI 54016, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Shanna M. Reid, N78W14573 Appleton Ave., Ste. 258, Menomonee Falls, WI 53051, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Roxann M. Rozmenoski, PO Box 2012, Wausau, WI 54402, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Patrick Smith, 1760 Alexandra Ct., Apt. B, Oshkosh, WI 54902, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Aaron Sparks, 317 Chestnut St., Apt. A, Lafayette, GA 30728 had his application for an insurance license denied. This action was taken based on allegations of having signed a consent order issuing him a probationary license in his home state of Georgia.

James D. Spencer, 17150 N 4th St., Galesville, WI 54630, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Robert C. Starnes, 2570 N 63rd St., Milwaukee, WI 53213, has his insurance license summarily suspended. This action was taken based on allegations of lacking the character required of insurance intermediaries and using methods that endanger the legitimate interests of customers and the public.

Robert C. Starnes, 2570 N 63rd St., Milwaukee, WI 53213, agreed to a permanent ban from applying for a Wisconsin intermediary insurance license. This action was taken based on allegations of lacking the character required of insurance intermediaries.

Jeffery Stupar, 1612 Vico Pass, Oconomowoc, WI 53066, agreed to permanently surrender his Wisconsin insurance license. This action was taken based on allegations of recommending unsuitable annuity transactions, making misrepresentations in the sale of annuities, and violating insurance laws in the course of home solicitation.

Malee Thor, 6708 N 128th East Ave., Owasso, OK 74055, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Daxaris Z. Vazquez, 5342 Ivory Dr., Sebring, FL 33875, was issued a forfeiture of $500.00. This action was taken based on allegations of failing to timely report an administrative action taken by the State of Illinois.

Wardean Whitt, 15483 N Jackson St., Durant, MS 39063-4003, had his insurance license denied. This action was taken based on allegations of failing to disclose administrative actions on an insurance license application and failing to explain the failure to disclose administrative actions on two insurance license applications.

MARCH 2024

Allegations & Actions Against Agents

Zachary Aidi, 162 Heather Lynn Dr., Davenport, FL 33897, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report an administrative action taken by another state.

Dwayne Bland II, 5546 S. Newport Ave., Tulsa, OK 74105, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Raashawyn Bush, 1143 SE Freedom Cir., Mountain Home, ID 83647-8501, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to timely report administrative actions taken by the states of California, Louisiana, and Delaware.

Faraz Butt, 7594 70th Way, Parkland, FL 33067, agreed to the voluntary permanent surrender of his insurance intermediary license. This action was taken based on allegations of misrepresentation, sale of an unsuitable health insurance product, and failing to respond promptly to inquiries from OCI.

Megan M. Chamness, 7826 6th Ave., Kenosha, WI 53143, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jalisa S. Davis, 4295 Ocmulgee East Blvd., Macon, GA 31295, had her application for an insurance

license denied. This action was taken based on allegations of regulatory action taken with regard to Ms. Davis’ resident state insurance license.

Jessica Delisca, 2808 Crescent Pl., Miramar, FL 33025, was ordered to pay a forfeiture of $2,000.00 and had her hearing request dismissed. These actions were taken based on allegations of failing to timely report and disclose an administrative action taken by the State of New York, failing to appear at an administrative hearing as ordered, and failing to provide documentation required by the administrative law judge.

Zachary Demo-Dananberg, 710 N. K St., Apt. 104, Lake Worth, FL 33460, agreed to a settlement with OCI, including full restitution to the consumer, to resolve, without admitting or denying them, allegations including misrepresentation in the sale of health insurance products.

Sean Dixon, 23661 Silver Date Loop, Apt. 4-106, Land O Lakes, FL 34639, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Joseph R. Eischens, 4001 Grand Ave., Duluth, MN 55807, had his application for an insurance license denied. This action was taken based on allegations of providing inaccurate information on a licensing application and having criminal convictions substantially related to the circumstances of holding an insurance license.

Joseph W. Gates, 4034 Taunton Rd., Windsor, WI 53598, agreed to the surrenders of his Wisconsin insurance license and Gates & Associates, LLC’s intermediary firm license. This action was taken based on allegations of violating insurance laws and lacking the character required of insurance intermediaries.

Sabrina J. Krysa Cochran, 100 Fish St., Apt. 1, Waunakee, WI 53597-1363, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Ashley Little, 119 9th Street S., La Crosse, WI 54601, had her application for an insurance license denied. This action was taken based on allegations of having criminal convictions that may be substantially related to the circumstances of holding an insurance license and providing incorrect information on a licensing application.

Desiree N. Mann, 8200 Cleary Blvd., Apt. 2010, Plantation, FL 33324, agreed to pay a forfeiture of $1,000.00 and properly disclose any future administrative action. This action was taken based on allegations of failing to properly disclose administrative actions taken by another states.

Ciara J. McAfee, 610 Welford Rd., Suwanee, GA 30024, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Benjamin C. McCray, 1318 Wembley Dr.,

Charlotte, NC 28205-5572, was ordered to pay a forfeiture of $1,000.00. This action was taken based on allegations of failing to timely disclose administrative actions taken by the states of Illinois, Arizona, Louisiana, and California.

Tia N. Neal, 2513 Pheasant Ridge Trail, Apt. 2, Madison, WI 53713-2632, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jihad Ottallah, 19694 Benbow Rd., Strongsville, OH 44136, agreed to pay a forfeiture of $1,000.00. This action was taken based on allegations of making misrepresentations on an insurance application, failing to disclose his intent to sell insurance during a home solicitation, and recommending an unsuitable insurance product.

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.

Ariel N. Taylor, 1515 Rio Grande Dr., Apt. 815, Plano, TX 75075-6740, was ordered to pay a forfeiture of $1,500.00. This action was taken based on allegations of failing to timely report five administrative actions taken by the states of Florida, California, and Louisiana.

Brendon W. Thomas, 973 Azure Ln., Weston, FL 33326-3902, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations for failing to timely report an administrative action taken by the State of Louisiana, after having been issued a warning letter for previous late reporting.

David A. Tracy, 660 Farmstead Ct., Slinger, WI 53086-9570, was ordered to pay a $500.00 forfeiture. This action was taken based on an allegation of making misrepresentations in the sale of an insurance product.

Matee Waheed-Baaqee, 6212 W. Stark St., Milwaukee, WI 53218, agreed to the revocation of his WI insurance license. This action was taken based on allegations of submitting life insurance applications without customer authorization or knowledge.

Marissa N. Walker, 734 Murphey St., Scottdale, GA 30079, agreed to a forfeiture of $500, which only becomes due upon reapplication for a Wisconsin intermediary license. This action was taken based on allegations of failing to properly disclose and misstate administrative actions taken by other states.

Germone Youngblood, 617 N. 23rd St., Milwaukee, WI 53233, agreed to the revocation of his WI insurance license. This action was taken based on allegations of submitting life insurance applications customer authorization or knowledge.

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.

Hard Copy Pool Application Elimination

The Wisconsin Compensation Rating Bureau (WCRB) has received approval for the elimination of hard copy applications to the Wisconsin Workers Compensation Insurance Pool (Pool). Effective July 1, 2024, hard copy applications will no longer be accepted.

Online Assigned Risk (OAR), the electronic Pool application, was developed in 2008. Starting July 1, 2024, this will be the only acceptable way to apply to the Pool.

Please see the WCRB website, www.wcrb.org, for more information regarding how to submit OAR applications to the Pool.

Should you have any questions regarding this change to the method by which Pool applications will be accepted, please call the Pool line at (262) 796-4592 or send an email to oar@wcrb.org.

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.

Our Workers’ Compensation policy is available nationwide except in monopolistic states: ND, OH, WA, and WY.

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!

SECURA CURLS FOR A CAUSE

During the spring, SECURA Insurance hosted their Curling for a Cause event, which brought together agencies for a friendly curling competition. Agencies gathered together their teams and competed against one another for the chance to win a donation to a nonprofit organization of their choice! What a great way to get together and raise money for the community!

ACUITY HOSTS MEN WHO COOK

In April, Acuity hosted the annual Men Who Cook fundraiser for Sheboygan Safe Harbor at their offices. The event brought together community members for an evening of great food, competition, and fundraising for an important cause. Men Who Cook is the premiere event for Sheboygan Safe Harbor and raises awareness and financial support for resources for victims of domestic violence and sexual assault. The event was completely sold out and a delicious success for all involved!

IMT INSURANCE ASSOCIATES CELEBRATE INTERNATIONAL WOMEN’S DAY

IMT Insurance employees gathered together to volunteer in honor of International Women’s Day at Give Grace Give Hope’s Period Packing Party. Give Grace Give Hope’s mission is to eliminate the gap between need and access to menstrual products for low income and homeless individuals. During the event, they helped assemble more than 8,000 feminine hygiene packs that will be donated to the area’s homeless shelters, human service organizations and schools in need.

THE INSURANCE CENTER’S DAY AT SECOND HARVEST

In early April, staff from The Insurance Center got together to spend the day volunteering at Second Harvest Foodbank of Southern Wisconsin. The team worked together throughout the day to sort and pack food donations that will go to families and individuals in the community needing assistance. When all was said and done, the team packed over two tons of supplies - Great work, guys!

M3’S FOUNDATION SUPPORTS THE MCKENZIE REGIONAL WORKFORCE CENTER

In March, Elizabeth Dettman and Amber Seitz from M3 presented a donation to Alan Branch, Sr. of the Boys and Girls Clubs of Dane County for the McKenzie Regional Workforce Center. The Center is a collaboration between the Boys and Girls Club and the Madison Area Builders Association, aimed at providing opportunities for young people interested in pursuing careers in the trades. In providing these opportunities, the Center hopes to create a new path for these youths, helping them to reach their full potential.

May You Live in Interesting Times –Blessing or Curse?

| By Samuel T. Bennett, CIC, AFIS, CPRM, CRIS, CPIA

Each of us is familiar with the phrase: “May you live in interesting times.” It is thought to be an English expression that is a translation of a Chinese curse. As such, in English, this idiom is seen as generally positive - even encouraging. In contrast, it appears that the nearest similar adage in Chinese is “better to be a dog in times of tranquility than a human in times of chaos.” Not real encouraging, huh?

We, as insurance professionals, are assuredly living in interesting times.

The current insurance market – particularly the property insurance market – has become a challenge. Fewer markets, reduced capacity, skyrocketing premiums, dramatic changes in terms – and what seems a general malaise in agent, carrier and consumer attitudes – all can lead us to believe that we are a bit cursed.

At times such as these, we must remind ourselves of another oft-uttered phrase: “When life gives you lemons –make lemonade.”

EVERYONE is experiencing today’s market challenges. The Independent Insurance Agent is uniquely positioned to weather today’s turbulent insurance waters. Our knowledge, training, relationships, flexibility, work ethic and attitude should be used to not only maintain our current book of business – but to grow that book during this chaos. Let’s review each of the advantages we have and how we must use them to our benefit to successfully navigate today’s insurance marketplace.

As a seventh-grade student in the late seventies, I distinctly remember the pencils that could be purchased from a vending machine at my junior high school. They were stamped with the school’s mascot, an eagle, and

the reminder: “Knowledge Is Power.” The admonition that I can affect my life condition by always looking for opportunities to gain knowledge or, to at least better understand all things around me, has stuck with me all of these years. Dedicating the time and committing the effort to gain expertise by participation in quality professional insurance designation programs as well as seeking the best and most relevant CE coursework can make us true students of our craft. Your state association is the best source for these educational opportunities. This devotion will always pay dividends.

Currently, in addition to increased premiums, we are witnessing changes that can be detrimental to our clients, for both new business and renewals. It is not unusual to find that our carriers will attach new, revised and/ or additional exclusions. Also, changes in conditions including percentage deductibles, revision of coverage territory, ‘tightened’ claim reporting rules and other requirements not found during less challenging markets may also ‘pop up’ – even with our standard/preferred carriers. Understanding what we sell is more important than ever. Yes, knowledge IS power.

Training is different than education. Learning a process is an example of training. Understanding and utilizing - to its maximum potential - your agency management system is more important today than ever. This requires thorough, efficient and consistent training. Independent agents dedicate substantial resources – both money and time – to their agency management systems. Are we truly squeezing everything out of them that we can? Now is the time to rededicate ourselves to training ALL personnel to be all that they can be when it comes to utilizing these vital technological resources.

Without doubt, ours is a relationship business. For our clients, we do not fix broken cars, we do not cook them a tasty lunch and we do not repair their leaky faucets. The

product we sell, our advice, is much less tangible. Also, we MUST understand that we sell products that our clients would rather not use. For example, we sell property policies to pay for damage should a fire occur, but our clients hope to NEVER need the coverage. This makes what we sell quite unique.

Ultimately, it is unlikely that you offer a single product that cannot be purchased elsewhere – in some form – at a lower cost. As such, why does your client purchase from you? The answer is multifaceted, but predominantly it is their relationship with you. Use this to your advantage. They understand that times are tough. They see it in all aspects of both their personal and business lives. Inflation is rampant. Supply chains are far from normal. Finding anyone willing show up and take responsibility for their actions seems a lost cause. We can be the ‘eye of the storm’ for these clients. Yes, rates are increasing, coverages are decreasing and frustration is at DEFCON 2. When our client relationships include being there to address concerns, answer questions and to, at times, simply allow them to vent – these are the reasons they call us their insurance agent. Our empathy in challenging times builds positive relationships. In these times - clients do not care what we know – they simply wish to know that we care.

Flexibility allows us to find insurance options when others cannot or will not. An option we have that our competitors may not use or do not understand is the excess and surplus lines (E&S) market. In the past, we may have considered the E&S market for only unique, intricate or challenging risks that are not acceptable in the standard market. Today, even seemingly run of the mill risks may challenge our standard markets. The

E&S market has seen a dramatic increase in premium and risk count volume over the past few years. This is understandable as many risks have been ‘pushed’ toward this option. Are you working effectively in the E&S world? Do you truly understand what “non-admitted” means? What does your E&O policy say as to using these markets? Now is the time to discover what is available to you so that you may add to your flexibility.

In this challenging market, your agency’s work ethic must be assessed and evaluated. Are you and those around you meeting the expectations of your organization and its clients? This industry is not for the faint of heart, particularly if sales and service are your focus. Now is the time to out-work, out-think, out-smart and out-hustle your competition – these actions will pay off immediately and then become the ‘new normal’ for when the market moves whatever direction it will in the future.

Our attitude during this challenging season will ultimately determine our level of success. All of the prior elements – knowledge, training, relationships, flexibility and work ethic are downstream from our attitudes. We are truly blessed to be in an industry where we see, daily, that we are a positive part of our clients’ lives. They depend on us to provide protection should the unexpected or undesired occur. We position ourselves to be there at the most challenging times in their lives and careers. Maintaining a positive attitude is paramount. We must be the lighthouse in the storm. As has been said many times over the decades: “This Too Shall Pass.” When the current craziness does pass, we will be there –as the trusted adviser, confidant and friend.

THANK YOU 2024 SUPPORTING MEMBERS!

THE BOG

3121 COUNTY ROAD I SAUKVILLE, WI 53080

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

COST $150

Includes golf cart, box lunch, two drink tickets, reception, hors d’oeuvres

Platinum Supporting Members

MAJOR SPONSOR

PLATINUM SPONSORS

Gold Supporting Members

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

Silver Supporting Members

The Burnout Battle: Why Leaders Must Lead the Charge

| By Jessica Rector

Burnout is impacting every industry, company and role. There are no exceptions.

Leaders often find themselves in the trenches, navigating through the chaos, and driving their teams towards success. However, amidst the pursuit of goals and objectives, there’s a lurking enemy that can undermine all efforts - burnout.

In the burnout battle, we often find the great divide. Leaders believe that their employees aren’t being impacted by burnout or that their people have everything they need to beat it.

Yet, employees are struggling in the day to day and believe they don’t have the strategies, tools or support to help them. We call this the burnout gap (the distance between what leaders think and how employees feel).

Much of the burnout battle, begins with educating leaders not only on the importance of burnout but also the urgency of it, because burnout won’t go away on its own or work itself out. You must be intentional and strategic as a leader and organization to prevent it.

Our research has uncovered two components of burnout: the company and individuals. More specifically, a company’s culture and an individual’s habits.

If one of these is misaligned it will lead to burnout. Your organization might have a wellness program, but that solely focuses on what employees can do to prevent or beat burnout in themselves, so it leaves out almost half of the contributing factors for burnout.

In other words, if employees work through a wellness program, they will still be headed toward burnout, because it doesn’t incorporate the company side of the contributing factors to burnout.

For leaders, preventing burnout is no longer a nice-to-have, it’s a must-do. Here’s why it’s crucial for leaders to take proactive measures to prevent and combat burnout within their teams, along with microsteps – small actions leaders can take for massive results.

1. Burnout Kills Productivity:

Burnout doesn’t just sap employees’ energy and enthusiasm; it also wreaks havoc on productivity. Exhausted and disengaged workers are far less likely to perform at their peak, resulting in missed deadlines, more mistakes, and

decreased efficiency. The detrimental outcomes often can lead to safety issues and enhance cybersecurity attacks. When leaders fail to address burnout, they inadvertently sabotage their team’s performance and jeopardize the organization’s bottom line.

Microstep: Find one way to acknowledge or appreciate your people at least on a weekly basis. When employees get recognition six times a year (once every other month), performance increases by 32%, according to WorkHuman. Imagine if they received recognition weekly, how much their performance would increase.

2. Burnout Breeds Disengagement:

A burned-out workforce is a disengaged workforce. When employees feel overwhelmed and undervalued, their commitment to the job dwindles, and they become more prone to absenteeism and turnover, which costs U.S. employers $300 billion annually due to burnout. Leaders who turn a blind eye to burnout risk losing their top talent to competitors and creating a toxic culture of apathy and discontent.

Microstep: Address the elephant in the room and start talking about burnout. When you talk about burnout, employees lean in and become engaged, knowing that you’re creating a safe place where they will be met with compassion, empathy, and understanding. They recognize their work community is operating on the same foundation on which they can all build and thrive.

3. Burnout Undermines Creativity and Innovation:

Innovation thrives in environments where individuals are energized, motivated, and encouraged to think outside the box. Unfortunately, burnout stifles creativity and dampens innovation. Exhausted minds lack the clarity and focus needed to generate fresh ideas and problemsolve effectively. By neglecting to address burnout, leaders inadvertently stifle their team’s creativity and hinder their organization’s ability to adapt and thrive in a rapidly evolving marketplace.

Microstep: Encourage frequent breaks. You people are most productive when you work for 50 minutes and take a 10-minute break. Instead of pushing through to finish a project or a task, give their brains the time and space to unwind and decompress. When they get back to it, they’re more creative and innovative and are able to finish things faster by taking that much needed break.

4. Burnout Damages Health and Well-being:

Beyond its impact on productivity and performance,

burnout takes a significant toll on employees’ health and well-being. Chronic stress and overwork can lead to a host of physical and mental health issues, including anxiety, depression, cardiovascular problems, and weakened immune systems. Leaders who prioritize the bottom line over their team’s well-being not only jeopardize individual health but also incur long-term costs in terms of healthcare expenses and employee morale.

Microstep: Implement more fun into the work days. Fun and work aren’t mutually exclusive. The more fun employees have at work, the more they will stay at the company. Fun shows up in different ways for people. Trivia, contests, ropes courses, or karaoke—ask them what they like to do for fun and then do it.

5. Burnout Leads to Leadership Failure:

Ultimately, leaders bear the responsibility for the well-being and success of their teams. Failing to address burnout is a failure of leadership. Leaders who ignore the warning signs of burnout, or worse, contribute to its proliferation through unrealistic expectations and poor management practices, risk damaging their reputation and undermining their credibility as effective leaders. The ability to recognize, prevent, and address burnout is a fundamental skill that separates great leaders from mediocre ones.

Microstep: Do a two-word check in. Ask your team, “How are you really feeling,” and don’t allow them to say, “Fine.” Inspire them to tap into other feelings. When they say anxious, stressed, depressed, sad, hesitant or words like these, it’s an opportunity to dive into a deeper conversation and ask, “How can I help,” which lets them know you care about them as a real person and not just a worker.

The battle against burnout is more critical than ever. Leaders who prioritize the well-being of their employees and take proactive steps to prevent and combat burnout are not only fostering a healthier and more engaged workforce but also safeguarding the long-term success of their organizations. By leading by example, cultivating a supportive work culture, and promoting life-work alignment, leaders can empower their teams to thrive under any circumstance. Remember, the fight against burnout begins at the top - and it’s a battle worth waging.

About the Author: Jessica Rector, MBA, author of the #1 best-selling “Blaze Your Brain to Extinguish Burnout” and nine other books, helps organizations, leaders, and teams Say Yes to eradicate burnout and enhance mental health. As a burnout trailblazer, her research is used in her consulting and speaking and often shared on her podcast, “The Say Yes Experience.” For how Jessica can help your organization and team, go to www.jessicarector.com

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

PIA Has Your Back

As insurance agents, you’ve had to deal with a lot of challenges in 2023: a hard market, cyber threats, and more. We’ve been your voice in Washington, D.C., and in state capitals across the country, advocating for key legislation and influencing impactful change. Take a look at what PIA worked on this past year.

NEWEST PIA MEMBER BENEFITS

PIA Propeller – PIA is proud to partner with Propeller to offer a fully automated, instant issue surety bond solution.

pianational.org/propeller

Winning@Customer Retention helps agencies improve customer service and retention by helping track client retention rates, segment, and communicate with customers.

pianational.org/ customerretention

Thinking Bigger connects leaders with industry influencers providing new ideas, innovative approaches, and thought-provoking conversations on everything from technology to operations.

pianational.org/ thinkingbigger

PIA Ascend – Automate all your AR / AP processes with software automation - maximizing team efficiency and increasing your bottom line.

pianational.org/ascend

2023 PIA ADVOCACY VICTORIES

PIA has been your voice in Washington, advocating for key legislation and influencing impactful change. Throughout 2023 PIA has led the introduction or reintroduction of many bills that are priorities for PIA and its members.

Repeal or Reform of the Federal Insurance Office (FIO): PIA supports legislation to repeal or reform the Federal Insurance Office (FIO). To prevent the continued expansion of the FIO’s authority, and to prevent its further intrusion on states’ power to regulate the business of insurance, PIA:

• Successfully supported legislation to repeal the Federal Insurance Office (FIO), the FIO Elimination Act (H.R.2933/S.1694) introduced.

• PIA also successfully advocated for the introduction of the Insurance Data Protection Act (H.R. 5535), which would remove the FIO’s subpoena power.

• PIA successfully lobbied for Congress to include report language that prohibits the Treasury Department from using funds allocated for the Federal Insurance Office to be included in the House Appropriations Financial Services and General Government bill that passed the House Appropriations Committee in the summer of 2023.

Crop Insurance: PIA successfully developed report language directing the Risk Management Agency (RMA) to reinstate the inflation adjustment for crop insurance commissions that was abandoned several years ago.

• PIA’s advocacy resulted in the inclusion of said report language in the FY 23 omnibus appropriations bill, and PIA has continued to advocate for the Dept. of Agriculture’s Risk Management Agency (RMA) to reinstate the inflation adjustment by including provisions in the FY 24 Agriculture appropriations legislation.

Cannabis Safe Harbor for Agents: Cannabis safe harbor legislation previously passed the House four times in the last Congress, but each time, it stalled in the Senate

• For the first time, the Senate Banking, Housing, and Urban Affairs Committee passed cannabis safe harbor legislation, the Secure and Fair Enforcement Regulation (SAFER) Banking Act (S.2860). PIA will continue to advocate for its final passage during this Congress.

In 2024, PIA will continue our advocacy on these issues as well as other critical items, such as the long-term reauthorization of the National Flood Insurance Program and making permanent the 20 percent tax deduction available to qualifying passthrough corporations, or S. corps.

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

May 2024 Webinar Schedule

Certificates, Contractors, and You: Fights, Coverage Issues, Best Practices

3 WI CE # 6000165163

An Hour with Sam: Physical Damage Coverage Concerns in the Personal Auto Policy

3 WI CE # 6000165147

All Things Ethics: Agent Obligations, Standards, Authority and More

3 WI ETHICS, CE # 6000139311

Utica Approved

An Hour with Nicole: Why Personal Lines Deductibles Always Confuse Insureds

1 WI CE # 6000136589

Claims That Will Convince Your Insured to Enhance Their Homeowners Coverage

3 WI CE # 6000136609

Homeowners Deep-Dive: What You Need to Know About the Most Recent Forms

3 WI CE # 6000134134

Cyber Coverage: Protecting Your Insureds From Hackers, Liars, & Really Bad Bots

3 WI CE # 6000136607

The Bad Thing Happened: Handling Commercial Claims & Coverage Disputes

3 WI CE # 6000139310

Transportation Insurance: A Non-Standard Business Exposure

3 WI CE # 6000165162

Social Security and Medicare: Your Questions Answered

3 WI CE # 6000159350

Steve Lyon, CIC, CPCU, ARM

Nicole Broch, CIC, CISR, PLCS

Robin Federici, CIC, AAI, ARM, AINS, AIS, CPIW

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

June 2024 Webinar Schedule

An Hour with Sam: Liability Concerns in the Personal Auto Policy

1 WI CE # 6000159347

Mastering Business Income: Tools & Tips to Keep Insureds Flush

3 WI CE # 6000136605

Bots, Crypto, Weed and Other Risks You Never Imagined Insuring (But Here We Are)

3 WI CE # 6000134132

An Hour with Cathy: Certificates of Insurance -Headaches and Remedies

3 WI CE # 6000141037

Ethical Dilemmas in Insurance and the Responsibilities of Agents

3 WI ETHICS, CE # 6000136606

Utica Approved

How It’s Built, How It’s Used, Will It Survive: Elements of Property Underwriting

3 WI CE # 6000167546

Covering Online Fraud and Employees Who Turn Out to Be Crooks

3 WI CE # 6000134182

Flood Insurance: What You Need to Know NFIP Approved

3 WI CE # 6000159348

Inflation and Personal Lines: Helping Insureds Understand Why It Matters

3 WI CE # 6000139308

An hour with Dave: All-Things Ordinance or Law (Personal and Commercial)

1 WI CE # 6000134131

Why Inadequate EPLI Will Close Your Business (and What to Do About It)

3 WI CE # 6000167545

Sam Bennett, CIC, AFIS, CRIS, CPIA

Steve Lyon CIC, CPCU, ARM

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

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

Patrick Wraight, ITP, CIC, CRM, CISR, AU, AINS

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

David Thompson, CPCU, AAI, API, CRIS

Nicole Broch, CIC, CISR, PLCS

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

EDUCATION - DESIGNATIONS & UPDATES

MAY 15-16

Personal Lines Webinar

CIC WEBINARS & CLASSROOM

Anyone Can Attend No Exam Required for CE 16 WI CE Each

JULY 16-17

Agency Management Webinar (3 of 16 Ethics)

JUNE 19-20

Sheboygan (4 Optional Ethics)

AUGUST 7-8

Company Operations Neenah

OCTOBER 23-24

Commercial Casualty 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

SEPTEMBER 25-26 Green Bay (4 Optional Ethics)

MAY 22

Elements of Risk Management Webinar

AUGUST 6

An Agent’s Guide to Understanding & Mitigating Cyber ExposuresWebinar

(8 WI CE, 1 of 8 Ethics)

OCTOBER 8-9 Webinar

CISR WEBINARS & CLASSROOM

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

JUNE 6

Agency Operations Webinar

JUNE 27

Commercial Casualty II Madison

CPIA WEBINARS & CLASSROOM

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

SEPTEMBER 4

CPIA 1 – Webinar

OCTOBER 8

CPIA 2 - Webinar

DECEMBER 11-12 Webinar (4 of 16 Ethics)

JULY 11

Personal Residential

OCTOBER 16

CPIA 1 – Green Bay

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.

Brian Blinn, CIC West Bend Insurance West Bend, WI

Amy Cordova, CIC, CISR Cordova Agency Inc Merrill, WI

Jamie Croes Eastvold, CIC, CISR Ansay & Associates Emerald, WI

Jordan Tranberg, CIC, CISR Hausmann Group Madison, 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.

Michelle Denfeld, CISR Acuity Insurance Sheboygan, WI

Ryan Gilbert, CISR Hausmann Group Madison, WI

Karyn Hemmersbach, CISR Tricor Insurance La Farge, WI

Jennifer Huerta, CISR HUB International Limited - Chicago Waukesha, WI

Rebecca Jasperson, CISR Ansay & Associates Durand, WI

Andrea Ludwig, CISR Dimond Bros. Insurance New Holstein, WI

Alan Michaca, CISR Brown & Brown, Inc. - Corporate Menasha, WI

Kimberly Nass, CISR Acuity Insurance Chippewa Falls, WI

David Robbins, CISR Hausmann Group Waunakee, WI

Julia Schwartz, CISR M3 Insurance Solutions, Inc. Lodi, WI

Jason Splitgerber, CISR QBE Americas, Inc. Madison, WI

BWO is here for you today and for all your tomorrows. Join BWO... the agency that remains small, not selling out to big entities or private equity firms that lose you in the shuffle. BWO continually invests in their independent agents giving you the freedom to do what you do best... SELL!!

DON’T CHASE THE COMPETITION... BECOME THE COMPETITION!!

at tom@bwoinsurance.com

www.BWOinsurance. com

Your trusted insurance partner since 1903. ( 6 0 8 ) 8 3 6 - H O M E w w w . w i i n s . c o m

MON - FRI: 8:00 AM - 4:30 PM At WMI, we are dedicated to building longstanding relationships with both our agents, and insureds. Owned by policyholders, your best interests are also ours. We pride ourselves on service and providing competitively priced, comprehensive insurance products. Give us a call today!

UPCOMING EVENTS

THE PIA OF WISCONSIN IS KNOWN NATIONWIDE FOR ITS TOP-NOTCH EDUCATION AND NETWORKING EVENTS! 15-16 CIC Personal Lines Webinar (16 WI CE)

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.

CISR Elements of Risk Management Webinar (7 WI CE)

5 When Nature’s Fury Is Unleased on Your Insured’s Town – Part 1 Webinar (3 WI CE)

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

Creating a Tax-Free Income with Life Insurance Webinar (2 WI CE)

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

CISR Commercial Casualty II, Madison (7 WI CE)

When Nature’s Fury Is Unleased on Your Insured’s Town – Part 2 Webinar (3 WI CE)

Personal Residential Webinar (7 WI CE)

CIC Agency Management Webinar (16 WI CE, 3 of 16 Ethics)

CISR Commercial Property Webinar (7 WI CE) 1 PIAW Annual Scholarship Golf Outing – Trappers Turn, Wisconsin Dells

CISR Other Personal Lines Exposures Webinar (7 WI CE)

An Agents Guide to Understanding & Mitigating Cyber Exposures Webinar (8 WI CE, 1 of 8 Ethics, CPIA Update)

Insurance Company Operations - Neenah (16 WI CE)

Care: The Old Kind or the New Kind Webinar (2 WI CE)

CISR Personal Auto Webinar (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

Octavio Padilla

Treasurer

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

Steve R. Albinger

Secretary

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

Directors

Ryan Bedroske

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

Ryan Butzke, CIC, CISR

Spectrum Insurance Group - Northbrook PO Box 520 Slinger, WI 53086 (262) 783-5533

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

Mike Endres

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

Alyssa Hobgood

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

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

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

Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

Natalie White Communications Director nwhite@piaw.org

ready for a new beginning?

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• 13th largest auto insurer in the U.S.1 (even though we only operate in 12 states and the District of Columbia)

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• High customer retention3—over 90% Limited appointments available, so visit

1

Fred Johnson, CIC Vice President & Branch Manager, Wisconsin Branch (262) 798-1941 or (877) 740-3743 Fred.Johnson@erieinsurance.com