PIAW September/October 2022 Magazine

[ SEPTEMBER /OCTOBER 2022 ]

PROFESSIONAL AGENT

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CONTENTS 4 From the President 6 Memos from Madison 8 From the Boardroom 10 Capitol Update 13 Eye On The Law 14 Community Corner 16 OCI Administrative Actions 18 19th Annual Scholarship Golf Outing 20 Engage 2022 22 Annual Meeting Notice And Nominations Committee Report 24 Profit Center Selling 26 HR Snapshot 30 Education 34 Young Professionals Insurance Network Kick-Off Party 37 Upcoming Events 38 Directory

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

EDUCATE. ADVOCATE. COLLABORATE. EDUCATE

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

ADVOCATE

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

COLLABORATE

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

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

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

PIAW.ORG [ 3 ]

FROM THE PRESIDENT

Together, the PIAW board and staff have accomplished so much in a seemingly short period of time.

RYAN BUTZKE, CIC, CISR President, PIA of Wisconsin

THE YEAR IN REVIEW It’s hard to believe that my time as PIAW president is quickly coming to an end. It seems like yesterday we were at Engage 2021 celebrating being back together at an amazing insurance event.

Being able to socialize comfortably in a personal setting was such an energetic and exciting feeling. I can attest my year as President was equally energetic and exciting. Together, the PIAW board and staff have accomplished so much in a seemingly short period of time.

I am very happy to announce PIA of Wisconsin continues to be in a very strong position for our next President’s success. Below is a quick review of the accomplishments we’ve had together in 2022.

The 12th Annual Winter Get-Away held at the Pointe Hotel in Minocqua, WI. Three days and two nights of action-packed opportunity for a record number of PIAW members. Todd Davis presented three insightful topics for a total of 10 hours of WI CE credit. We organized a “Get-Away Fun” event at Island City Lanes where PIAW members networked and collaborated together while sipping on brews and throwing a few strikes on the lanes! The event was capped off with a delicious surf & turf dinner at the Whitetail Inn where the live music was excellent, the dancing was infectious and everyone in attendance having an exceptional time.

The 3rd Annual PIA-PAC Clay Shoot held at Milford Hills Hunt Club in Johnson Creek, WI. This is a one-day, multi-course sporting clay event that generates funds for our political action committee. These funds enable PIA of Wisconsin to support lawmakers and candidates who are pro-business and pro-independent agent. This year we reached our goal of raising over SEPTEMBER/OCTOBER 2022 [ 4 ]

$10,000 of PAC funds which was put to use supporting candidates in the fall 2022 election cycle. This is a fun way to support our industry, we hope to see you at the 4th Annual Clay Shoot in May of 2023!

We moved the PIAW offices! The new location is 725 Heartland Trail, Suite 108, Madison, WI 53717. Our old office location was being redeveloped. PIAW hired a commercial tenant representative who helped us find a new location to fit the needs of PIAW staff and members alike. We were able to stay on the west side of Madison with our new location being fairly close in proximity to the old location. We held a CISR Personal Lines Miscellaneous class on June 23 at the new office which garnered high marks from the members in attendance.

PIA Advocacy Day 2022 was held virtually on June 21st-22nd. We met with multiple Representative and Senators to discuss topics important to PIAW members. Topics included Reauthorizing the National Flood Insurance Program, Defending the State Insurance Regulatory System, making tax relief for pass-through entities (S Corps) permanent. As a result of our Advocacy Day efforts, Representative Glenn Grothman signed on as co-sponsor on legislation to fully repeal the Federal Insurance Office (FIO) and we continue to advocate for passage of this legislation.

The 19th Annual PIA Scholarship Golf Outing was held at Wild Rock Golf Club in Wisconsin Dells. Over the years, this event has produced over $300,000 dollars in scholarships for amazing young individuals who are considering careers in the insurance industry. This year we were able to award $24,000 in scholarships and had eight scholarship Continued to next page

Continued from page 4 recipients attend the event, which helps bring young talent into the Wisconsin independent agency system.

I hope you all had an opportunity to personally share our successes in 2022, what an amazing year! I

want to thank the PIA Staff, Board Members, Company Members and Associate Members for their support.

It “Takes a Village” to organize and successfully execute all the opportunities our members have to get involved in the PIA. If you haven’t taken advantage of the benefits PIA

Wisconsin has to offer, I challenge you to do so. We are all involved in a relationship business called insurance.

It’s the relationships I value the most in my career and PIAW is “Better Together” because of you!

As a regional mutual company with over 100 years experience, we’re here for you now and in the future.

M A D I S O N M U T UA L .C O M

ANYTHING CAN HAPPEN WE HAVE YOU COVERED Matt Disher - Wisconsin Marketing Representative 608-515-4551 - mmdisher@madisonmutual.com

If you are an independent agent looking for a regional company that understands the challenges of writing personal lines, property/casualty insurance in the Midwest, we would like to speak with you.

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MEMOS FROM MADISON

Hopefully, you have a written employee handbook that includes sections on employee conduct...

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

ELECTIONS AND THE WORKPLACE What can you do when an employee wears a political campaign t-shirt or MAGA hat to work that causes a conflict with other employees? How about if an employee hands out invitations to a campaign rally or fundraising event and pressures co-workers to participate?

These employees may believe they have a First Amendment right to political speech, but does that extend to your place of business?

As usual, the answer lies in your employment policies. Hopefully, you have a written employee handbook that includes sections on employee conduct in the workplace and a dress code, as well. Those policies can ban political campaigning, fundraising, emailing, flyers, posters, buttons, attire, etc.

First Amendment free speech rights do not apply to private-sector workplaces. In addition, Wisconsin is an “Employment at Will” state. This means an employer can fire an employee for any reason that doesn’t violate federal or state labor laws. A few states have laws addressing retaliation based on political activities or affiliations, but Wisconsin is not one of them.

I’m not an attorney, nor do I play one on TV. But, if I were, I would include a list of caveats here. So, here are some cautions:

WHAT’S NEW?

Young Professionals Insurance Network (YPI Network) – A new young professionals group just kicked off on July 20th, with 60 attendees at a rooftop cocktail reception in downtown Milwaukee. The group will have its next gathering at the start of our Engage 2022 convention in Elkhart Lake, on October 12th. YPI Network will also have a booth at our trade show on October 13th. Stop by and check them out!

Contact Natalie White (nwhite@piaw. org) for more details.

SEPTEMBER/OCTOBER 2022 [ 6 ]

• The National Labor Relations Act does guarantee employees the right to organize a union or to discuss wages and working conditions. So, do not confuse “organizing” speech with “political” speech.

• Whistleblower speech is protected, as well, so you can’t ban employees from lodging (or discussing) a complaint against you or a potential violation of public policy.

• The City of Madison has an ordinance prohibiting employers from retaliating against employees for political activities. These would ostensibly be activities outside the workplace, such as political protesting and signing of recall petitions.

• Discrimination or disparate impact: It’s important to enforce these policies consistently and ban all flavors of political speech or activity, if you’re going to implement such policies.

Time off for voting: Wisconsin requires employers to grant up to 3 hours of voting leave to employees, as long as the employee notifies the employer prior to election day. The leave does not have to be paid, and the employer can specify which 3 hours of the work shift will be used for the absence. Employers are not required to proactively notify employees of this leave law.

The 2023 Marketing Kit is out! Website traffic at piaw.org is up 34 percent to 148,000 page views in the last 12 months. Users are up 26 percent to 35,000, annually. Digital readership of this magazine is way up, since we started emailing it to members. Open rates of the Newsline e-newsletter are up 17 percent, since last year! The only thing that’s not up, is the cost of advertising to PIA members in all of these publications. Prices remain the same. Email me at phanson@piaw.org and I can send you the Marketing Kit and answer any questions you may have about our advertising packages.

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Call us for a confidential conversation Tom Schaetz 419.450.0317

FROM THE BOARDROOM

Hiring out these services has allowed my employees and myself more time to keep growing our agency.

MIKE ENDRES

Director, PIA of Wisconsin

WHEN IS THE RIGHT TIME TO HIRE PROFESSIONAL SERVICES? After purchasing my Agency in 2017, I quickly realized one person can only wear so many hats. Being a smaller agency owner, I knew there would be challenges, but I also knew there would be opportunities to improve workflows.

One of the first workflow changes I made as President was starting the transition to employees specializing in his or her specific line of business rather than trying to be an expert in all lines. We offer Personal Lines, Commercial Lines, Life, Health, Disability, and more, but not too often will our Account Executives cross over to other departments. This has really allowed our agency to deliver a higher level of service to our customers.

Being pleased with the transition in our Account Executives specializing, I asked myself why I was still having one of my employees completing a broad variety of job duties if our Account Executives are not? For example, she was completing the office accounting, claims management, CSR duties as well as IT. Although her work was much appreciated, it was not allowing her to give her full attention to our customers. I decided to hire out some of the services that made the most sense. Was there an added cost? Yes! Do I feel it was worth the added cost?

Absolutely! It allowed our team to get back to what we do best: service!

The first service I outsourced was Accounting. I interviewed several firms and found the best fit for our needs.

SEPTEMBER/OCTOBER 2022 [ 8 ]

Leaning on these experts has relieved the stress of staying current on proper accounting practices, payroll and yearend tax planning. In addition to those services, our accountant comes in once a week for a few hours to take care of bills, reconcile our books and checks-in to give a report on where we are.

After using the “break and fix” method in relation to our IT services for years, the second service I outsourced was IT. We made the move to Managed IT a few years ago. We have noticed since being on managed services, things run much more smoothly. If an employee is having an issue and Management is not available, they have the autonomy to call our IT services at any time. Our team no longer has to research how to fix an IT issue, but can pick up the phone and get answers in minutes. Overall, managed IT has put more time in the employees’ hands, which again allows for more time for customer service.

I fully understand this model may not be the best practice for a very large agency or an agency with 1-2 people, but for our agency of 10, it has been extremely beneficial. Hiring out these services has allowed my employees and myself more time to keep growing our agency. What model works best for your agency? It could be time to think about what service would allow your agency to get back to doing what you do best!

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CAPITOL UPDATE

NATALIE WHITE

Communications Director

With primaries out of the way and fall weather on the horizon, candidates have turned from combating their primary opponents to facing off against their general election challengers.

Each race has different dynamics at play, with the most high-profile races being Wisconsin’s gubernatorial race and the U.S. Senate election. With just two months until Election Day, Republican candidates are hoping the recent economic and inflationary pressures help turnout for the midterms in their favor.

Wisconsin’s Gubernatorial Race – Incumbent Tony Evers vs. Businessman Tim Michels Incumbent Democratic Governor Tony Evers will be facing off on November 8th against Republican hopeful Tim Michels. Michels is a former candidate for U.S. Senate, veteran, and owner of a large construction firm in Brownsville.

Despite being a late arrival to the Republican primary, Michels secured the endorsement of former President Trump and outspent his primary opponent, former Lt. Governor Rebecca Kleefisch.

When all votes were counted, Michels led the field by slightly over five points – a larger margin than many would have expected.

Early polls have suggested that Michels may struggle against Governor Evers this fall, despite the bump in motivated voter turnout Republicans are hoping for stemming from inflation. Evers’ favorability has remained largely neutral and has not seemed to be tied to the Presidential administration as some may have expected. However, Michels has proven he is willing to spend money and two months (until Election Day) is an eternity in politics. We will see if he can turn the tide again.

Wisconsin’s U.S. Senate Election – Incumbent U.S. Senator Ron Johnson vs. Lt. Gov Mandela Barnes In likely one of the most anticipated national races for the midterm elections, Democrats will be hoping to flip the seat held by two-term U.S. Senator Ron Johnson. Senator Johnson had long promoted that his Senate career would end after his second term but ended up SEPTEMBER/OCTOBER 2022 [ 10 ]

announcing this winter that he would be seeking re-election, citing the need to keep the Senate seat for Republicans.

After emerging from a crowded primary field, Lieutenant Governor Mandela Barnes is hoping to capitalize on Johnson’s recent negative favorability ratings to become the first black Wisconsin U.S. Senator. Barnes seems to have gained a collective backing from Democrats, with primary opponents Alex Lasry, Tom Nelson and Sarah Godlewski all backing out of the race in the final weeks and endorsing him.

The early polls are suggesting a tight race. While Sen. Johnson has faced unfavorable polls in recent months, Republicans will be hoping that a motivated base turns out to help keep the seat. On the other side, Barnes will be hoping he can capitalize on early momentum to secure a second Wisconsin senate seat for Democrats.

Continue to keep up to date with Wisconsin politics and advocacy efforts with the Capitol Update and at our blog on piaw.org.

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

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

SEPTEMBER/OCTOBER 2022 [ 12 ]

Eye on the Law The Dos and Don’ts of Unlicensed Employees For as long as there have been independent insurance agencies, agencies have relied upon customer service representatives (CSRs) and other unlicensed employees to assist in their day-to-day operations. These unlicensed employees have become critical to the ongoing success of independent insurance agencies. Some unlicensed employees simply greet clients and answer the telephone; others, typically referred to as CSRs, undertake additional duties. The more experienced, helpful, and crucial these employees become to the operations of the agency, the more likely these key employees may inadvertently perform tasks that require an insurance license.

A “customer service representative” is an industry term to describe an employee that interacts with an agency’s customers at some level. Sometimes people believe that a CSR does not need to be licensed because he or she is referred to as a CSR rather than a producer or agent. This is not correct. Whether a CSR or any other employee needs to be licensed depends upon what activities they perform, and not whether they are called a CSR. In fact, Wisconsin insurance law does not define or otherwise address the role of a CSR. Instead, the insurance law addresses when a person must hold an intermediary insurance license.

The question that any agency owner should ask is whether its CSR, or any other employee of the agency, should be licensed. The CSR, or any other employee, should be licensed if the person does or assists another in doing the following: (1) soliciting, negotiating or placing insurance or annuities on behalf of an insurer or a person seeking insurance or annuities; or (2) advising other persons about insurance needs and coverages. While this requirement is, on its face, very broad, Wisconsin insurance law creates certain exceptions. These exceptions include: • An employee of a licensed intermediary, who devotes substantially all working time to activities other than those requiring licensure, and who receives no compensation that is directly dependent upon the amount of insurance business obtained.

• An employee of an insurance producer, provided the employee does not receive any commission on policies

written or sold to insure risks residing, located, or to be performed in this state and the employee’s activities are executive, administrative, managerial, clerical, or a combination of these, and are only indirectly related to the sale, solicitation, or negotiation of insurance.

To be clear, CSRs and other unlicensed employees are not permitted to engage in the solicitation, negotiation, or sale of insurance, and should never receive commission for their work or otherwise have their compensation tied directly to the sale of insurance. However, CSRs and other unlicensed employees can engage in executive, administrative, managerial, and clerical activities that are only indirectly related to the solicitation, negotiation, or sale of insurance.

Here is where things become grey. When does an executive, administrative, managerial, or clerical activity cross over into an activity that would require a license? Obviously, answering the phone does not require a license. However, answering the phone and telling the customer that he or she needs insurance coverage would require a license. This is true even if the CSR has answered the phone for 20 years and knows word for word what the licensed agent would tell the customer.

Unfortunately, there is no safe harbor list of what an unlicensed CSR or employee can do. It depends upon the facts. You need to train your unlicensed CSRs and employees to recognize when they are approaching a grey area, and to make sure they get a licensee involved.

With that caveat, here is a list that should not be relied upon to protect you in all instances, but may offer some guidance as to activities an unlicensed employee may engage in, so long as the unlicensed employee is not compensated based upon sales, there is no discussion of coverage, and the employee is supervised by a licensee: Dos: • Answering phones • Email a certificate of insurance • Scheduling appointments (provided there is no discussion about insurance coverage, cost or related issues) • Maintaining files and records Eye On the Law continued on page 36

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

WEST BEND MUTUAL INSURANCE’S FIRST SILVER LINING CLASSIC FOR FEEDING AMERICA

In early August, West Bend Mutual Insurance hosted their first ever Silver Lining Classic. The event featured a day of golf, a silent auction, and dinner. With more than two hundred attendees turning out in support, the first event was a huge success. When all proceeds were calculated, it was announced that a total of over $500,000 was raised for Feeding America Eastern Wisconsin, which will be translated to over two million meals for local families in need.

BADGER MUTUAL HOLDS 23RD ANNUAL WOMEN’S AMATEUR – RAISING FUNDS FOR WOMEN & CHILDREN IN NEED

On July 25th and 26th, Badger Mutual held their annual golf tournament – one of the largest amateur women’s golf tournaments of its kind in the area. All proceeds from the event are donated to local organizations with the mission of focusing on the needs of women and children in Southeastern Wisconsin. This year, the outing raised over $20,000, which will be donated to Sojourner Family Peace Center and LOTUS Legal Clinic. Sojourner Family Peace Center provides domestic violence prevention services in Wisconsin and services over 9,5000 individuals annually. LOTUS Legal Clinic provides free legal counsel to survivors of gender-based violence and human trafficking.

M3 HELPS UNITED WAY GET KIDS READY FOR BACK TO SCHOOL

This summer, M3 Insurance held a supply drive for the Backpack Coalition through United Way of Greater Milwaukee & Waukesha County. Backpack Coalition has been led by the United Way since 2014 and is committed to supplying backpacks and grade appropriate school supplies to students with financial constraints. M3’s drive was a huge success, raising supplies with a donation value of $1,464.95! These supplies will go to children across Waukesha and Milwaukee counties to help them start the school year off right!

SEPTEMBER/OCTOBER 2022 [ 14 ]

ACUITY’S HEALTH CHALLENGE RAISES MONEY FOR ABUSE VICTIMS

In the tenth year of the Acuity Health Challenge, more than 450 people completed the challenge onsite at Acuity’s campus in Sheboygan and another 42 participants supported the event virtually. There was a featured 5K or a 2-mile run/walk for the challenge.

Not only does the event support community wellness, but it also raised more than $10,000 to benefit Aurora’s Medical Response Services for Abuse Victims.

RPS VOLUNTEERS TO HELP FEED THOSE IN NEED

In July, RPS Eau Claire employees volunteered at Feed My People Food Bank, spending a few hours packing up bags of food to be handed out at local food pantries. The group had a fun time connecting with coworkers, while also helping give back to their community.

In August, RPS Waukesha employees volunteered at the Hunger Task Force farm in Franklin, Wisconsin. The group harvested over 1000 pounds of food over three hours to help those in need.

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R&R INSURANCE VOLUNTEERS AT THE STATE FAIR

Employees from R&R Insurance had fun and made an impact while volunteering for the New Berlin Lions Club Corn Roast. The Roast, held at the Wisconsin State Fair Park during the fair, helps support the United Way of Greater Milwaukee & Waukesha County. It was a day filled with corn, fun and giving back!

OCI ADMINISTRATIVE ACTIONS NATHAN HOUDEK

Commissioner of Insurance

Madison, WI—OCI has taken the following administrative actions. In many of these cases the respondent denied the allegations but consented to the action taken. Any forfeitures paid in these administrative actions are deposited in the Common School Fund which is administered by the Board of Commissioners of Public Lands. The earnings from this fund are distributed to all public K-12 schools in Wisconsin and are used by school libraries to purchase books. Copies of the administrative action orders may be viewed online at https://ociaccess. oci.wi.gov/OrderInfo/OrdInfo.oci.

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

JJUNE 2022 Allegations & Actions Against Agents

Holly Acosta, 3500 Delahaut St., Green Bay, WI 54301, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Ryan J. Jaggar, 8539 12th Pl., Kenosha, WI 53144, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Brian Albee, 1805 Roswell Rd., Apt. 19T, Marietta, GA 30062, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Quantia R. Johnson, 2140 N 29th St., Milwaukee, WI 53208, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Karrell Blake, 401 SE Walton Lakes Dr., Port Saint Lucie, FL 34952, had her application for an insurance license denied. This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing.

Chelsey J. Killerlain, 1110 Park Cir., Sun Prairie, WI 53590, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Juan J. Botero, 967 W Conger St., Whitewater, WI 53190, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Jennifer J. Deloughary, 870 Carole Ln., Fond du Lac, WI 54935, had her application for an insurance license denied.

This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct and failing to disclose an administrative action taken by the State of Wisconsin on a licensing application.

Marcus J. Fleming, 6306 Offshore Dr., Madison, WI 53705, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Shelly N. Gutierrez, 850 Hwy 153, Ste. B, Mosinee, WI 54455, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Joseph A. Hill, 4848 E Roosevelt St., Apt. 3045, Phoenix, AZ 85008, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Andrew W. Hughes, 1719 Redtail Dr., Hartford, WI 53027,

Paul D. Larson, 3784 Doc Sargent Rd., Pacific, MO 63069, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Alexandra L. Matson, 609 Calvin Ln., Mount Pleasant, WI 53406, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

John A. McAfee, 193 Woodland Tr., Hannibal, MO 63401, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Wisconsin, Illinois, Iowa, and Missouri on a licensing application and failing to respond promptly to inquiries from OCI. Thomas McNeil, 319 N 3rd Ave., Wausau, WI 54401, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Kelly A. Mitchell, 2254 200th Ave., Deer Park, WI 54007, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Ariana L. Moon, 233 Swanton Rd., Apt. 6, Madison, WI 53714, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

SEPTEMBER/OCTOBER 2022 [ 16 ]

OCI Administrative Actions continued to page 29

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SCHOLARSHIP GOLF OUTING

PIA’s Annual Scholarship Golf Outing was held on August 3rd at Wild Rock Golf Club in the Wisconsin Dells. This year, attendees came out in droves to support the mission of providing scholarships to students looking to pursue careers in the insurance industry. Due to the generous funds provided by sponsors & attendees, PIA was able to award $24,500 to students and formally recognize their achievement at the reception following the outing.

Not only was it a fantastic day on a beautiful course, but the cause is one extremely important to the insurance industry – securing new talent for the future.

This year was one of the largest years yet and the event keeps growing! Make sure to keep an eye out for 2023’s date COMING SOON!

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CPIA 2 Implement for Success (7 CE) Ed Lamont, CIC, CRM, CPIA Separate registration required, 1/2 price with your Engage 2022 registration.

7:00 – 11:00 p.m.

President Butzke’s Engagement 2022 Party A casual, fun night of casino games with delicious food and drink. Featuring comedian Charlie Berens.

THURSDAY 10/13

OCTOBER 12 & 13 ELKHART LAKE, WISCONSIN

Enjoy PIA at this beautiful AAA Four Diamond resort

8:30 – 9:30 a.m.

PIA Business Meeting / Elections of new Board Members All attendees from a PIA Member Agency are eligible to vote.

Concurrent Sessions / 9:45 – 11:45 a.m.

1) Separate Yourself from the Competition Ed Lamont, CIC, CRM, CPIA 2) Thoughtfully Fit® Take Charge of What Comes Next Darcy Luoma 12:00 – 1:15 p.m. Awards Lunch Stony Steinbach Achievement Award, Ron Von Haden Agent of the Year Award, Company Rep of the Year, Wisconsin’s Outstanding CSR of the Year, Legislative Excellence Awards 1:15 – 3:00 p.m. (Re)Connect After last year’s astounding success in taking the Trade Show “of old” to a new look and feel, this relaxed event will have the same vibe, but even better! Visit with exhibitors and play PIA Poker with lots of chances to win cash prizes.

3:15 - 4:15 p.m.

Closing Keynote: Pursuing Elite Clint Bruce - Former Navy SEAL, Naval Academy Graduate, College & NFL player, entrepreneur.

“Clint Bruce was by far the BEST speaker I have ever heard!”

Todd Davis - Davis Agency, Peoria, IL

SEPTEMBER/OCTOBER 2022 [ 20 ]

FOR MORE INFORMATION AND REGISTRATION VISIT PIAW.ORG | 608-274-8188

CHARLIE BERENS

Charlie Berens is an Emmy-winning journalist, comedian, host, and creator of the Manitowoc Minute. The Wisconsin native has been featured on FOX, CBS, Funny or Die, TBS Digital, Variety, MTV News and more.

CHARLIE BERENS

CLINT BRUCE

CLINT BRUCE

The 5 ‘gifts” of Elite Achievers. In any pursuit, you can only have one of five outcomes: BAD, AVERAGE, GOOD, EXCELLENT, or ELITE. If the endeavor is your passion or profession, the only acceptable result is somewhere between excellent and elite. Clint’s presentation will teach through the five gifts that elite achievers share.

“Clint Bruce was by far the BEST speaker I have ever heard!” Todd Davis - Davis Agency, Peoria, IL

ED LAMONT

ED LAMONT

President, Lamont Consulting Group, Inc. When you sell what insurance does, not what insurance is, you separate yourself from the competition. Learn how to tie insurance results to what buyers want. Find out how to increase profitability and decrease expenses. Identify solutions buyers view as valuable.

DARCY LUOMA

DARCY LUOMA

This inspiring session will give you the confidence to take charge of what happens next when you encounter one of life’s many challenges. Darcy will share how she successfully used her Thoughtfully Fit® model when her life fell apart. She will teach you how to use the same tools to build your resilience in the face of conflict, change and uncertainty.

What you learn will strengthen your life.

PIAW.ORG [ 21 ]

SPECIAL THANKS PLATINUM SUPPORTING MEMBERS

GOLD SUPPORTING MEMBERS IMT Insurance Rockford Mutual Insurance Company Safeco–Liberty Mutual Insurance Society Insurance SILVER SUPPORTING MEMBERS Badger Mutual Insurance EMC Insurance Companies Encova Mutual Insurance Group Erie Insurance Germantown Mutual Insurance Company Madison Mutual Insurance Company Pekin Insurance® Progressive Insurance West Bend – A Mutual Insurance Company ELITE SPONSOR

CHAMPION SPONSORS Grinnell Mutual Reinsurance Company Western National Insurance Group

FOR MORE INFORMATION AND REGISTRATION VISIT PIAW.ORG | 608-274-8188

ANNUAL MEETING NOTICE AND NOMINATIONS COMMITTEE REPORT The Annual Meeting of the Professional Insurance Agents of Wisconsin, Inc. will be held at 8:30 a.m. on Thursday, October 13, 2022 at the Osthoff Resort in Elkhart Lake, Wisconsin. At that meeting, the Nominations Committee will place the following names in nomination for election to the Board of Directors. In accordance with PIAW procedures, we are publishing photos and a brief biography of each nominee. Nominations will be accepted from the floor at the annual meeting and each nominee will speak on their own behalf prior to the election. Each director will serve a three-year term beginning at the installation ceremony at that day’s Awards Luncheon.

STEVE ALBINGER, Couri Insurance Associates in Waukesha. Steve started in the insurance industry as an underwriter and then marketing manager, on the carrier side.

He has been an agent/owner with Couri for 22 years, now. He attended Carroll University for business and later completed the CISR and CIC insurance designation programs.

Steve has served on the PIA Board once before, from 2006-2008, and he also served on the Public Relations Committee. Steve’s top carriers are Acuity, Progressive, West Bend, Travelers and Secura. In addition, Steve has served on the agency councils for more carriers than we can list here.

OCTAVIO PADILLA, Nova Insurance, LLC in West Milwaukee. Octavio has been an independent agency owner for 13 years. Alongside his wife, Jennifer, he runs Nova Insurance (formerly Affordable Milwaukee Insurance Group). Prior to his insurance career, he was a mortgage loan officer. He attended Milwaukee Area Technical College and studied computer networking. Octavio currently serves on PIAW’s Legislative Committee and he has been a member of PIA since 2018. Octavio’s top carriers include AAA, Progressive, Travelers, Safeco and Encompass.

SEPTEMBER/OCTOBER 2022 [ 22 ]

PIAW.ORG [ 23 ]

F E AT U R E

PROFIT CENTER SELLING Edwin L. Lamont CIC, CRM, CPIA | President, Lamont Consulting Group, Inc. “The beginning of wisdom is the definition of terms.” – Socrates PROFIT CENTER SELLING: Communicate the value you provide based on the financial impact you have on insurance buyers.

PROFIT CENTER THINKING: Identify ways to decrease expenses, increase revenues, and promote profitability of insureds with Insurance Protection Plans, Risk Management Strategies, and Regulatory/ Compliance Knowledge.

You are a PROFIT CENTER. What does that mean?

As Professional Insurance Agent your sales are tracked, expenses totaled, and profitability to your agency determined. When revenue exceeds expenses, you validate or better yet, earn a bonus. If not, then draws may be adjusted, reduced, or worse, deficits required to be paid back. Do you know where you stand when measured for profitability at your agency?

Just as importantly, your clients are PROFIT CENTERS. What are you doing to decrease expenses, increase revenue, and improve your client’s chances for profitable operations?

How do you help personal lines customers protect their assets and ensure the lifestyle they’ve achieved? Do you understand how you impact a business’s profitability or personal lines buyer’s financial well-being? Or are you just hoping to provide a low premium to beat the competition?

What about Risk Management Strategies? Do you offer effective ways to avoid, control, or mitigate losses? How about ideas for workplace safety, disaster planning, and business continuity? When you do, you once again go beyond simply selling low-cost insurance.

How about Regulatory and Compliance issues clients deal with daily? What knowledge do you supply commercial buyers regarding OSHA, DOT, or other regulatory agencies?

Fines cost money. Work stoppage eliminates revenues. Both lessen profitability.

PROFIT CENTER THINKING – Decrease Expenses To decrease insurance premium seems to fit the definition of PROFIT CENTER THINKING. Yet, too often it’s the sole way many agents think they can reduce expenses. Because we think that way, so do our insureds. Low price wins the day! But how did you get to that low price?

Consider adopting PROFIT CENTER SELLING as a strategy to better communicate value to the businesses and families you serve. When PROFIT CENTER SELLING, you separate yourself from competitors by the questions you ask, problems you solve, and the way you convey value.

How does PROFIT CENTER SELLING goes beyond selling insurance or allowing price to be the sole determinant of value? Let’s begin with some definitions.

To be blunt, when we sell price, not value, buyers view insurance as a commodity. Selling price instead of proving value does nothing to separate you, your agency, and those insurers you represent from others. Low cost may reflect lower coverage limits or increased deductibles. Is your client willing to self-insure to reduce premium expense? What happens when a claim occurs? Efforts to reduce insurance premium may result in high out of pocket expense.

PROFIT CENTER SELLING - Tools Insurance Protection Plans are just the start. Important?

You bet! But remember, Insurance Protection Plans are a Risk Management Strategy. Insurance Protection Plans need to be tailored to a buyer’s risk appetite, the quality and effectiveness of management, and the ability to afford insurance products, limits, and conditions.

PROFIT CENTER THINKING – Increase Revenues How can a Professional Insurance Agent increase a client’s revenues? Have you ever helped a business meet insurance requirements necessary for a contract or lease? That alone can increase revenue.

What about Risk Management ideas? Improved workplace safety results in fewer losses. More importantly, employee

SEPTEMBER/OCTOBER 2022 [ 24 ]

injuries decline in both frequency and severity. A lower experience modification factor increases a contractor’s ability to compete successfully and increase revenue.

and investments are on the line without a thoughtfully created Insurance Protection Plan. When buyers elect to reduce liability limits, increase deductibles, or self-insure, consider asking, “What’s the plan in the event of a loss?” Get buyers to tie dollars to assuming more risk. Offer Insurance Protection Plans as a cost-effective alternative.

Perhaps you’ve guided a contractor through the process of qualifying for surety bond credit. Your ability to understand and communicate business and personal financial statements to a surety takes you to another level. Jobs available to bonded TAKE IT TO THE STREET contractors create revenue unavailable to those not qualified How do you apply PROFIT CENTER SELLING when you for work that requires bid, payment, and performance bonds. prospect for new customers or compete to keep current clients?

PROFIT CENTER THINKING - Increase Profitability When you help decrease expenses and increase revenue, profits have the best chance to become real. Your network of strategic alliances, ability to refer business, and experience insuring others are assets to your buyers as well. All could lead to additional revenue for those you insure.

First, learn to read a financial statement. Take an accounting course and discover how balance sheets and income statements provide risk management information. Become comfortable with personal financial statements. Create your own. Analyze it. Understand it. Then apply your knowledge to those you serve.

PROFIT CENTER THINKING – Personal Lines These concepts apply to personal lines as well. The words may be different, but the core ideas remain the same. What you do to decrease expenses, increase revenue, and promote business profitability for commercial accounts becomes what you do to decrease expenses, protect assets, and ensure the lifestyle of personal lines clients.

Next, catch yourself decreasing expenses, increasing revenues, or supporting a client’s profitability. When paying a claim, note how a loss with a large deductible more than offsets any premium savings. Be able to tie dollars to the problems you solve. When Risk Management Strategies are in place or Regulatory/Compliance issues are resolved, learn to communicate the value of those outcomes to a business’s bottom line.

Decreasing expenses is more than low-cost protection plans for personal lines buyers too. What else might a personal lines client need to know to avoid a large, unplanned loss? The opportunities to protect assets and lifestyles aren’t limited to providing personal automobile and homeowners policies.

Excess liability, flood, and coverage for home-based businesses are often overlooked. What about boats, RVs, or ATVs? Kids in college? What property or liability exposures do they create?

Do your buyers have home care workers, nannies, or house cleaners? Do your clients travel overseas? What happens when they rent a car, become ill, or are subject to kidnap & ransom demands? Insurance options exist and need to be communicated effectively to personal lines buyers for these and many other perils.

Finally, make a paradigm shift when selling insurance. What’s a paradigm shift? It’s when you look at a situation the same way over and over then decide to look at it from a different direction. Shift from selling price to proving value. Think Risk Management first, then Insurance Protection Plans.

Be consultative. Ask questions and listen. Resist the urge to dominate a sales discussion with memorized features and benefits. Present solutions not quotes. You sound, act, and sell differently when you shift your focus from price to value Adopt PROFIT CENTER SELLING. Separate yourself from competitors. You’ll be glad you did. So will your agency, the insurance companies you represent, and most importantly, your clients.

Where does money come from to deal with uncovered losses for personal lines clients? Home equity, retirement accounts,

PIAW.ORG [ 25 ]

Ed will present “Separate Yourself from the Competition” on October 13 at Engage 2022

HR Snapshot

IF WE TERMINATE A SALARIED, EXEMPT EMPLOYEE EARLY IN THE WEEK, DO WE HAVE TO PAY THEM FOR THE ENTIRE WEEK? No, you’re not required to pay this employee through the end of the week. The general requirement to pay a salaried, exempt employee for the full week doesn’t apply in the first or last week of employment if the employee didn’t work the full week.

Answer from Brody, Instead, you may pay a proportionate part of their full salary based on the PHR, SHRM-CP time they actually worked that week. This deduction is allowed under the Fair Labor Standards Act.

CAN WE ASK REFERENCES ABOUT AN APPLICANT’S PREVIOUS USE OF SICK TIME? WE’D LIKE TO GET A SENSE OF THEIR RELIABILITY.

No, you shouldn’t make any inquiries into an applicant’s history of calling in sick. Asking about absences because of illness or injury before extending an offer of employment runs afoul of the Americans with Disabilities Act because it’s likely to elicit information about an applicant’s disability.

Sick leave laws may also come into play. If you’re in a state that requires you to provide sick leave, making adverse employment decisions based on use of protected sick leave use (including deciding not to hire someone) could expose you to liability.

Finally, someone’s past use of sick time is not a good indicator of reliability, particularly when we’ve been experiencing a global pandemic for the last 2.5 years. Asking about this could eliminate great applicants who have had caregiving responsibilities and ultimately have a disparate impact (a legal no-no) on certain protected classes (according to a Kaiser Family Foundation study, 50 percent more women than men reported taking time off work to care for children during COVID-related school closures).

If you still want to consider an applicant’s previous job attendance as a gauge of their reliability, you could ask about their attendance record generally, rather than asking about absences for sickness.

Answer from Emily, MBA, SPHR

AN EMPLOYEE WHO OPTED NOT TO BE ON OUR MEDICAL PLAN IS ABOUT TO HAVE A BABY. WOULD THIS EVENT ALLOW THE EMPLOYEE AND THEIR NEWBORN CHILD TO ENROLL IN OUR PLAN? It would, yes. The birth of a child is a HIPAA special enrollment right, meaning the employee, their spouse, and their newborn child may enroll into the medical plan midyear.

However, it’s a somewhat common misconception to assume the employee can also enroll their other children, if they have any, at the same time. While it might be possible, depending on the provisions of your plan, we recommend checking your plan materials Answer from Bethany, to be certain. Documents to double check include your cafeteria plan, if SPHR, SHRM-SCP you have one, and your medical summary plan description.

SEPTEMBER/OCTOBER 2022 [ 26 ]

AN EMPLOYEE ALLEGEDLY MADE A RACIALLY INSENSITIVE COMMENT IN THE PRESENCE OF A COWORKER. HOW SHOULD WE RESPOND? You need to investigate the matter. A racially insensitive comment could be considered harassment—unwelcome behavior that’s based on a protected class such as race. Harassment becomes unlawful if putting up with it is a condition of continued employment or if the conduct is severe or pervasive enough to create a work environment a reasonable person would consider intimidating, hostile, or abusive.

If you find evidence that harassment or any policy violations occurred, you should follow up with the offending employee. Your response should match the severity of the offense. A mildly insensitive comment might warrant an educational conversation or a warning, whereas a racial slur might warrant a final warning or termination, depending on the circumstances.

Answer from Kyle, Document your findings and any disciplinary actions taken.

PHR

WHAT SHOULD WE DO IF A CANDIDATE ASKS US NOT TO CONTACT THEIR CURRENT EMPLOYER? It’s ultimately up to you, but we’d generally recommend that you honor the request. The candidate may have a good reason for asking you not to contact their current employer. They may fear retaliation if their manager gets wind of their interest in leaving, or they may have a toxic boss who wouldn’t give an accurate assessment of their ability to do the job.

If you wish to contact the current employer despite the candidate’s request, inform the candidate of your decision beforehand and explain what questions you will be asking their employer (dates of employment, job title, etc.).

The candidate may opt to let you go ahead with the reference check or they may decide to withdraw themselves from consideration instead Answer from Shawna, of having you reach out. It’s best that they be the one to make this call, SHRM-CP especially if contacting their current employer could have negative repercussions for them.

AN EMPLOYEE IS REQUESTING COPIES OF THEIR HARASSMENT COMPLAINT AND INVESTIGATION FILES. HOW SHOULD I RESPOND?

It depends. You can certainly share a copy of the original complaint with the person who filed it. You can also tell them about the general results and let them know whom they should speak to if the harassment continues.

You shouldn’t hand over investigation notes, witness statements, or other documentation. That information was shared with an expectation of confidentiality (at least whenever possible). Sharing would violate that trust and potentially deter employees from participating in future investigations. Likewise, the employee’s complaint shouldn’t be shared with anyone else. This, of course, includes the accused party. Aside from breaking confidence, it could lead to retaliation.

On a related note, since under state law personnel files may have to be provided to employees upon request, it’s best to keep investigation files separate from personnel files. It’s reasonable to include a copy of the general results of an investigation in the personnel file, but don’t include any complaints, investigation notes, or witness statements.

PIAW.ORG [ 27 ]

Answer from Emily, MBA, SPHR

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OCI Administrative Actions continued from page 16 Kim L. Moore, 481 Breakwater Terr., Stone Mountain, GA 30087, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Dennis R. Natzke, 15899 Flower Lake Dr., Crivitz, WI 54114, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

John M. Partipilo, 875 Clover Ln., Pingeree Grove, IL 60140, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Stacy J. Randall Jansen, 315 Jonathan St., Apt. L, Eagle River, WI 54521, had her applications for an insurance license denied. This action was taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct, failing to fully disclose criminal convictions on a licensing application, providing false information on previous licensing applications, failing to timely disclose criminal charges and convictions while previously licensed, and having unpaid civil money judgments.

Kimberly A. Riemer, N9353 Arbutus Ln., Merrillan, WI 54754, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Daniel J. Rutkowski, 3535 Olbrich Ave., Madison, WI 53714, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Crystal Sanem, 335 Linwood Ln., Neenah, WI 54956, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Elana M. Seidler, 1000 Freedom Way, West Bend, WI 53095, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Penny S. Soleim, 311 Sunrise Dr., Somerset, WI 54025, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Ira J. Sorensen, 12533 S Heritage Hill Ct., Riverton, UT 84065, agreed to the issuance of a two-year probationary insurance license having certain reporting and disclosure requirements. This action was taken based on allegations of having administrative actions taken by the states of California, Utah, Idaho, and Washington.

Mary M. Trejo Esquivel, 1320 9th St., Harvard, IL 60033, had her application for additional insurance authority denied. This action was taken based on allegations of failing to disclose an administrative action taken by the State of Wisconsin on a licensing application, violating the terms of

a warning letter, and failing to timely respond to inquiries from OCI

JULY 2022 Allegations & Actions Against Agents

Shaun Gerhardt, 4106 N 6th St., Wausau, WI 54403, had his application for an insurance license denied. This action was taken based on allegations of owing delinquent child support and failing to respond to inquiries from OCI. Benjamin R. Gibbs, 3501 Cross Hill Dr., Apt. 103, Madison, WI 53718, had his application for an insurance license denied. This action was taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct, having unpaid civil money judgments, exhibiting financial irresponsibility in the conduct of business, and failing to disclose lawsuit information on a licensing application.

Sandra A. Nava Mendoza, 1211 S 18th St., Milwaukee, WI 53204, had her application for an insurance license denied. This action was taken based on allegations of having expired work authorization and failing to respond to inquiries from OCI. Jeffrey S. Nimmow, S7818 Ruthe Badger Ln., Merrimac, WI 53561, agreed to pay a forfeiture of $12,000.00. This action was taken, following an administrative hearing, based on allegations of engaging in prohibited business practices.

John A. Searer, Professional Wealth Advisors, 2655 Warrenville Rd., Downers Grove, IL 60515, agreed to certain disclosure and reporting requirements as a condition of his insurance licensure. This action was taken based on allegations of having involvement in a lawsuit containing allegations of breach of fiduciary duty and a FINRA arbitration.

Dylan J. Smith, 6415 Pleasant Hill Dr., West Bend, WI 53095, agreed to accurately and completely submit future licensing applications, to report administrative actions as required by insurance laws, and to respond in writing within ten days of all OCI inquiries. These actions were taken based on allegations of providing inaccurate information on licensing applications.

Treayshia Tatum, 1108 Canterfield Pkwy. W, West Dundee, IL 60118, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

Benjamin W. VanHorn, 153 Clark St. S, West Salem, WI 54669, had his application for registration as a public adjuster denied. This action was taken based on allegations of committing acts subject to penalty under s. 629.13, Wis. Stat.

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.

PIAW.ORG [ 29 ]

EDUCATION

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

NEW TOPICS ADDED! 3 WI CE CREDITS. LIVE (NOT PRE-RECORDED). NO TEST. NO PROCTOR. Visit the Education tab at piaw.org for a complete list of topics, descriptions, webinar demo and registration. Several approved for Utica credit. Ethics is offered each month. Fee per Webinar: $55 PIAW Member, $70 Non-Member. Includes WI CE fees.

September 2022 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

An Hour with Sam: A Numbers Game – Mastering the Coverage Symbols in a Business Auto Policy 1 WI CE # 6000125422

9/7

1-2p

Sam Bennett, CIC, AFIS, CRIS, CPIA

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

9/8

8-11a

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

Ethics: Essentials for the Insurance Producer 3 WI ETHICS CE # 6000080505

9/8

12-3p

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

Personal Lines Clients and Their New Normal 3 WI CE # 6000080286

9/15

8-11a

Nicole Broch, CIC, CISR, PLCS

More Money, More (Insurance) Problems? Mastering P&C Coverage for the Affluent Market 3 WI CE # 6000121850

9/15

12-3p

Kym Martell, CRM, CIC, CRIS, AAI, MLIS

Leadership and Liability: Insuring Executive Risk 3 WI CE # 6000115913

9/19

12-3p

Steve Lyon, CIC, CPCU, ARM

An Hour with Nicole: Personal Umbrella Issues & Answers 1 WI CE # 6000082636

9/21

1-2p

Nicole Broch, CIC, CISR, PLCS

Personal Lines Coverage Concerns: Annoying But Important 3 WI CE # 6000080480

9/22

8-11a

Scott Treen, CIC

Growing Good Insurance: Using Property & Liability Endorsements to Fortify Farm Risks 3 WI CE # 6000115914

9/27

8-11a

Sam Bennett, CIC, AFIS, CRIS, CPIA

Contracts Agents Should Read 3 WI CE # 6000080507

9/27

12-3p

Terry Tadlock, CIC, CPCU, CRIS

An Hour with Dave: Fast Facts About Flood 1 WI CE # 6000123785

9/28

1-2p

Sam Bennett, CIC, AFIS, CRIS, CPIA

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

9/28

8-11a

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

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

9/29

12-3p

Chris Amrhein, CIC

SEPTEMBER/OCTOBER 2022 [ 30 ]

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

NEW TOPICS ADDED! 3 WI CE CREDITS. LIVE (NOT PRE-RECORDED). NO TEST. NO PROCTOR. Visit the Education tab at piaw.org for a complete list of topics, descriptions, webinar demo and registration. Several approved for Utica credit. Ethics is offered each month. Fee per Webinar: $55 PIAW Member, $70 Non-Member. Includes WI CE fees.

October 2022 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

That’s Personal: Home & Auto Exposures Your Insured Doesn’t Share (and Why That’s Bad) 3 WI CE # 6000080266 Utica Approved

10/4

8-11a

Scott Treen, CIC

Is This Stuff for Real?

Understanding & Insuring Emerging Risks 3 WI CE # 6000080265

10/4

12-3p

Steve Lyon CIC, CPCU, ARM

An Hour with Cathy: Three Commercial Property Insurance Problems and How to Fix Them 1 WI CE # 6000087962

10/5

1-2p

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

Cyber – Evolution, Exposures, Incidents & Insurance 3 WI CE # 6000082637

10/6

8-11a

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

Nailed It: Understanding Insurance Requirements in Construction Contracts 3 WI CE # 6000082634, Utica Approved

10/6

12-3

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

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

10/11

12-3p

Chris Amrhein, CIC

An Hour with Dave: Fast Facts About Flood 1 WI CE # 6000123785

10/12

1-2p

David Thompson, CPCU, AAI, API, CRIS

Autos, Garages and Dealers – Oh My! Knowing the Difference 3 WI CE # 6000102013

10/13

8-11a

Carissa Bonner, ANIS, CRIS

Flood Insurance, FEMA, and the NFIP 3 WI CE # 6000059679

10/25

8-11a

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

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

10/25

12-3p

Terry Tadlock, CIC, CPCU, CRIS

An Hour with Nicole: Homeowners Loss Settlement Issues 1 WI CE # 6000081983

10/26

1-2p

Nicole Broch, CIC, CISR, PLCS

Homeowners in Real Life: Tales of Claims & Coverage 3 WI CE # 6000080508

10/27

8-11a

Nicole Broch, CIC, CISR, PLCS

PIAW.ORG [ 31 ]

EDUCATION DESIGNATIONS AND UPDATES CIC WEBINARS & CLASSROOM

Anyone Can Attend No Exam or Proctor Required for CE 16 WI CE Each – Optional, Virtual Exam the Following Week

OCTOBER 19-20 Commercial Multiline West Bend Mutual

NOVEMBER 9-11 Life & Health

JANUARY 25-26 Personal Lines Webinar

CIC GRADUATE RUBLE WEBINARS & CLASSROOM Exciting update option for CICs, CRMs, and CISRs! 16 WI CE

SEPTEMBER 28-29 Green Bay

DECEMBER 14-15 Webinar

MARCH 8-9 Webinar

CISR WEBINARS Anyone Can Attend 7 WI CE Each

SEPTEMBER 13 Commercial Casualty II

SEPTEMBER 21 Personal Auto

OCTOBER 7

Commercial Casualty I

OCTOBER 27 Personal Residential

CPIA WEBINARS & CLASSROOM

Anyone Can Attend 7 WI CE Each (2 of 7 are Ethics at Webinars) No Exam

SEPTEMBER 8

CPIA 2 – Implement for Success

OCTOBER 5

CPIA 3 – Sustain Success

SEPTEMBER/OCTOBER 2022 [ 32 ]

OCTOBER 12

CLASSROOM – Elkhart Lake CPIA 2 – Implement for Success PIA Members received ½ off if attending Engage 2022

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. Are you ready to challenge yourself?

Delonne Whipple, CIC, CISR Musty-Barnhart Agency Inc Ellsworth, WI

Brittany Bellini, CISR Vizance, Inc. Hartland, WI

Joseph Wollner, CIC North Risk Partners Rochester, MN

Shelly Bladl, CISR Rural Mutual Insurance Madison, WI

Kyle Zierer, CIC Rural Mutual Insurance Madison, WI

NEW CISR Elites

Brittni Baker, CIC, CISR Bob Schuchardt Insurance Agency Inc Fond du Lac, WI

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

Zachary Kaiser, CIC The McClone Agency Inc Sheboygan, WI

Alexander Fiel, CISR Elite SECURA Insurance Neenah, WI

Buck Krueger, CIC, CISR Cottingham & Butler Madison, WI

Christine Howard, CISR Elite Vizance, Inc. Hartland, WI

Daniel Ludwig, CIC, CPCU, ARM, CRIS, AU-M, AINS Liberty Mutual Insurance Waukesha, WI Amy Sobotta, CIC TRICOR, LLC Arcadia, WI Aaron Weidenbaum, CIC, CISR, CPIA, AIS American Advantage - TU Agency Milwaukee, WI

NEW CISRs

The CISR Program empowers outstanding individuals to provide exceptional customer service. Join the many thousands of insurance professionals who have already experienced the benefits.

Jaclyn Alverson, CISR Novak Agency, Inc. Kewaunee, WI

PIAW.ORG [ 33 ]

Lynn Brickey, CISR Acuity Sheboygan, WI Nicholas Ferrell, CISR Dwight Swanstrom Company Duluth, MN Madeline Johnsrud, CISR Ansay & Associates LLC Manitowoc, WI Beth Klute, CISR McNeely Insurance Agency, LLC Spencer, WI Julie Newville, CISR Dwight Swanstrom Company Duluth, MN Steve Seiler, CISR Client First Insurance Agency, Inc. West Bend, WI Jennifer Strouf, CISR Acuity Sheboygan, WI

Young Professionals Insurance Network Kick-Off Party On July 20th, insurance professionals gathered at the rooftop of Bottle House 42 in Milwaukee to enjoy food, drinks and to celebrate the launch of PIA’s rebranded young professionals’ organization. Rooted in three pillars: connection, development, and support, the Young Professionals Insurance Network (YPI Network) welcomes all young professionals looking for professional development, networking opportunities and fun!

The event was a huge success, with attendees in all areas of insurance attending to hear about YPI Network’s mission and future goals.

If you or someone at your agency is interested in learning more about YPI’s mission and future events, visit www. piaw.org/YPINetwork and follow along on Facebook & LinkedIn. YPI Network caters to insurance professionals who are young in age or career, and also those exploring a potential career in the insurance industry.

SEPTEMBER/OCTOBER 2022 [ 34 ]

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Eye On the Law continued from page 13 • Word processing and data entry • Assisting with mail • Accepting payments on existing policies that are made in the office in situations in which there are no coverage discussions This is not intended as a comprehensive list of permitted activities, and there are certainly other activities that a CSR or other unlicensed employee may engage in without holding an intermediary license. There are also ways of engaging in these activities that would likely require a license or as we call them the “don’ts”: Don’ts: • Answering the phone and accepting information that could bind coverage.

• Signing a certificate of insurance.

• Scheduling an appointment and urging the person to purchase a particular kind of insurance (for example, telling someone they need automobile insurance or life insurance) • Offering advice to a customer concerning substantive benefits, terms, or conditions of a policy.

The activities of an unlicensed CSR or employee must be performed on behalf of a licensed intermediary. The licensed intermediary supervising the unlicensed employee must make sure the employee is adequately trained and aware of the limits on his or her ability to act on behalf of the licensed intermediary.

It is difficult for an unlicensed CSR or employee to perform strictly administrative and clerical functions when the customer has access to the unlicensed CSR or employee by phone, email, or in person. Eventually, the unlicensed CSR or employee is going to be asked about coverage or a claim. This is where it is important for you to have trained your unlicensed employees to refer the customer to a licensee before engaging in activities that would require the employee to be licensed.

Of course, all of these issues go away if your CSRs are licensed. However, if you have unlicensed employees and you are uncertain whether the activities of such employees are permissible, it is best to discuss the situation with an attorney with experience handling insurance licensing or by calling the PIA Hotline.

Life & Health Webinar

This information is provided for the convenience of PIAW members, but cannot be construed as legal advice. Members of PIAW may call toll free (844) 672-1221, or email their questions to insurancehotline@axley.com, to work with an attorney and receive legal information specific to your situation.

Self-Funding, the Numbers Behind the Numbers

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Life & Health Webinar 2 WI CE

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2 WI CE

July 14 • 9–11AM

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INSTRUCTOR

Sales 2 WI CE March 15 Annuity • 9–11AM 2 WI CE JulySMITH 14 • 9–11AM MICHAEL DAVID GRUNKE CHC, RHU, CHHC

David Grunke, CHC, CHU, ChHC LUTCF, CLTC, LACP CPS

OCTOBER 26 8 – 12 (4 WI CE) | 1 – 2 (1 WI CE)

Life & Health Webinar

SIGN UP TODAY! WWW.PIAW.ORG/PIA-LIFE-HEALTH-FOCUS/ SEPTEMBER/OCTOBER 2022 [ 36 ]

INSTRUCTOR

INSTRUCTOR

UPCOMING EVENTS

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

OCTOBER SEPTEMBER

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.

8 CPIA 2 / Implement for Success (7 WI CE, 2 of 7 Ethics) 13 CISR Commercial Casualty II (7 WI CE) 14 Life & Health Focus / Employee Benefit Trends (2 WI CE) 21 CISR Personal Auto (7 WI CE) 28-29 CIC Graduate Ruble – Green Bay (16 WI CE, 4 Optional Ethics) 5 CPIA 3 / Sustain Success (7 WI CE, 2 of 7 Ethics) 7 Commercial Casualty 1 (7 WI CE) 12 CPIA 1 Position for Success – The Osthoff, Elkhart Lake (7 WI CE) 12-13 ENGAGE 2022 – The Osthoff, Elkhart Lake 19-20 CIC Commercial Multiline – West Bend (16 WI CE) Mandatory Annuities Training (4 WI CE) 26 41 Hour Hour Mandatory Annuities Training (1 WI CE) 27 CISR Personal Residential (7 WI CE)

PIAW.ORG [ 37 ]

DIRECTORY

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. 6401 ODANA ROAD | MADISON, WI 53719 | WWW.PIAW.ORG PHONE: 608-274-8188 | TOLL FREE: 800-261-7429 | FAX: 608-274-8195

officers

Directors

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

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

Mitch Tarras Nett Insurance Agency LLC 607C Eastern Ave. Plymouth, WI 53073 (920) 893-3252 mitch@bwoinsurance.com

Jeff Glass, CPIA Past President Liaison AF Glass Insurance Agency, Inc. PO Box 1149 Lake Geneva, WI 53147 (262) 248-5555 jglass@glassinsurancecenter.com

Julie Ulset, CPIA Immediate Past President Grams Insurance Agency Llc PO Box 336 Edgerton, WI 53534 (608) 884-3304 julset@gramsinsurance.com

Ann Linstroth, CISR, PWCAM Fidelis Insurance Services 840 Lake Avenue, Ste. 101 Racine, WI 53403 (262) 456-0463 annl@trustfidelis.com

Michael Winstanley Winstanley Insurance Agency Inc. 3044 S. 92nd St. West Allis, WI 53227 (414) 425-6914 mdw@mdwinstanley.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

Bob Wolfgram Wolfgram Insurance Agency PO Box 122 North Prairie, WI 53153 (262) 349-9605 bob@wolfgraminsurance.com

Steve Clements, CPIA Vice President Clements Insurance Agency 151577 King Fisher Ln. Wausau, WI 54401 (715) 842-1664 steve@clementsagency.com Lacey Endres, CIC Treasurer M3 Insurance, Inc. 828 John Nolan Dr. Madison, WI 53713 (608) 288-2874 lacey.endres@m3ins.com Jon M. Strom Secretary Image of Wisconsin PO Box 600 St. Germain, WI 54558 (920) 723-1209 jon@imageofwi.com

Staff

Tracy Sabol Midwest Insurance Group, LLC 2574 Sun Valley Drive Ste 205 Delafield, WI 53018 (262) 646-5777 tracy.sabol@midwestinsurancegroup.com

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

Shirley Faherty Office Manager/Bookeeper sfaherty@piaw.org

Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

Becca Bredeson Administrative Assistant bbredeson@piaw.org

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

Natalie White Communications Director nwhite@piaw.org

SEPTEMBER/OCTOBER 2022 [ 38 ]

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It shouldn’t take your customer’s roof disappearing in a matter of seconds to find out who you can count on.

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