June 2017 Wisconsin Independent Agent Magazine by Independent Insurance Agents of Wisconsin

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INDEPENDENT AGENT JUNE 2017

Where do Insurance Agencies go when they need Insurance? ProtectYourAgency.com 2017 ANNUAL CONVENTION RECAP INSIDE PAGE 10

We know what it took to build this business. And we know what it takes to protect it. Underwriters who know and understand what coverages are necessary to protect the business. Loss prevention professionals who use a hands-on approach to help develop programs tailored to the individual business. Claim reps with the expertise and technology to process claims quickly and eďŹ&#x20AC;iciently. As an OďŹ&#x20AC;icial Supplier of the Silver LiningÂŽ, you and West Bend will find the right insurance plan for your valued customers. To find out more, talk to your West Bend underwriter.

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INDEPENDENT AGENT JUNE 2017 Eric Schwartz, Editor

Open Door Policy Protect Your Agency. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 Government Affairs Finance Committee Votes to Preserve LIRC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 2017 Annual Convention. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

On The Cover…

Commentary From Counsel Recall Insurance. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22

Where do agencies go when they need insurance? Right here! Designed by agents for agents, our Insurance products and services are administered and serviced locally by the professional staff of the IIAW. We don’t just offer you a policy; we offer you a comprehensive program with exceptionally low pricing along with risk management and consultative services. Find out more at our new Insurance Services website, ProtectYourAgency.com.

Industry Business How On-Demand Insurance Will Shake Up the Industry . . . . . . . . . . . . . . . . . . . . . . . 25 Technology Young Agents Want the Tech Tools Needed to Compete. . . . . . . . . . . . . . . . . . . . . . 26 Virtual University Ask an Expert: Certificates of Insurance. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28 Sales 7 Sales Best Practices Learned from Professional Speaking. . . . . . . . . . . . . . . . . . . 30 Industry Service Moving Into Mentorship. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32 Agency Management How to Create Automated Workflows Using Microsoft Flow. . . . . . . . . . . . . . . . . . . 35 Errors & Omissions Work Orders: 3 Workers’ Comp-Related E&O Exposures . . . . . . . . . . . . . . . . . . . . . . 37 Marketing What is the Ultimate Guerilla Marketing Tactic? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38 Members in the News. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40 Independent Insurance Agents of Wisconsin 725 John Nolen Drive, Madison, Wisconsin 53713 Phone: (608) 256-4429 or (800) 362-7441 ■ Fax: (608) 256-0170 ■ Web: www.iiaw.com Executive Vice President - Matt Banaszynski 2016-2017 Executive Committee President....................................................... Matt Weimer Diversified Insurance Solutions - 100 North Corporate Dr., #100, Brookfield, WI 53045 President-Elect................................. Lise Meyer Kobussen Meyer Insurance - P.O. Box 633, Sauk City, WI 53583 Secretary-Treasurer............................................ Jason Bott Robertson-Ryan & Associates - 330 East Kilbourn Ave., Milwaukee, WI 53202 Chairman of the Board.................................. Steve Leitch Leitch Insurance - P.O. Box 85, River Falls, WI 54022 State National Director ................................Linda Steiner 2016-2017 Board of Directors Mike Ansay, Ansay & Associates 101 East Grand Ave. #11, Port Washington, WI 53704 Cindy Burns, Burns Insurance 500 South Central Ave., Marshfield, WI 54449 Gerald Couri, Couri Insurance 379 West Main Street, Waukesha, WI 53186 Jack Demski, Ansay & Associates 101 East Grand Ave. #11, Port Washington, WI 53074 Ryan McClone, McClone Agency 150 Main St. Suite 102, Menasha, WI 54952 Marc Petersen, American Advantage-Petersen Group 15171 W. National Ave., New Berlin, WI 53151 Jack Riesch, R&R Insurance Services P.O. Box 1610, Waukesha, WI 53187-1610 Pam Utpadel, Universal Insurance Advisors 100 West Lawrence St. Suite 313, Appleton, WI 54911 Darrel Zaleski, Spectrum Insurance Group 4233 Southtowne Drive, Eau Claire, WI 54701 WISCONSIN INDEPENDENT AGENT

> A DVERTISERS & INFORMATION

2016-2017 Committee Chairs

AAA Wisconsin................................................. 42

Agency Services ............................................Kim Dandrea M3 Insurance - N19 W24200 Riverwood Dr., Waukesha, WI 53188

Acuity Insurance............................................. 43

Automation/Technology ...............Cathleen Christensen Hierl Insurance - P.O. Box 949, Fond du Lac, WI 549360949 Emerging Leaders ...........................................Jack Demski Ansay & Associates - 101 East Grand Ave. #11, Port Washington, WI 53074 Employee Benefits.......................................... Mike Farrell David Insurance - 1300 South Green Bay Rd., Racine, WI 53406 Government Affairs .......................................Skip Hansen Diversified Insurance Solutions - 100 North Corporate Drive #100 Brookfield, WI 53045 Carrier Relations ......................................... Kevin Murray Johnson Insurance Services - 525 Junction Road, Madison, WI 53717 Marketing & Membership Development .......... Jeff Thiel R&R Insurance Services - P.O. Box 1610, Waukesha, WI 53187-1610 Technical...............................................Timothy Kakuska Robertson-Ryan & Associates - P.O. Box 547, La Crosse, WI 54602-0547

AmTrust North America................................... 24 Badger Mutual................................................. 33 Berkshire Hathaway/Guard............................... 9 Burns & Wilcox.................................................. 4 EMC Insurance................................................. 29 ePayPolicy........................................................ 8 IIAW 2017 Prelicensing Classes........................ 36 IIAW Online CE................................................. 34 Leadership Conference......................Back Cover Partners Mutual.............................................. 33 Pekin Insurance............................................... 39 Robertson Ryan & Associates.......................... 23 The IMT Group................................................. 27 West Bend......................................................... 2 Western National . ............................................ 4 JUNE 2017 | 3

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OPEN DOOR POLICY

PROTECTING YOUR AGENCY Independent agency owners have built successful businesses around mitigating and managing the risks of their clients. Agencies provide peace of mind to their customers by, in the event of a catastrophe, protecting what’s important to them.

We know that managing your agency’s risk may not always be a priority and that’s why we’re here. We understand agents because we are agents. With our finger on the pulse of what’s happening in the insurance industry, we have years of experience on the front line and can get to know your agency in ways an underwriter never could. We’re not just selling insurance policies, but hands-on risk management services, consultation, and peace of mind! As your agency seeks solutions to challenges and opportunities, turn to the IIAW. We offer a comprehensive program supported by experienced staff and valuable resources to help you protect your most valuable assets... your agency and book of business! In our continual quest to provide your agency with an arsenal of tools and resources to combat against an E&O, cyber or EPLI claim, we created ProtectYourAgency.com, a robust, interactive website that educates and empowers everyone in an agency — from owners to producers to CSRs. Mallory Cornell, the IIAW’s new Director of Risk Management, manages the website and leads a team of experienced professionals at the IIAW. We wanted to do something that hasn’t been done in the agency professional liability space — offer our policyholders and prospective clients a comprehensive risk management solution to their agency’s challenges. ProtectYourAgency.com will offer best practices materials, risk alerts, claims data, blog postings, and more. Mallory will analyze the data, access the nation’s top defense attorney’s, claims staff and industry professionals, and deploy best practices resources to assist your agency in mitigating future claims. Understanding how E&O claims originate can provide direction about how to focus risk management efforts. See the graphs on this page for common types of errors and claims frequency. > Matt Banaszynski is the Executive Vice President of the Independent Insurance Agents of Wisconsin. Contact him at matt@ iiaw.com.

To learn more about IIAW’s risk management and consultative services, please visit ProtectYourAgency.com, or better yet, contact Mallory Cornell at Mallory@IIAW.com.

WISCONSIN INDEPENDENT AGENT

JUNE 2017 | 5

GOVERNMENT AFFAIRS

The legislature’s Joint Finance Committee voted to reject Governor Walker’s budget provision that would have eliminated the three-person Labor and Industry Review Commission (LIRC). The LIRC is an independent state administrative agency that provides a secondary review of the employment law decisions of administrative law judges in cases involving Unemployment Insurance, Worker’s Compensation (WC), and Equal Rights. The agency has existed in some form the state, opposed the elimination of LIRC an independent panel at the Division of or another for more than a century and altogether citing an analysis from the Worker’s Compensation where staff have the arguably has done a reasonably good job of nonpartisan Legislative Fiscal Bureau that professional expertise and knowledge of WC carrying out its core function. said eliminating LIRC would likely lead to law. The original budget proposal would have Governor Walker proposed eliminating increased litigation costs for businesses and had these cases reviewed individually by the LIRC and moving its functions to other employees. Division Administrator at the Division of state agencies as part of his broader effort In a memo to the Finance Committee, Hearings and Appeals. to reduce costs for taxpayers and streamline NFIB stated that getting rid of the agency Although the Joint Finance Committee state government. The insurance industry, will “create uncertainty and produce delays rejected the compromise plan, it’s fair to upon learning about the proposed changes, when LIRC provides employers, especially point out that this could be a more stable, took a keen interest in it because of the small employers, with a neutral, efficient long term solution for all stakeholders often complex and historical nature of quasi-judicial forum where all parties are involved in WC, especially if the debate over WC. Some in the business community, like provided a fair opportunity to be heard, the need for LIRC continues on in the current Wisconsin Manufacturers and Commerce, and where all proceedings are carried out and future state budgets deliberations. believe that LIRC has not been properly according toWe thealso requirements the process The happening LIRC compiles statistics on its case We’re there for you when accidents happen. believe inofstopping them from at all. interpreting the law particularly in cases consistent with the history of LIRC and handling and decisions on an annual basis. Our specialized coverage comes with an extensive set of risk management tools to keep your customer’s related to unemployment insurance appeals. intent of the Legislature.” For an interesting breakdown on the most running smoothly. Be confi in say yourthat coverage with thoughtful advice from riskstatistics, control you can find them at However, the business Joint Finance Committee It’sdent fair to these private sector recent 2016 rejected the change and voted 12-4 to to keep concerns, along with designed the lack ofspecifi any strong lirc.wisconsin.gov/pdf/2016 specialists and access exclusive safety resources cally for your customer’s industry. STATS.pdf. the commission. evidence that a problem exists under The issue is still not finalized. The Joint The committee did vote to cut about eight the current review process, may have Finance Committee ToLIRC discuss agency positions from thatan had been appointment, left contributed to the committee’s decision to continues to meet give usthe a call at 888-5-SOCIETY vacant. In addition, Finance Committee ultimately keep the commission intact, at weekly and vote on also requestedorthat Chief Justice of the least for now. parts of the state visitthe societyinsurance.com. state Supreme Court conduct a review of Other groups worked diligently in support budget. Once the LIRC decisions to see if they comply with of a “compromise” plan specifically with committee has put its state law and submit results of the review to the sole objective to ensure a proper review rubber stamp on the the Governor and Joint Finance Committee process for all WC appeals. The IIAW joined a bill, it then goes to the by July 1, 2018. It remains unclear how and diverse coalition of organizations, including Senate and Assembly for > Misha Lee is Owner/ if the Chief Justice will be able to fulfill such our industry partners at the Wisconsin further modifications Founder of Lee Government Relations, a request. Insurance Alliance, to back a compromise and debate where the LLC and lobbyist for Some organizations like the National plan that would have dissolved LIRC. Part issue of eliminating the IIAW. Follow Lee Federation of Independent Businesses of the compromise involved allowing the LIRC may come back Government Relations on Twitter@mishavlee. (NFIB), representing small employers across review of WC appeals to be conducted by for reconsideration.

Putting out fires before they start. Small detail. Big difference.

WISCONSIN INDEPENDENT AGENT

JUNE 2017 | 7

Advertorial

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With a background in premium finance, cofounder Todd Sorrel emphasized the need for full transparency. “We don’t force our customers into long-term contracts or surprise them with hidden fees,” Sorrel said.

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The company is endorsed by a number of IIAB’s state associations to ensure agents and brokers stay competitive, fulfilling its promise to serve independents.

the ability to accept ACH and credit cards through a custom, company-branded web portal.

Recently, ePayPolicy became fully-integrated with Vertafore’s FinancePro and AIM solutions, with more integrations in the works.

“The platform is simple,” said co-founder Milan Malkani. “We built a web-based solution usable by anyone, anywhere, on any device.”

They are bringing the reality of end-to-end management solutions to the entire insurance industry.

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> 2017 ANNUAL CONVENTION

2017ANNUAL CONVENTION #NOTYOURFATHERSTRADESHOW

David Spade (with an assist from Kevin Farley) was the headliner at our 2017 Independent Insurance Agents of Wisconsin Annual Convention but the real stars of the show were all the independent agents, company personnel, exhibitors, featured speakers, and guests who joined us at this year’s event. Thank you to everyone who attended to make this convention memorable and successful. The convention kicked off on Wednesday morning with four diverse sessions: the Auto-Tech Open Forum (moderated by members of the AutomationTechnology Committee); Becoming a Person of Influence (with Brent Kelly); Federal Health Care Reform: Now What? (with Dave Grunke); and Legal Risk of an Agency’s Website (with IIAW General Counsel Josh Johanningmeier). Thank you to Midwest IT for its $750 donation for the cash giveaways at the end of the CE sessions. We also are grateful to the following sponsors: Ansay & Associates (beverage station), Arlington/Roe (working lunch), Auto-Owners (breakfast table), Diversified Insurance Solutions (breakfast table), Emergency Fire & Water (coffee station), Germantown Mutual (food station), Liberty Mutual (charging station), SECURA (beverage station), SFM Insurance (food station), Society Insurance (food station), Spectrum Insurance Group (coffee station), and UW-Madison (CEO Panel). The morning sessions segued into the Opening General Session. Skip Hansen honored the military veterans in attendance and asked them to step forward for recognition. Then IIAW President Matt Weimer introduced the keynote speaker, Artell Smith. In his 30-year career, Artell has worked for four industry leaders, including ExxonMobil, Fidelity Investments, Hewitt Associates, and Aon plc. Smith gave a compelling and thought provoking presentation about how technology is changing the way people do business. His main premise is that the insurance industry can grow and prosper by getting in front of the next technology tidal wave. Artell’s speech was followed by three more afternoon sessions: Insurtech: Disruption & Innovation in Our Industry (with Ryan Hanley), Tools and Resources To Grow Your Benefits & P/C Books (with Aflac), and Autonomous Vehicles (with Charlie Kingdollar). The return of the CEO Panel was the bestattended event of the convention. The company executives – Ben Salzmann (Acuity President & CEO), Dave Gross (SECURA President and CEO), and Paul Mueller (Regional President of

10 | JUNE 2017

The Hanover Group) – answered questions from moderator Matt Banaszynski, IIAW Executive VP, and fielded a few questions from the audience. The lively 75-minute CEO Panel was a great lead-in to the Convention Showcase with the New-York themed exhibit hall, food and beverages. Projected images of skyscrapers on the wall, city sounds, streetlights, and park benches added to the ambience of the exhibit hall with our 85 fantastic vendors. The IMT Group sponsored the ever-popular $100 giveaway every five minutes and super door prizes were awarded to many lucky winners. Thanks to all the great companies that generously donated prizes. Wednesday’s festivities closed with a world-class comedy show, a first for the annual convention. Kevin Farley, a Madison native, opened the show with a solid set and a nod to his brother, Chris Farley. When someone yelled out ‘Tommy Boy’ from the audience, Kevin smiled and said, “Yeah, that one’s stood the test of time.” Then Saturday Night Live alum David Spade took the stage to Led Zeppelin’s ‘Whole Lotta Love.’ Wearing a hat that read ‘Girls Just Want To Have Fun,’ Dave prowled the stage and delivered a set that the actor and comedian is known for. A big thank you to our Exclusive Company Sponsors who sponsored the comedy show! At Thursday’s annual awards breakfast and business meeting, the following members received honors: Steve Leitch, Leitch Insurance (Raymond “Skip” Hansen Agent of the Year); Ryan Waite, Neckerman Insurance (Emerging Leader of the Year); Nick Marino, SFM Insurance (Industry Representative of the Year); Pam Utpadel, Universal Insurance Advisors (Employee Benefits Agent of the Year); Mike Ansay, Ansay & Associates (Government Affairs Agency Leader of the Year); and Jack Demski, Ansay & Associates (Committee Chair of the Year – Emerging Leaders). Association President Matt Weimer (Diversified Insurance Solutions) received the President’s Award for his great work during the year. Bernie Rosauer and Tad Cleveland, representatives from the Wisconsin Compensation Rating Bureau, accepted an honor on behalf of the company’s 100th year in business. Jerry Couri (Couri

Insurance) and Jack Demski received Noble Eagle Awards for their service on the IIAW Board of Directors. Dan Keyes, Jim Pauly and Bill Reeves received E.J. Tapping Lifetime Achievement Awards for their incredible careers in the industry. The convention wrapped up with two sessions: Walking Risk Management Tour (presented by Todd Davis) and Navigating Medicare (presented by WPS Insurance). New members of the 2017-18 IIAW Board of Directors include: Chad Tisonik, HNI (3-year term) and Ryan Waite, Neckerman Insurance (1-year term as the Emerging Leaders Committee Chair). Darrel Zaleski, Spectrum insurance, was renominated to serve another 3-year term. They join current Board members: Mike Ansay, Cindy Burns (Burns Insurance), Ryan McClone (McClone), Marc Petersen (American Advantage), Jack Riesch (R&R Insurance), and Pam Utpadel. The 2017-18 Executive Committee is: Matt Weimer, Chairman of the Board; Lise Meyer Kobussen (Meyer Insurance), President; Jason Bott (Robertson Ryan), President-elect; Chris Costakis (Avid Risk Solutions), Secretary-Treasurer; and Steve Leitch, State National Director. Steve replaces Linda Steiner as the State National Director. Linda performed her duties admirably and we thank her for her service. The IIAW Exclusive Company Sponsors are: AAA Wisconsin, Acuity Insurance, Burns and Wilcox, Integrity Insurance, Liberty Mutual, Motorists Insurance Group, Progressive Insurance, SECURA Insurance, Sentry Insurance, SFM Insurance, Society Insurance, The Hanover Insurance Group, The IMT Group, Travelers Insurance, and West Bend Mutual Insurance. Thank you for your generous support of the annual convention and all Association events! The 119th annual state convention is scheduled for May 9 and 10, 2018, at the Madison Marriott West in Middleton, Wisconsin. For more about the convention please see the photos on the following pages and our home page. To view the photos, go to IIAW.com, Events and then 2017 Annual Convention. You can also check out facebook.com/IIAofWI. WISCONSIN INDEPENDENT AGENT

 Ryan Waite’s great work on the Emerging Leaders Committee and his dedication to the IIAW earned him the Emerging Leader of the Year award. Ryan (accepting the award from IIAW President Matt Weimer) will chair the Emerging Leaders Committee next year and serve a one-year term on the board of directors.

 Before the show there was a meet and greet with David Spade and Kevin Farley. Lori Leitch and Steve Leitch pose with David. Steve served as the IIAW Chairman of the Board this year. Next year he takes on a new role as the State National Director. WISCONSIN INDEPENDENT AGENT

IIAW ANNUAL CONVENTION

 David Spade entertained the convention crowd on Wednesday night. He started his set by reviewing the convention schedule.

 Kevin Farley opened the Wednesday night comedy show with big laughs.

JUNE 2017 | 11

> 2017 ANNUAL CONVENTION

Bill Reeves, the longtime COO of Society Insurance, received the E.J. Tapping Lifetime Achievement Award during Thursday’s annual awards breakfast.

Keynote speaker Artell Smith presented “Creating Growth and Prosperity for Our Organizations: Getting in Front of the Next Tech Tidal Wave.”

Exhibitor Madison Mutual Insurance

Matt Weimer wiith Pam Utpadel, Employee Benefits Agent of the Year.

Mike Ansay (right) accepted the Government Affairs Agency Leader of the Year Award from Matt Weimer.

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WISCONSIN INDEPENDENT AGENT

IIAW Executive VP Matt Banaszynski presented the President’s Award to Matt Weimer for his service as the 2016-17 IIAW President.

IIAW ANNUAL CONVENTION

IIAW President Matt Weimer (left) and Steve Leitch, the Raymond “Skip” Hansen Agent of the Year.

Steve Leitch with Mike Farrell, Employee Benefits Agent of the Year.

Exhibitor Arlington Roe Insurance

CNA Insurance took it to the next level by incorporating the New York theme into their own booth.

Representatives from Auto-Owners Insurance accepted special recognition for the company’s 100th year in business. On Wednesday afternoon, Ryan Hanley of TrustedChoice.com presented “Insurtech: Disruption & Innovation In Our Industry.” WISCONSIN INDEPENDENT AGENT

JUNE 2017 | 13

> 2017 ANNUAL CONVENTION

Exhibitor Amerisafe Insurance

Exhibitor QBE Insurance

Seeing double. Brent Kelly presented “Becoming a Person of Influence” on Wednesday morning.

Exhibitor WPS Health Insurance

Motorists Insurance Group – Exclusive Company Sponsor exhibitor

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WISCONSIN INDEPENDENT AGENT

Liberty Mutual Insurance – Exclusive Company Sponsor exhibitor

IIAW ANNUAL CONVENTION

Exhibitor Aflac Insurance

It was a full house for the CEO Panel. Logan Productions provided the audio, lighting and set for the CEO panel, keynote address and comedy showcase.

Wednesday’s CEO Panel filled the Marriott’s large conference hall. IIAW Executive VP Matt Banaszynski (right) moderated the event which included from left: Ben Salzmann, Acuity President & CEO; Dave Gross, SECURA President & CEO; and Paul Mueller, Regional President of The Hanover Group. WISCONSIN INDEPENDENT AGENT

JUNE 2017 | 15

> 2017 ANNUAL CONVENTION

The 2017-18 IIAW Board of Directors was sworn in by outgoing Chairman Steve Leitch. From left: Ryan McClone, McClone Insurance; Pam Utpadel, Universal Insurance Advisors; Jack Riesch, R&R Insurance; President-elect Jason Bott, Robertson Ryan & Associates; Chairman Matt Weimer, Diversified Insurance Solutions; President Lise Meyer Kobussen, Meyer Insurance; Secretary-Treasurer Chris Costakis, Avid Risk Solutions; Chad Tisonik, HNI; Ryan Waite, Neckerman Insurance; Darrel Zaleski, Spectrum Insurance Group; and Cindy Burns, Burns Insurance. Not pictured: Mike Ansay, Ansay & Associates; and Marc Petersen, American Advantage-Petersen Group. Dan Keyes, president and CEO of Wisconsin Mutual Insurance, received the E.J. Tapping Lifetime Achievement Award.

Exhibitor Auto-Owners Insurance

Katie Goswitz, IIAW Events & Education Coordinator, with a couple of guys.

Before Artell Smithâ&#x20AC;&#x2122;s keynote speech, Skip Hansen recognized all veterans and asked the veterans in attendance to step forward.

16 | JUNE 2017

WISCONSIN INDEPENDENT AGENT

Mary Morrison, IIAW Administrator of Insurance Services, and Kim Kramp, IIAW Accounting Supervisor.

IIAW ANNUAL CONVENTION

West Bend Mutual Insurance – Exclusive Company Sponsor exhibitor

Travelers Insurance – Exclusive Company Sponsor exhibitor

AAA Wisconsin – Exclusive Company Sponsor exhibitor

Acuity Insurance - Exclusive Company Sponsor exhibitor WISCONSIN INDEPENDENT AGENT

JUNE 2017 | 17

> 2017 ANNUAL CONVENTION

Progressive Insurance – Exclusive Company Sponsor exhibitor

Nick Marino, SFM Insurance, Industry Representative of the Year, with Matt Weimer.

Even Leitch (left) happily accepts $100 from Bruce Prince of The IMT Group in the exhibit all. The IMT Group awarded $100 every five minutes to a group of lucky winners.

SFM Insurance – Exclusive Company Sponsor exhibitor

Jim Pauly received the E.J. Tapping Lifetime Achievement Award from IIAW President Matt Weimer. Jim has served as the General Counsel at West Bend Mutual Insurance for 29 years.

18 | JUNE 2017

WISCONSIN INDEPENDENT AGENT

Patricia Andree of the IIAW Automation-Technology Committee leads the always popular Auto-Tech Open Forum.

IIAW ANNUAL CONVENTION

Integrity Insurance â&#x20AC;&#x201C; Exclusive Company Sponsor exhibitor

Jack Demski (with Matt Weimer) earned the Committee Chairman of the Year Award for his work on the Emerging Leaders Committee.

Another view of the exhibit hall. WISCONSIN INDEPENDENT AGENT

JUNE 2017 | 19

> 2017 ANNUAL CONVENTION

A group from Diversified Insurance Solutions attended the annual awards breakfast to support their friend and colleague Matt Weimer (3rd from right). Matt did an incredible job during convention acting as host and presenter. He is the outgoing IIAW President and will serve next year as the chairman of the board.

Bernie Rosauer and Tad Cleveland (with Matt Weimer) of the Wisconsin Compensation Rating Bureau accepted special recognition for the company’s 100th year in business.

SECURA Insurance – Exclusive Company Sponsor exhibitor

Burns & Wilcox – Exclusive Company Sponsor exhibitor

20 | JUNE 2017

WISCONSIN INDEPENDENT AGENT

IIAW ANNUAL CONVENTION

The exhibit hall featured a New York theme with park benches, trees, city sounds and street food.

Jack Demski received the Noble Eagle Award for his service on the IIAW Board of Directors. Not pictured: Jerry Couri also received a Noble Eagle Award.

The Hanover Insurance Group – Exclusive Company Sponsor exhibitor WISCONSIN INDEPENDENT AGENT

Society Insurance – Exclusive Company Sponsor exhibitor

JUNE 2017 | 21

COMMENTARY FROM COUNSEL

RECALL INSURANCE: IT MAY COMPLEMENT YOUR CLIENTS’ INSURANCE PORTFOLIOS Product recall insurance is fast-becoming an important tool in the insurance portfolios of many companies across a variety of industries. In recent years, U.S. federal government agencies with the authority to order recalls have stepped up their enforcement and monitoring efforts, resulting in a significant uptick in recall events. This is good news from a product safety standpoint, but naturally carries business consequences. At best, a product recall can create significant disruption to a business as employees are pulled away from their daily responsibilities to deal with recall logistics. A product recall can also cause serious damage to a company’s reputation and an ill-timed recall may even force a company into bankruptcy. Due to the increased frequency and potential costs of recalls, it is important to be aware of the types of recall policies available to your clients in their industries. This article provides a brief overview of the basics of recalls and recall insurance policies.

Product Recalls Several federal agencies (and some state agencies as well) have the authority to require recalls. Two separate agencies are authorized to compel recalls of food products sold in the United States: the U.S. Food and Drug Administration (FDA) and the U.S. Department of Agriculture (USDA). The FDA oversees food and drugs for human and/ or animal consumption while the USDA monitors meat, poultry and eggs. Another federal agency, the National Highway Traffic Safety Administration (NHTSA), has the power to order recalls of motor vehicles that pose

22 | JUNE 2017

safety risks. Most other types of product— from baby toys to cookware to electronics— are regulated by the Consumer Product Safety Commission (CPSC).

concern for manufacturers, importers, distributors, and retailers. But product recall insurance remains a relatively new and nonstandardized form of coverage.

Although each agency has its own procedure for conducting recalls, most product recalls involve similar characteristics. For example, when a product is identified for recall, the company (or companies) deemed responsible for the issue with the product (whether that be the manufacturer, importer, distributor, or retailer) must investigate the issue and provide documents and data establishing, with specificity, the cause of the problem. After the issue with a product has been identified, the company typically works with the agency to form a plan for how the recalled products will be located, collected, and remediated or removed from use. As you can imagine, the process and logistics of tracking down recalled products after they have been sold into the marketplace can be difficult and expensive. In recent years, Congress has beefed up the authority of the CPSC and the FDA, leading to more aggressive enforcement activities.

Traditional types of insurance policies, including commercial general liability (CGL), errors and omissions (E&O), and first-party insurance policies, may provide coverage for some costs associated with product recalls. But these policies are not designed to cover recall expenses and, accordingly, these policies tend to contain significant limitations on coverage for recalls and other product issues.

Recall Coverage Since the Tylenol tampering scandal in the 1980s, product recalls have been a major

Today, insurers offer policies that are specifically designed to cover at least some of the risk associated with product recalls. One type of recall policy, product contamination insurance (PCI), typically provides coverage for accidental contamination, malicious tampering, and product extortion. Accidental contamination insurance is designed to provide coverage for non-intentional contamination occurring during processing or manufacturing when the use or consumption of the product at issue has resulted in (or may result in) bodily injury or property damage. Malicious tampering coverage, in contrast, offers protection relating to the WISCONSIN INDEPENDENT AGENT

COMMENTARY FROM COUNSEL

intentional or malicious adulteration of a product which renders the product unsafe for use or consumption. Product extortion insurance covers incidents involving threats of tampering (typically those made for ransom). Although only a few court cases have addressed the scope of PCI coverage, there are a handful of judicial decisions concluding that PCI policies do not supply coverage for suspected or potential contamination—only actual contamination. Due to the popularity of product contamination insurance, insurers also developed specific product recall policies which focus on the potential for injury (instead of the existence of actual contamination or defects). In contrast to PCI policies, most recall policies do not require a policyholder to prove actual damages or contamination. Depending on the nature of your client’s business, adverse publicity and/ or crisis management coverage may also play a valuable role in managing recall-related risk.

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Although the types and scope of recall coverage varies widely from insurer to insurer (and from industry to industry), recall policies typically provide coverage for the major expenses associated with the recall process. These expenses may include advertising and promotional costs associated with announcing the recall, shipping costs to retrieve recalled products, product disposal costs, and product replacement expenses. Some policies also provide coverage for business interruption expenses and/or the costs associated with repairing a damaged reputation after a product recall. In recent years insurers have also developed specialty crisis policies that are designed to address the unique challenges applicable to specific industries. For example, the automobile and life sciences industries are subject to their own stringent regulations. Businesses working in these fields may also encounter unique supply chain considerations when faced with a recall. Specialty crisis policies may also offer ready access to a

team of experts with experience managing recalls which the insured company can use to complete a recall as quickly as possible while mitigating brand damage. These specialty crisis policies may also offer coverage which is excluded from more traditional commercial policies, like economic damages coverage.

Conclusion Recall coverage can serve a critical role in your clients’ insurance portfolios. Any company that designs, manufactures, imports, distributes, or sells physical products should strongly consider whether to obtain recall insurance. Understanding the various types of policies available (and the unique needs of your clients) is crucial to advising your clients regarding their insurance needs. When in doubt about the recall coverage available to your clients, please consider partnering with an agent who specializes in recall coverage or referring your client to > Josh Johanningmeier is the IIAW’s General an agent with Counsel. Call the Legal the appropriate Services Hotline at (877) expertise. 236-1669.

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INDUSTRY BUSINESS

HOW ON-DEMAND INSURANCE WILL SHAKE UP THE INDUSTRY On April 6th, The Wall Street Journal reported that a fintech startup called Trov (“fintech” refers to any technology innovation in the financial services industry) had raised $45 million to bring on-demand services to the property and casualty insurance market. Trov is an interesting case of how digital technology is disrupting traditional insurance markets. Unlike traditional homeowners’ or renters’ insurance, which provides blanket coverage, Trov enables customers to insure individual items “with the swipe of a credit card” and without talking to anyone. At this time, Trov insures only consumer electronics and photography equipment, but they intend “to cover jewelry, sporting goods and other property that can be priced reliably.”

What are the implications to the insurance industry? The CEO, Scott Walchek, sees his company unbundling coverage for single items the way Apple unbundled music albums with iTunes. If that is indeed the case, it would precipitate a disastrous decline in the insurance industry’s total revenue. For comparison, total revenue of the U.S. music industry was $11.8 billion in 2003 when iTunes was introduced. Ten years later in 2012, total revenue had declined to $7.1 billion, down 39 percent. Trov may thrive, but traditional insurers will not. Not surprisingly, Trov’s primary investors are three established insurance companies. While acquiring disruptive startups is an essential part of an overall innovation strategy for any established firm that can afford it, it’s not enough. It’s impossible to acquire all the latest greatest technologies. Companies must drive organic innovation and growth as well. Even Google with tens of billions of dollars of cash on hand for acquisitions is driving innovation internally, too. WISCONSIN INDEPENDENT AGENT

What can insurers (and all of us) learn from this? There are a number of significant hurdles that traditional insurers must clear to succeed at innovation, such as: a Acquiring new skills and capabilities in such things as digital technology and dynamic pricing a Regulatory hurdles a Understanding customer needs One hurdle that is unnecessarily hindering innovation, however, is the misbelief that customers cannot tell us what they want. This misbelief keeps innovation a mysterious hit or miss event when, in fact, it can be executed as a predictable business process. Customers can tell us what they want as long as we ask them what they want to accomplish rather than asking them for solution specifications. A skilled interviewer asking the right questions can easily identify that there is a segment of insurance customers who want to insure only a few items rather than pay more for blanket coverage. The essential questions that every business leader must ask customers to determine are: a Why are you buying our product/service? What does it do for you? a W hat objectives does it enable you to accomplish? a W hat problems does it help you to prevent or resolve? a What metrics do you use to measure success?

Because customers can provide the answers to these questions, companies can uncover important unsatisfied needs, unmet needs that are opportunities for innovation. This is how leading companies are driving innovation and growth. Despite claims to the contrary, consumers’ needs for insurance have not changed much over the decades. People still want to protect themselves from financial loss that could occur from the theft or damage of personal property. What has and will continue to change, however, are the solutions that insurance companies develop to help customers accomplish their objectives. Solutions continually get better and better at satisfying consumers’ needs. The only way for traditional insurers (and all of us) to thrive in this environment of tumultuous change is to relentlessly focus on helping target customers get their tasks done better than the competition. Customers don’t care if the solution is a product, service, or technology; they just want to get their tasks done. As Theodore Levitt pointed out many years ago, every > Urko Wood is the business must president and founder define its purpose of Reveal Growth according to the Consulting. This article was originally published customer needs it in the May 2, 2017, satisfies, not the edition of the Milwaukee solutions it sells. Business Journal.

JUNE 2017 | 25

TECHNOLOGY

YOUNG AGENTS WANT THE TECH TOOLS

NEEDED TO COMPETE AGAINST INSURTECHS With so much attention lavished on InsurTech startups that vow to replace them, young insurance agents feel they are being shortchanged in the race to invest in insurance technology. Just give them the technology tools they need and they will be able to compete with InsurTechs, chatbots and robots, they say. “Technology across the spectrum is a concern,” is how one young agent participating in Insurance Journal’s 2017 Young Agents Survey summarized the feelings of many. (Insurance Journal is Carrier Management’s sister publication.) “We desperately need technology that will make it 10 times faster to do new business and service tasks on commercial and personal lines in order to even remain relevant,” wrote another concerned young agent. “NOBODY is building this for us. All of the fintech is aimed at replacing agents or selling direct by the carriers. If they would spend some of that money making it more efficient for us to sell and service, we could do so.”

For 30-year-old Caroline Pintabone, an account executive at Ahart, Frinzi and Smith, an independent insurance agency with offices in Phillipsburg, N.J., and Alexandria, Va., being able to work remotely one day a week is an ideal fit for work-life balance—something young agents value greatly. However, she is less than satisfied with the industry’s overall approach to technology. “Being able to work remote, that’s great. But as far as the [industry’s] technology itself, everything is super outdated,” she said. On the bright side, Pintabone, who serves as the chair of the New Jersey Young Agents Committee and on the national Big “I” Young

‘Yes, we as an industry have known for a long time that we have to be faster to sense, react and implement solutions. We have to find the best ways to assimilate and increase the ease of doing business, and absolutely InsurTechs are driving the change.’ Ron Berg, executive director of ACT

Insurance Journal’s 2017 Young Agents Survey polled 600 young professionals 40 years old and younger. The annual survey asks young agents for their opinions on the industry, their agencies, their careers as independent agents and technology. The exclusive survey revealed that only 10.2 percent of young agents rate the property/ casualty industry’s use of technology as “excellent,” while nearly half or 47.4 percent rate the use of technology “fair” or “poor.”

Agents Committee, has seen progress in the past year in carrier mobile apps. But compared to other industries, insurance is not on the cutting edge, she said. “I have friends that are in pharmaceutical sales, and when you compare insurance to that industry, everything is so outdated,” she said.

“We desperately need technology that will make it 10 times faster to do new business and service tasks on commercial and personal lines in order to even remain relevant.”

“Some carriers are so far behind, and that’s the difficult part; you have some carriers that are so advanced in terms of their technology capabilities, so those are the ones that you’re going to go to,” she said. “I have my key carriers that I go to, and I can tell you that it’s because they’re easy to access online.”

Advancements in technology are happening, but not quickly enough for some young agents.

Her go-to carriers have quoting systems that are advanced enough that getting an accurate

26 | JUNE 2017

quote in five minutes or less is easy, she said. “The companies that I very rarely use are the ones that don’t even have a quoting system online. You have to submit paper applications, which just seems absurd to me.” David Baker, a young owner and founder of the Stratum Insurance Agency in Newport Beach, Calif., said price is not the only reason big direct writers are excelling in personal lines. “It’s ease of use,” he said. “Look at how GEICO does business. They have a customer go on their website, input all the information, and sure, the customer still calls them, but they just give them the quote number. They say, ‘OK, you already put in all your information; you already have the quote, great. Do you have any questions, or do you want to just buy this?’ When they call an independent agent, we have to spend an hour on the phone with them trying to get their information into these systems.” In Pintabone’s view it’s not just carrier technology that needs an upgrade. “There’s definitely room for advancement in some agency management systems as well,” she said. “There’s a lot of options [in some agency management systems], but you find that a lot of those options they’re giving you don’t even necessarily work. I feel like there’s too many options out there…They focus on too many aspects of making the system perfect rather than focusing on one aspect and perfecting that.” Whether it’s carrier technology or agency technology, young agents want advancements—and they want them now, she said. “Young professionals want everything yesterday. I want my quotes as soon as possible. I understand that some quotes are going to require more underwriting information than others, but the quicker WISCONSIN INDEPENDENT AGENT

TECHNOLOGY you can get something to an agent, the better chance you have of becoming that top carrier for that agent. My three largest companies are great, reputable companies, but they also are the companies that get everything to me the quickest.” “There is terrible technology from the carriers, especially in the excess and surplus lines market,” wrote one young agent in the survey. “Using old-fashioned paper applications is inefficient and a waste of time…Carriers should provide their agents with fillable online systems for rapid quoting. We quote thousands of accounts a month, and many complain that it [takes] too long.”

Disruption and Young Agents Ron Berg, executive director of the Agents Council for Technology (ACT), believes there’s a misconception in the industry that the growth of InsurTech startups is all bad. “It’s only bad if we don’t pay attention to it,” he said. “Yes, we as an industry have known for a long time that we have to be faster to sense, react and implement solutions. We are not at that point of resting on our laurels anymore. We have to find the best ways to assimilate and increase the ease of doing business, and absolutely InsurTechs are driving the change.” Most young agents responding to the survey aren’t too worried about the InsurTech movement, with less than a quarter (24.0 percent) saying they believe that InsurTech will mean serious disruption of the industry. However, 64.1 percent believe the industry overall has been too slow to adopt new technology.

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InsurTech startups are moving the industry in the right direction, said Brent Rineck, chief information officer for ABD Insurance & Financial Services. “It’s forcing us all to take a higher emphasis on technology, but I don’t think it will ever replace us,” he said. “But it’s definitely pushing us.” Kitty Ambers, CEO of the Network of Vertafore Users (NetVU), agrees. InsurTech startups are providing agencies with an opportunity to get better. “We need to take the time to decide where we are going, where we want to be, and how we are going to get there.”

> Andrea Wells is executive editor of Insurance Journal magazine. The article was originally published in the April 10, 2017, edition of Carrier Management.

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JUNE 2017 | 27

ASK AN EXPERT: PAY ATTENTION TO DETAILS WITH CERTIFICATES OF INSURANCE Q:

We are using a Master Certificate holder format within our agency management system, which means at renewal our team modifies a “master certificate” then attaches the holder risks. It’s important to include many A/I and per project forms as needed. Recently, I noticed a group of certificates about to be mailed out with both policy aggregate and per project boxes checked off within the occurrence general liability section. Of course, I had to ask the question of the team why both boxes were checked on these certificates. The answer: “Since the carrier offered the ‘blanket per project’ form, we figured we would simply check both boxes, and then provide the actual Blanket Per Project endorsement on the clients who require one along with the following wording:”

First off, I have a problem with the wording used on the COIs. Agents should be very careful to never state that anything is done “as per a contract” (or similar wording) unless they are absolutely certain everything is exactly per contract (but don’t even say it then). Further, there is no such thing as a Waiver of Subrogation endorsement (at least not in the ISO world). There is a Waiver of Transfer of Rights of Recovery Against Others to Us endorsement – and the difference is more than semantic and matters for two reasons: 1) The agent is referencing a form that does not exist; and 2) The Waiver of Transfer of Rights endorsement does more than just waive subrogation rights, it also waives contribution rights.

The Virtual University is a Big “I” members-only resource. Many articles are based on real-life questions received by the Ask an Expert service. This service ensures that the information is current and topical. Go to www. independentagent.com/Education/ VU/. You will need to login with your IIABA username and password before using the VU. The IIAW and IIABA do not assume and have no responsibility for liability or damage which may result from the use of any of this information.

“Blank is included as Additional Insured with respects to the General Liability as required by written contract per the attached endorsement.”

Second, remember that a COI is a snapshot of coverage as requested by the certificate holder. It is a representation of the coverage provided to the insured by the insurance carrier. COIs really shouldn’t be “customized” based on “who is asking for what” to show anything different than what the policy provides. If every project is subject to a per project aggregate, the COI should so state; if specific projects are endorsed with a per project limit, then those COIs should state that fact. I realize I’m in complete disagreement with the folks who recommend, “don’t tell the COI holder about coverages they don’t ask about or request,” but to me that is a misrepresentation of the policy. Report on the COI the coverages provided.

So, here is my question, could an attorney use our words against us in court since we are suggesting that the limits apply “per project” by placing an “X” within that box, even if we do not provide the Per Project endorsement? And if that answer is yes, based on the above, what do you recommend we do moving forward?

I would need to see the “Blanket Per Project Form,” but it sounds like every project has its own aggregate – if that is true, it doesn’t matter what endorsements are attached or are not attached with the COI, the coverage is there and will be discovered by the attorneys when they request a copy of the policy.

1. When Per Project limit wording required: “Blank is included as Additional insured with respects to the General Liability, Auto and Umbrella policies as required by written contract per the attached. Coverage is Primary. A Waiver of Subrogation is provided with respects to the General Liability, Auto, Umbrella and Workers Comp policies as required by written contract per the attached. Umbrella if form following. Per Project endorsement applies with respect to the General Liability.” 2. When Per Project limit wording NOT required:

Whether or not a lawyer can use or twist your words is a question to be decided in court.

28 | JUNE 2017

> Various faculty members of the Virtual University contributed to this article.

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SALES

7 INSURANCE SALES BEST PRACTICES I LEARNED FROM PROFESSIONAL SPEAKING There are many insurance sales best practices to be learned from a professional speaking career.

Recently, I spoke at the Independent Insurance Agents of Wisconsin Annual Convention in Madison. This marks the official start of my seventh year as a professional speaker within the insurance industry. Without a doubt, speaking is my favorite part of the job. It never gets old. Doesn’t matter the size of the group, location in the country, the relative age of the audience, or the audience’s collective disposition towards digital marketing. Each and every time I stand in front of an audience is electrifying. I love it. Why do I love being a speaker so much? The rush. Having played sports my entire life, including four years of college baseball, performing in front of a live audience is the closest thing I can find in the professional world to the rush you get as an athlete. There is something intoxicating about the surge of adrenaline you get right before stepping on stage as your body unconsciously prepares for the impending battle you will wage against the audience. It’s not a battle in the adversarial sense, but in the hard fought give and take a speaker encounters during each and every performance. There is no guarantee the audience will respond to your material. Even your best jokes, stories, statistics, quotes, etc. can fall flat for any number of reasons. To survive as a professional speaker you must be able to overcome these disastrous moments. You must earn the audience’s respect every time you take the stage. The best speakers in the world are able to educate, entertain and inspire their audience regardless of the circumstances or obstacles placed in front of them.

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7 Insurance Sales Best Practices Selling insurance is exactly the same. Each insurance sales opportunity is its own mini performance. Back when I was still selling insurance for The Murray Group, I’d use even the simplest sale, say a stand-alone renters insurance policy, to work on the delivery of my coverage stories. But just like a great professional speaker, your audience must believe, appreciate and be inspired by the stories you tell in order in order to be effective. Here are seven insurance sales best practices I learned from professional speaking. 1 Prepare “One important key to success is self-confidence. An important key to selfconfidence is preparation.” ~ Arthur Ashe There is no greater crime a professional speaker can commit than being unprepared. The same is true for selling insurance. If you show up to a sales appointment unprepared, shame on you. It is nobody’s fault but your own when the inevitable “No” or “I’ll think about it,” is dropped in your lap. Professionals prepare. Shooting from the hip is for amateurs and the unsuccessful. For speakers the goal is to be so prepared, the performance feels effortless and comfortable. It is the seeming effortlessness that prepared professionals portray that amateurs mistakenly view as working off-thecuff. LESSON: Always prepare. Always. 2 Respect Your Audience “I respect the audience’s intelligence a lot, and that’s why I don’t try to go for the lowest common denominator.” ~ Spike Lee You will always have more knowledge on the topic you’re speaking about than the audience you’re speaking to. Never allow this technical

imbalance to cloud your respect for their intelligence. This can be doubly easy to do with a complex subject such as insurance. The moment a tone of superiority hits your lips the audience is gone. No one likes to be talked down to. Certainly, no one does business with someone who talks down to them. Remind yourself, as both a speaker and an insurance agent, you are a teacher first, salesperson second. Those who embrace the “Teacher Mentality” will always remain respectful of their audience and stay focused on serving their needs. LESSON: Your work selling insurance is in service to the clients who choose to do business with you. Maintain respect for them as people regardless of how far you ascend in your career. 3 Own the Material “An investment in knowledge pays the best interest.” ~ Benjamin Franklin Audiences can smell a fraud a mile away. Never, ever, ever… speak on a topic in which you don’t own the material. If you do not own the material, everyone will know and you will stink up the joint. There is no way to get around it. If you want to be a great insurance salesperson you have to know the insurance product cold. Go get your CIC or your CPCU or read everything Bill Wilson has ever written or read policy forms. How you do it doesn’t matter. What does matter is that you are an insurance master guru. This also speaks to preparedness and respect for your audience. I used to be able to quote policy form language like scripture and it helped me sell a lot of insurance. LESSON: Own the material. Become a technical insurance expert.

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SALES

Ryan Hanley speaking at the 2017 IIAW Annual Convention in May. Ryan believes that the best speakers in the world are able to educate, entertain and inspire their audience regardless of the obstacles placed in front of them. He feels selling insurance is exactly the same. Each insurance sales opportunity is its own mini performance.

4 Exude Confidence “A great figure or physique is nice, but it’s self-confidence that makes someone really sexy.” ~ Vivica A. Fox

adding a little personality can go a long way to building strong relationships with customers. LESSON: If you are boring, go get interesting.

Confidence comes with time and experience. However, preparedness, respect and owning the material will certainly fast track you to becoming a confident professional speaker. There is also something to be said for the “Fake it ‘til you make it,” philosophy. If you lack confidence on stage, there is little chance you’ll ever earn the “professional” tag as a speaker. In insurance sales, in all sales, confidence is everything. This isn’t new or groundbreaking advice, but that doesn’t diminish its importance. LESSON: You must develop confidence to sell. 5 Don’t Be Boring This one is going to take a little self-awareness. You can’t be boring and captivate an audience. Sure, maybe you can be a kind of boring and sell insurance, but you can’t be boring and sell a ton of insurance. Not when so much of the competition, (direct, captive, insurtech and independent agents), are finding their voice in the digital marketplace. People want to be educated, entertained and inspired, even when they’re buying insurance. That doesn’t mean you need to do a song and dance routine, but WISCONSIN INDEPENDENT AGENT

6 Deliver a Compelling Product “Storytelling reveals meaning without committing the error of defining it.” ~ Hannah Arendt You can put as much lipstick on your product as you want, but if your product isn’t compelling, your results will suffer. This is true as a professional speaker as much as it’s true for insurance sales. How do you make insurance compelling? The same way great professional speakers make their product compelling — through stories. You must develop a story for every insurance coverage you sell. This is the only way to make the insurance sales process compelling, relatable and tangible. LESSON: Tell stories. Tell stories. Tell stories. 7 Never Sell from the Stage Just so we’re clear, never sell from the stage. One of the best ways to guarantee you’re NOT asked back to speak at next year’s conference is shameless and cowardly act of selling from the stage. Shameless? Cowardly? Shameless because the path to building lifelong

customers and true believers in your brand is to give without expectation of reciprocation. Cowardly because it destroys the trust and respect that should exist between speaker and audience. “Always be closing” may sound completely badass, but it’s no way to grow an insurance book of business. Instead add value. Add more value. Then pile more value on top of that. Add so much value your prospect has no choice but to choose you. Why go through all this hard work of adding value when you could just bludgeon your prospect over the head with strong-arm sales tactics? Because first year insurance sales commissions are nothing. In the insurance game, we make our money on renewals. Renewals come from relationships. Hardcore sales tactics may close deals, but they don’t build trust. Help your audience make the decision on their own. Then, when the time is right, assume the sale. LESSON: You will always have to ask for the sale at some point. Just don’t ruin a relationship by rushing to the close.

> Ryan is the SVP of marketing at TrustedChoice.com.

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INDUSTRY SERVICE

MOVING INTO MENTORSHIP

Kristina Talkowski is branch vice president of CNA Insurance in Wauwatosa. She is actively involved with the Starfish Initiative, a four-year, one-on-one mentorship program for talented high school students who dream of going to college but have economic hardships. “I feel a responsibility to give others the help and guidance that was given to me.” Learn more at starfishinitiative.org. Photo: Paul L. Newby II

Kristina Talkowski grew up dreaming of college. It became a reality for Talkowski when she was accepted to the University of Wisconsin–Madison. Excited to live her dream, Talkowski made it a point to take every opportunity available to her. From taking on projects outside the classroom to forming relationships with peers, faculty and staff, Talkowski embraced what it meant to be an eager Business Badger—a role she continues to play as an alumna recruiting current students into the workforce. During her sophomore year at UW, Talkowski took a risk management and insurance class and fell in love with the subject. “I knew that I was very interested in something analytical and had an interest in math, but also had an interest in working with individuals or companies to help people,” she says. “Risk management and insurance gave me both.” After graduating, Talkowski started her career as a commercial underwriter at Liberty Mutual Insurance. Her work gave her the balance of analytical thinking and personal interaction that she sought.

32 | JUNE 2017

She progressed to manage a team of underwriters, working at four different companies over 17 years. Now the branch vice president of CNA Insurance since 2011, Talkowski is responsible for the profitable growth of the company’s Wisconsin operations. “My job is a continuous balance of achieving the financial results for the business through understanding and addressing the needs of employees, clients, and agents and really hearing them, listening to them, and making sure we’re delivering for them,” she says. “In the process of all that, you learn so much about the people, industries, and the customers you serve.” Talkowski credits her time at the Wisconsin School of Business (WSB) with giving her an appreciation for continuous learning. “A huge tenet at the Wisconsin School of Business is to always be contributing and learning,” she says. “I appreciated that our professors were always bringing industry professionals, current news, and current issues in the business environment to

us. Nothing ever felt stale, and that was definitely part of the culture of the School when I attended—and I feel grateful that was part of my experience.” Talkowski finds this dedication to learning to be characteristic of all Business Badgers— especially the ones she recruits. When she thinks back to the hard work and extra time she devoted to projects outside of class, she can see the same drive in younger Business Badgers. “I have a tremendous amount of confidence in the future candidates and the individuals who go to UW-Madison, in particular at WSB,” says Talkowski. “I find that the students have that desire to learn, that strong work ethic, that willingness to go above and beyond, and that ability to seek out resources, because all of those things are things you have to do to be successful at the Wisconsin School of Business.” As a first-generation college student, Talkowski had to find support outside of her parents for things like college applications, career advice, and a rigorous course load. She feels fortunate to have had many people WISCONSIN INDEPENDENT AGENT

INDUSTRY SERVICE willing to invest in her. While she was a student at WSB, Talkowski found support and guidance from Joan Schmit, American Family Insurance Distinguished Chair of Risk Management and Insurance at WSB. “She was very encouraging and willing to help students explore the different career possibilities we could consider in insurance, and introducing us to different companies that she had connections with,” Talkowski says. “It was based on her guidance and my own understanding of my skills that I decided to go into underwriting.” Grateful for the support she received from people like Schmit, Talkowski looks for opportunities that allow her to provide the same kind of guidance she needed. A job promotion took Talkowski to Indiana, where she found an opportunity to give back through the Starfish Initiative, a program that provides four-year, one-onone mentorship to high-potential high school students to keep their goal of attending college in focus and attainable

despite their economic situation. Talkowski and the student she mentored discussed class schedules, volunteered together, attended career fairs, toured college campuses, filled out financial aid forms, completed college and scholarship applications, and also just had fun together. “I think what I can relate to is that, for people who don’t have means, college is not an automatic. There are more challenges and distractions in their life and things aren’t a given, that if you want to go to college it will just happen,” she says. “When I found the Starfish Initiative, I thought, ‘This is what I was meant to do. I am meant to help somebody who is like me.’” The Starfish Initiative’s name comes from a story about a child walking along a beach covered in stranded starfish. When the child starts throwing them back into the ocean one by one, the child’s parent asks, “Why bother? You’ll never help all these starfish.” The child replies, “I helped that one. And that one. And that one.”

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Talkowski says the story serves as a reminder of the people who believed in her and gave her invaluable opportunities. “I feel very grateful to so many people who grabbed me and threw me back into the ocean,” she says. “I feel a responsibility to give others the help and guidance that was given to me.” Looking forward, Talkowski wants to continue learning all she can. “My goals tend to be about collecting specific experiences,” she says. “That’s what my life and career are about–because experiences add to what you know and understand. I am going to continue > Sirinda Pairin writes on that journey for the Wisconsin School of Business (WSB). The and appreciate that article was originally there’s always more published in May 2017 to do and learn.” on wsb.wisc.edu.

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CONTINUING EDUCATION

ABEN ONLINE CE CLASSES

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From Medicaid to the Exchange: What Every Agent Should Know 4 CE Credits Approved Date: July 11, 2017 Location: ABEN Online – iiaw.aben.tv Time: 8:30 – 11:50 AM

Certificates of Insurance: Emerging Issues & Other Stuff That May Scare You! 3 CE Credits Approved Date: July 13, 2017 Location: ABEN Online – iiaw.aben.tv Time: 10:00 AM – 1:00 PM

Commercial Property Endorsements That Can Make You Money! 2 CE Credits Approved Date: July 14, 2017 Location: ABEN Online – iiaw.aben.tv Time: 9:00 – 11:00 AM

IIAW ONLINE CE CLASSES

Top 10 Countdown of Personal Lines Coverages & Current Issues 3 CE Credits Approved Date: June 26, 2017 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Unlocking the Secrets of D&O Insurance 3 CE Credits Approved Date: June 27, 2017 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Contractors Liability Exposures: Risk Analysis to Coverage Solutions 3 CE Credits Approved Date: June 28, 2017 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Farm Liability Coverages 3 CE Credits Approved Date: June 29, 2017 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

E&O: Roadmap to Policy Analysis, Part 1 3 CE Credits Approved Date: July 13, 2017 Location: IIAW Webinar – iiaw.com/events Time: 8:00 – 11:00 AM

E&O: Roadmap to Policy Analysis, Part 2 3 CE Credits Approved Date: July 13, 2017 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM

Ethics in Today’s Changing Times 4 CE Credits Approved Date: July 18, 2017 Location: ABEN Online – iiaw.aben.tv Time: 2:00 – 6:00 PM

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AGENCY MANAGEMENT

HOW TO CREATE AUTOMATED WORKFLOWS USING

MICROSOFT FLOW

Microsoft Flow is a product that helps you create automated workflows between your favorite apps and services to synchronize files, get notifications, collect data, and more. One of the great benefits of technology is its ability to increase a user’s productivity. Your smartphone is a splendid example. The open platform has allowed many third-party developers to create apps that allow you to do very specific activities. This app economy has allowed all of us to increase our overall productivity. Both the Android and iOS operating systems provide the ability for you to choose specific apps that meet your needs. That is why every phone is very personalized to you.

Microsoft Flow Boosts Productivity This could be a great productivity boost to anyone using these platforms. Many people might not realize that both the Android and iOS operating systems allow apps to communicate among themselves sharing data and actions. Workflow apps are one of the most underutilized productivity tools. They allow you to create and then initiate a multi-step process using various other apps. I have written about two platforms in the past: IFTTT and Zapier. Check out techtips. steveanderson.com and use the Search function. Microsoft has recently updated their version of a workflow app for both Android and iOS as well as a desktop version. Microsoft Flow is a product that helps you create automated workflows between your favorite apps and services to synchronize files, get notifications, collect data, and more. Microsoft Flow seeks to compete with several workflow apps by adding additional functionality. The benefit of using Microsoft Flow might be that it has tighter integration WISCONSIN INDEPENDENT AGENT

with other Microsoft products, which will allow you to automate a multi-step process across multiple devices.

a Monitor flow activity, such as successes, failures, and the time when each flow ran most recently.

The first step is to sign up, or, if you already have an account with Microsoft, you can directly sign in on your tablet, your desktop computer, or your phone.

a Manage each flow, such as enabling or disabling it and viewing its events and actions.

Getting Started with Microsoft Flow On the Microsoft Flow home page, you can explore a diverse set of predefined templates and read about some key features for Microsoft Flow. You can get a quick sense of what’s possible and how Microsoft Flow could help your business and your life. Once you get familiar with the basics of the app and have some idea of what a flow can do and gain a bit of experience, you can create a flow from scratch based on these data sources and others: a A n Excel file in a cloud-storage account such as Dropbox, OneDrive, or Google Drive. a A Google sheet. a A SharePoint list. a S alesforce or Microsoft Dynamics 365 with custom entities. a An SQL Azure table. a The Microsoft Common Data Service. Add the mobile app to your device by searching for “Microsoft Flow” in the iPhone or Android store. Once downloaded you will be able to:

a Create a flow from a template, such as one for getting a push notification when you receive mail from a sender that you specify. I am just beginning to explore the possibilities of how using this app could streamline your work. You can check out the detailed tutorials on the Flow site for more help, and join the Flow community to ask questions and share your ideas. Contact support if you run into any issues.

Text Message Documentation Flow One of the first examples of a Flow that I will be testing is automatically sending a screenshot of a text message to the right person in the agency so they can process any specific requests. Properly documenting text messages has been a challenging and timeconsuming process for a while. I think this just might be a solution that helps. I will be exploring several apps, and in a future TechTips will provide detailed instructions on how to set up the workflow to automate the delivery of text messages to the agency. Stay tuned.

> Steve Anderson loves technology and writing about it. Learn more at steveanderson.com.

JUNE 2017 | 35

2017 PRELICENSING CLASS SCHEDULE

Conducted at State Association Headquarters, IIAW prelicensing classes fulfill the study requirements for life, health, property and casualty. Full course materials — not just an outline — are included with registration. The classes are:

P ROPERTY & C ASUALTY

May 15-18

May 22-25

June 5-8

June 19-22

July 10-13

July 24-27

August 7-10

August 21-24

September 11-14

September 25-28

October 9-12

October 23-26

November 6-9

November 13-16

December 4-7

December 11-14

To register, click the Education tab on IIAW.com. For Wisconsin exam info, visit prometric.com.

CLASS SITE/DIRECTIONS

The IIAW is located at 725 John Nolen Dr. in Madison, WI. When traveling south on John Nolen, it’s the last driveway before Highway 12/18 (Beltline). Located near the Alliant Energy Center and Sheraton Hotel.

INCLEMENT WEATHER

If weather conditions are questionable, use your own judgment regarding your personal safety. If Madison public schools are closed, the IIAW is closed and prelicensing is canceled for the day. Canceled classes are made up on Friday.

HOTEL INFORMATION

Students requiring lodging will receive a special rate at the Clarion Suites, 2110 Rimrock Rd. in Madison. Please call the hotel directly at 608.284.1234, and ask for the independent insurance agent’s discount.

!Designed to help you pass your state licensing examination. !The quickest way to meet the Wisconsin education hours requirement. !Taught by experienced insurance professionals who know the business. !Conducted in a comfortable classroom with free parking. !Approved by the Office of the Commissioner of Insurance.

IIAW MEMBER PRICING: $340 - Pricing given for full class registrations.

NON-MEMBER PRICING: $355

You may also take individual classes.

DAILY SCHEDULE

Life & Accident/Health

Day 1 (Monday) 8:30 a.m. - 4:00 p.m. ($85) SECTION A: Principles of Insurance & General WI Ins. Law Ethics Day 2 (Tuesday) 8:30 a.m. - 4:00 p.m. ($90) SECTION B: Life Policies, Terms & Concepts Day 3 (Wednesday a.m.) 8:30 - 11:30 a.m. ($45) SECTION B: Life Policies, cont. & WI Life Insurance Law Day 3 (Wednesday p.m.) Noon - 4:00 p.m. ($45) SECTION B: Accident & Health Policies, Terms & Concepts Day 4 (Thursday) 8:30 a.m. - 4:00 p.m. ($90) SECTION B: Accident & Health, cont. & WI Health Insurance Law

Property & Casualty

Day 1 (Monday) 8:30 a.m. - 4:00 p.m. ($85) SECTION A: Principles of Insurance & General WI Ins. Law Ethics Day 2 (Tuesday) 8:30 a.m. - 4:00 p.m. ($90) SECTION B: Property Policies, Terms & Concepts Day 3 (Wednesday a.m.) 8:30 - 11:30 a.m. ($45) SECTION B: Property Policies, cont. & WI Property Insurance Law Day 3 (Wednesday p.m.) Noon - 4:00 p.m. ($45) SECTION B: Casualty Policies, Terms & Concepts Day 4 (Thursday) 8:30 a.m. - 4:00 p.m. ($90) SECTION B: Casualty Policies, cont. & WI Casualty Insurance Law ! Please contact Katie@IIAW.com for information about multiple registration discounts. The course fee includes all class materials. Materials are distributed on the first day of class. You receive: • The Life & Accident/Health or Prop. & Casualty Insurance Study Manual. • The Intermediary’s Guide to Wisconsin Insurance Law. • The State of Wisconsin Ins. Licensing Candidate Handbook. This provides all the necessary information to obtain a license.

ERRORS & OMISSIONS

WORK ORDERS: 3 WORKERS’

COMP-RELATED E&O EXPOSURES You’re brimming with confidence after sealing the deal on a new workers’ compensation policy for your agency. You lean back in your chair with your hands folded behind your head, your mind cycling through the events that led you to receiving the bind order. Seconds later, you break into a cold sweat and a pit forms in your stomach. You think to yourself, “Did I discuss the three workers’ comp conundrums?”

business, the coverage picture quickly becomes more complicated. Did the policy you placed take that other state (or states) into account? If an employee lives

The most common causes of E&O claims arising from placing workers’ comp coverage: Location, Premium and Time. Swiss Re Corporate Solutions has found that the following three issues are the most common causes of E&O claims arising from placing workers’ comp coverage. 1. Location: When an employer has operations in only one state and all its employees live and work in the same state, the rules are easier to navigate. But when a company’s business expands into other states, employs workers’ that reside in a different state, or employs anyone who travels outside the state on WISCONSIN INDEPENDENT AGENT

or is injured in a different state than where the business is located, the employee may be able to make a claim in that other state. But to qualify for coverage in that state, the workers’ compensation policy must contemplate it. 2. Premium: Upon issuing a workers’ comp policy, an estimated premium is based on the information provided during the application process. But the carrier may conduct premium audits to determine the actual premium for a policy period.

Factors used to determine the premium include employee classification codes and payroll. Carriers may use classification codes to identify different exposures that are priced based upon the risk associated with the kind of work the insured performs. While an employer may indicate a certain code for an employee, the carrier has the final word on the correct classification. 3. Time: A business should obtain workers’ comp coverage as soon as it has employees as defined by the state. Often, this occurs prior to the business officially opening. If a business does not carry workers’ comp coverage when required, the employer faces not only exposure to paying benefits if an employee is > Nicole Yarbrough is vice president and claims injured, but also fines and manager at Swiss Re penalties from the state. Corporate Solutions.

JUNE 2017 | 37

MARKETING

WHAT IS THE ULTIMATE GUERILLA MARKETING TACTIC?

Amazon gets it. So does Salesforce. So does Etrade. Tesla? Yep, they get it too. Virtually all companies that exist mostly or solely online already understand how critical successful Internet marketing is to the bottom line. Yet for small businesses, there seems to be a massive disconnect with how to make digital marketing work in a way that’s impactful and cost effective. So let’s take a closer look at this difficulty, the best ways around it, and why local online marketing is so necessary to create lasting success. If you’re a small business owner, you may believe that online marketing really isn’t very important… especially if your business is located in a smaller town. But do your town residents have mobile? Do they have access to the Internet? If so, you are missing out on an opportunity to outwit your competitors. The reality is starker. According to Marketing Land, 90% of survey respondents say that positive reviews influenced a purchase decision. Just as people leverage Google

38 | JUNE 2017

& Bing far more than the Yellow Pages to find services, they are also checking on the services they find via review sites. This trend growing nationally and is happening with as much frequency in small communities as it is in large cities. However, in small cities, bad reputations travel like wildfire. In other words, an accountant in the city with a handful of negative reviews is simply better equipped to correct those negative reviews vs. an accountant in a small town of 5,000. And it’s important to recognize that mobile is quickly replacing all other forms of computing. Laptops and PC’s are dwindling in sales while tablets and smart phones are selling like hotcakes. If you run a local service business, it’s critical to be found in mobileoptimized search. (Yes, that’s a thing.) If your website isn’t mobile friendly, Google has

said it will be dropping your website from all search results as of 2017. If you run a small business, you must have a robust online presence. It’s that simple. And this is where that concept of Guerilla Marketing comes into play. Remember that the notion of Guerilla Marketing is that you can have a huge marketing impact without breaking the bank and really, that’s at the core of online marketing in general. The Internet offers the potential of truly infinite reach for a relatively low cost for that potential impact. At least that’s the promise… The truth is, this is where most business owners get lost. With search engines like Google & Bing, reputation sites like Yelp & Angie’s List, social media sites liked Facebook & LinkedIn, is it any wonder that most feel WISCONSIN INDEPENDENT AGENT

MARKETING

completely overwhelmed? If you’ve talked with experts you’ll know right away that local SEO alone can cost $1,500 a month for a handful of keywords and Reputation Management can cost $500 or more each month per location. But marketing online can be affordable, particularly if you take advantage of the right technology and learn the methods that actually work for SEO, writing content, marketing automation, etc. Sure, it takes time to do this work but if you learn how to do it properly, you’ve created new potential revenue streams that will last a long time. One important tip as you contemplate online marketing… don’t think for a minute that you have to come across as some giant corporation. If you serve a local market, chances are people would prefer to know

If you run a small business, you must have a robust online presence. It’s that simple.

yes. In fact, it is critical for your survival. If you are curious about your local reputation, how well positioned you are in your local market, and what you can do to begin taking action on strengthening your local marketing, check out Google Webmaster Tools, Upcity. com, and others. They have free SEO tools.

they are dealing with someone who cares rather than a faceless monolith. So, let your individual personality shine. Make it your mission to become the hero in your market. Leverage your messaging both online and offline to create deep personal connections that will bring you lots of business and lots of referrals… and that can elevate your brand to a premium status… yes, you might actually be able to charge MORE in your market if done correctly.

Then start to take your local online marketing seriously. Make “action” be your mission and strive to be at the forefront of your local market while also working to do so in a manner that keeps > Paul Koneazny is your return on president of Curtis investment front Insurance in Canaan, and center. Connecticut.

So, is it necessary to leverage Internet marketing to help grow your small business? In today’s world, the answer is a resounding

Sometimes things are just clearly

BEYOND THE EXPECTED

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JUNE 2017 | 39

News Members in the

West Bend Mutual Insurance is a Top Workplace

West Bend Mutual Insurance Company was once again named to this year’s list of the Milwaukee Journal Sentinel’s Top Workplaces which recognizes the best places to work in Southeast Wisconsin. West Bend was ranked Number Two in the large company category. This is the sixth consecutive year in which West Bend has placed in the top three. “The recognition we continue to receive as a top workplace is very meaningful,” said Kevin Steiner, West Bend president and CEO. “Our associates are our greatest asset and we have a responsibility to create a positive workplace. The fact that for the sixth consecutive year our associates have provided the feedback that has earned us a top-three ranking is outstanding. Congratulations to all of our 1,200 associates who work hard to make West Bend Mutual Insurance a special place.” A total of 150 companies were named to the Top Workplaces list in 2017. Other businesses in the large company category include First Weber Inc. at Number One, Kwik Trip Inc. at Number Three, and Children’s Hospital of Wisconsin at Number Eight. For more about West Bend, please visit thesilverlining.com.

Acuity Projects Win Top Creative Awards Acuity announced that several of its recent marketing and educational projects have earned top awards for creativity in international competition. The Association of Marketing and Communication Professionals (AMCP) presented Acuity with two Platinum Hermes Creative Awards, the highest awards given by the international association. One award was earned for the continuing education video Face to Face, and the second was earned for Acuity’s 2015 annual report. Face to Face highlights Acuity’s unique and innovative program that builds relationships between commercial insureds and key Acuity personnel, using custom-created puppets to tell the story of the program. Acuity’s 2015 annual report, The Year That Soared, featured a kite-shaped booklet that was packaged with a custom-printed sport kite. “Our annual reports, CE videos, and other projects are important ways that Acuity communicates with agents, employees, and customers,” said Ben Salzmann, Acuity President and CEO. “Receiving Platinum awards demonstrates that our educational and marketing materials are fun, effective, and creative.”

40 | JUNE 2017

In addition to two Platinum awards, Acuity earned two Gold awards and two Honorable Mentions for other Acuity U videos. Hermes Creative Awards is an international competition for creative professionals involved in the concept, writing, and design of traditional materials and programs, and emerging technologies. Entries come from corporate marketing and communication Acuity received a Platinum Hermes departments, advertising agencies, public Creative Award for its Face to Face CE relations firms, graphic design shops, video, a production that featured fully production companies, web and digital articulated, custom-created puppets. creators, and freelancers. The competition has grown to become one of the largest of its kind in the world.

Acuity Wins ‘Workplaces That Care’ Video Award For the fourth year in a row, Acuity Insurance is the winner of the national video competition from Great Place to Work®. Previously called the “We Love Our Workplace” contest, the 2017 competition was titled “Workplaces that Care.” As the 2017 winner, Acuity earned $1,000 for the Conquer Cancer Foundation. In the 2017 contest, companies from across the country submitted a one-minute video demonstrating they truly care for their employees and go above and beyond to transform company into family. The winner was chosen based on the results of online voting. To view this video, along with all of Acuity’s other award-winning videos, visit www.acuity.com/ acuityhasheart. For more about Acuity, please visit acuity.com.

A.M. Best Affirms A- Excellent Rating for Society Insurance Society Insurance recently had its financial strength affirmed as A- Excellent with Stable Outlook by national rating agency A.M. Best. Society’s A- Excellent rating — which is determined by A.M. Best based on an insurance company’s overall financial strength — was supported by a highly successful 2016 in which the company’s premium grew for the sixth consecutive year and exceeded $168 million, a growth rate of 4.8 percent. Society also set a new record high in policyholder surplus, increasing that metric by over 7 percent to more than $141 million. Policyholder surplus serves as financial protection for policyholders should unexpected losses occur. While maintaining the same A.M. Best A- rating with Stable Outlook since 2007, the company’s Best Capital Adequacy Ratio (BCAR) is at an all-time high. This is a measure of A.M. Best’s cumulative opinion of Society’s financial standing. “Having been in business for over 100 years, A.M. Best is the oldest and most prominent rating agency for insurance company solvency and credit worthiness. Their process for analyzing results and on-going business plans for companies they review is rigorous,” Society President and CEO Rick Parks said. “Our BCAR places us solidly in our A- Excellent rating and we are well-positioned to move up as we continue to produce underwriting and operating profits.” For more about Society Insurance, please visit societyinsurance.com. WISCONSIN INDEPENDENT AGENT

Integrity Hires Piette as Commercial Lines Underwriting Manager Integrity Insurance is proud to announce the addition of Adam Piette as Commercial Lines Underwriting Manager. In his position, Piette will lead a group of commercial lines underwriters and commercial field underwriters to ensure sustained growth, profit and execution of Integrity’s business objectives through quality underwriting, proactive portfolio management and strong customer service. Adam Piete

Vice President, Commercial Lines Dan Trochil stated, “We’re thrilled to have Adam join our team. His past experience in creating and implementing changes to improve efficiencies and drive growth and profitability for commercial lines will be a tremendous asset to our team.” Piette brings over 12 years of insurance experience to Integrity. Previously, Piette worked for SECURA Insurance, where he held the position of Commercial Lines Underwriting Supervisor for the last three years. Piette holds a BBA from the University of Wisconsin – Oshkosh and is working towards earning his CPCU and AU designations. For more about Integrity, please visit integrityinsurance.com.

Robertson Ryan & Associates Expands Its Operations Robertson Ryan & Associates is pleased to announce Ed Feriance has joined their team. “As a top 100 U.S. insurance agency, Robertson Ryan continues to add accomplished industry leaders and insurance agents to be part of the Producer Owners,” said Allan Degner, Robertson Ryan’s Marketing Director.

Earlier this year, Robertson Ryan’s Wellness Committee spearheaded the initiative of organizing a staff Community Service Day. An impressive 124 Robertson Ryan team members hit the streets of greater Milwaukee, La Crosse, and Ft. Myers, FL to take on various projects benefiting charities and non-profits. The 124 employees took 3-4 hour volunteer shifts from painting, to seasonal grounds cleanup, to making blankets and baking. The slogan for the day was #MakeADifference. The non-profits include: Children’s Outing Association, Elmbrook Humane Society, Family Enrichment Center of Ozaukee County, Feeding America SE WI, Fellow Mortals Wildlife Hospital, Gulf Coast Humane Society, Hunger Task Force, Penfield Children’s Center, Riverfront, Inc., Silver Spring Neighborhood Center, Wisconsin Humane Society, and Wisconsin Independent Learning College. The day of service and spirit of community goes far beyond a single day of giving. In the community, our contributions are driven through the civic, educational and charitable causes we support. Many members of the Robertson Ryan team personally sit on community boards and speared fundraising efforts making a difference with their time and talent throughout the year. “We recognize our business is about people and want to thank those who have helped us succeed along the way. It is our goal to make wide reaching and positive impacts in the communities we serve,” added Degner. For more about Robertson Ryan, please visit robertsonryan.com.

SECURA Insurance Promotes O’Brien to Controller

SECURA Insurance recently promoted Tim O’Brien to Controller from Assistant Controller. “Tim has contributed a great deal to the Ed Feriance Ed Feriance joins Robertson Ryan as a Vice President. He leadership and bench strength of our Finance is a licensed insurance agent and specializes in tow truck operations in team during his 15 years with the company,” California and Nevada, in addition to other areas. Ed resides in Las Vegas, said Jeff Kargus, SECURA Vice President & CFO. Tim O’Brien Nevada and most recently was an agent with a large California-based “In addition to his financial talent and work insurance broker. Ed brings value to his clients by providing specialized ethic, he brings genuine warmth and humor safety training that he designs for each company. to the workplace every day. People like Tim help foster the wonderful people-focused culture we enjoy at SECURA. He has “We are very pleased to welcome Ed to the team at Robertson Ryan,” said certainly earned this recognition.” Gary Burton, Robertson Ryan’s Chief Operating Officer. “Ed has a proven O’Brien joined SECURA in 2002 as the Accounting Manager. knowledge base in commercial insurance. We are confident he will be He has held various roles within the Finance Division during part of the force that continues to drive growth in our agency. Robertson the past 15 years including Senior Financial Analyst, Manager Ryan has grown from 28 agents in 2001 to over 90 in 2017 with more of Financial Planning & Analysis and, most recently, Assistant additions expected.” Controller. O’Brien came to SECURA from Midwest Security Insurance Companies where he held the position of Team Leader Robertson Ryan & Associates of Corporate Finance. Donated 400 Hours in a Business Day O’Brien received his Bachelor of Science in accounting and MBA Robertson Ryan & Associates hosted their first Community Service from the University of Wisconsin-La Crosse. He is a Certified Day on Wednesday, May 3, 2017. “As a top 100 U.S. insurance agency, Public Accountant (CPA), Certified Management Accountant Robertson Ryan has made a commitment to give back. Beyond helping (CMA), and Certified in Financial Management (CFM). He also our clients protect their homes and businesses, we want to make the is a member of the American Institute of CPAs, the Wisconsin communities we live and work in better,” said Allan Degner, Robertson Institute of CPAs, and the Institute of Management Accountants. Ryan’s Marketing Director. For more about SECURA, please visit secura.net. WISCONSIN INDEPENDENT AGENT

JUNE 2017 | 41

FOOD FOR THOUGHT This illustration shows the seven planets orbiting the star TRAPPIST-1 as they might look from Earth using a fictional, incredibly powerful telescope.

GOLDILOCKS: THE SEQUEL

On February 22, 2017, NASA announced the discovery of TRAPPIST-1, a new solar system, with seven rocky, Earth-like planets all with the potential of containing water. But there’s more. “Three of those seven planets are in the habitable zone (a region around the star with an environment much like the region where our planet Earth orbits),” said Robert Frost, a NASA engineer. “We have found multiple places, within a single star system, where life might exist.” The three planets are said to be particularly promising because they could sustain oceans. Thomas Zurbuchen, associate administrator of NASA’s Science Mission Directorate, said: “This gives us a hint that finding a second Earth is not a matter of ‘if’, but ‘when’.” The six inner planets lie in a temperate zone where surface temperatures range from zero to 100C. These are called the Goldilocks planets – not too hot and not too cold. These worlds have sizes and temperatures similar to those of Venus and Earth and are the best targets found so far for the search for life outside the Solar System. Dr. Chris Copperwheat, from Liverpool’s John Moores University, said: “The discovery of multiple rocky planets with surface temperatures which allow for liquid water make this amazing system an exciting future target in the search for life.” Source: NASA, Quora.com & The Telegraph

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